Opportunity Management

• Drive opportunities forward by engaging with decision-makers (incl. C-level) and key stakeholder groups and

providing business insights to demonstrate the need for change. Apply stakeholder strategies to manage cross-

functional dynamics, addressing diverse priorities, mitigating roadblocks, and ensuring alignment on goals.

• Define the necessary team, including Sales Specialists and Technical Sales roles, to provide expertise and

support in advancing the deal.

• Translate value statements into opportunity specific value propositions, addressing current and emerging

customer needs and demonstrating measurable impact on customers’ business performance. Effectively

communicate these propositions through direct communications, digital platforms, and in-person

presentations.

• Identify and apply the appropriate pricing model, including any agreed-upon discounts or terms, to ensure

competitiveness and alignment with the opportunity. Seek additional pricing support or special terms, as

necessary, to secure the opportunity and meet strategic goals.

• Proactively incorporate financial services and new business models into the deal strategy, highlighting their

implications. Leverage these solutions to drive mid and long-term account objectives, strengthen deal viability,

and enhance operational efficiency and value.

• Build a broad influential network and community of advocates inside the account to drive upsell/cross-sell

opportunities. 

• Continuously monitor and evaluate risks associated with active sales opportunities, including changes in

customer needs, market conditions, and competitive activity. Ensure ongoing alignment and readiness to

address any issues that could impact the success of the opportunity

• Manage negotiations and deal closings effectively.

Sales Administration, Analytics and Reporting

• Accountable for providing accurate forecasts and planning information.

• Maintain accurate and complete customer records, activities, and pipeline reports within Salesforce and other

CRM tools.

• Participate in Win/Loss reviews to identify lessons learned and adopt recommendations.

• Compile relevant insights from reports for Sales Management and Sales Meetings.

• Publish success stories on value realized by key customers.

• Keeps sales skills and industry know-how up to date

Professional Experience/Certifications/Backgroud

• University degree in engineering (Mechatronics Engineer /Automation & Control  Engineer) or a related field

•  TIA Portal/Drives/Connectivity IT/OT integration

•  Minimum of 5 years of experience in leadership roles within industrial automation sector.

•  Proven track record of driving growth, managing technical sales, and working with complex client

Organizations

•  Experience with technical problem-solving and solution-oriented sales.Equal Employment Opportunity Statement