Diebold, Inc. Software Engagement Manager - Retail (Pipeline) in Texas
*This particular posting is a `pipeline' job posting; it has been created in an effort to help identify perspective candidates interested in being considered for positions such as this one as they become available across the United States. By submitting your profile to this requisition, you are not formally applying for an open position with Diebold Nixdorf, Incorporated; rather you are indicating an interest in being contacted when roles like this do become open.
Sales Software License and Professional Services Revenue.
Annual Revenue - Achieve / exceed quota targets.
Sales strategies - Develops effective and specific account software sales plans to ensure revenue target delivery and sustainable growth. Develop relationships in new accounts and leverage to drive strategy through organization in concert with account managers.
Trusted advisor - Establishes strong relationships based on knowledge of account requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
Customer Acumen - Actively understand each account's technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
Software Sale Specialist, performing that role, closing profitable deals in concert with Account Manager and PS resources.
Business Planning – Develop and deliver comprehensive business plan to address prospect's priorities and pain points.
Demand Generation, Pipeline and Opportunity Management
Support the account manager/sales executive by owning the pursuit of software and PS sales in the funnel. Ensure the software sales are accurately reflected in the sales reporting and funnel process.
Pipeline partnerships – Leverage support organizations including Marketing, Product Management, Partners and channels to funnel pipeline into the assigned territory.
Leverage Diebold Solutions – Be proficient in and bring all Retail Diebold-Nixdorf offers to bear on sales pursuits including Hardware, Software and Services
Advance and close software and professional services sales opportunities - through the successful execution of the sales strategy and roadmap.
Support all Diebold-Nixdorf promotions and events in the territory
Be THE expert for selling retail software and PS in your assigned segment/geography
Orchestrate resources: deploy appropriate teams to execute winning sales.
Utilize best practice sales models.
Understand Diebold-Nixdorf Retail Software and PS competition and effectively position solutions against them.
Maintain CRM system with accurate customer and pipeline information.
Leading a (Virtual) Account Team
Demonstrates leadership skills in the orchestration of remote teams.
Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all account touch points and events. Maximize the value of all sales support organizations.
10+ years of experience in sales of complex business software / IT solutions
Expertise in the retail industry and specifically POS software solutions selling
Experience selling complex technology solutions into technical/architectural teams and to business executives
Proven ability in working with account managers in a team environment.
Proven ability to source leads and qualify high potential prospects
Demonstrated relationship building skills at all levels of the organization, including senior executive levels
A proven track record for meeting and exceeding performance objectives
Excellent verbal and written communication skills
Strong drive to succeed and operate independently
Proven track record in business application software sales.
Experience in specialists role of a team-selling environment.
Demonstrated success with large transactions and lengthy sales campaigns in a fast paced, consultative and competitive market.
Bachelor equivalent. MBA preferred.
Ability to travel up to 70%
Diebold Nixdorf, Incorporated is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, genetic information, disability or protected veteran status.
Primary Location: United States-Texas
Other Locations: United States-Georgia, United States-Florida, United States-Nevada, United States-Washington, United States, United States-California, United States-Ohio, United States-New York
Req ID: 018517