Stillingen:

Presales Manager for Experian, Copenhagen

Experian is looking for a Presales Manager to strengthen the presales area within the credit risk product portfolio. The role helps to ensure the commercial success of the specified region or regions by providing the management of the Matter Expertise resource to support sales across the specified regions, ensuring that Experian BDM’s are supported in their bid planning, product demo’s, RFP responses and proposal writing. 

Commercial success will be achieved through the increased effectiveness of the presales teams in promoting value based, profitable solutions not only demonstrating the breadth and depth of our solution and services, but also working closely with BDM’s and Account Managers to aid in the sales process and help close business with properly qualified prospects.

Essential Duties and Responsibilities

Planning and Operational Management of PreSales

  • Manage and coach resources to supporting new opportunity bid planning, product/solution demos, RFP responses, proposal writing, bid reviews and handover to delivery
  • Identify the key interaction points with customers and other business units and ensure that the sales support team are as effective as possible in ensuring that these interactions are value generating
  • Analyse the sales support needs against the planned budget and develop a plan for providing sales support to the verticals or accounts where that resource will be most effective and deliver most value.
  • Identify top key sales and initiatives from which revenue generation in the financial year is dependant and ensure that these are properly supported
  • Identify capability and product gaps which will influence the teams ability to sell our product and service solutions and create an executable plan on closing these gaps
  • Creation and management of the function within agreed budget, including travel budget.

People Objectives

  • Review results and coach team members to optimise performance
  • Encourage a culture of personal development ‘ownership’ across the team ensuring that each individual has regular performance reviews, career conversations and a structured personal development plan.
  • Ensure each employee is encouraged to participate in two-way exchanges of key information i.e. business messages and employee feedback.
  • Ensure that individuals in the team have a clear plan for managing their own workload which includes the prioritisation of opportunities which are supported based on following the defined process for opportunity qualification and engagement.
  • Monitor performance of team members against KPI’s and take action where appropriate to address poor performance through the Company’s capability procedures.
  • Ensure all managers role model behaviours and maintain the motivation and coaching of sales team members to achieve targets

Sales Growth

  • Ensure alignment of PreSales initiatives and programmes with the organisation’s overall strategic sales plan
  • Maximise the revenue generated for all supported sales opportunities across the specific region
  • Ensure that all engagements have clearly defined value based sales propositions which match and meet the client business and technical needs
  • Maximise the effectiveness of the sales support team in supporting the highest priority sales prospects
  • Monitor the actual price value of each deal to identify deviations from plan.

Customer Objectives

  • Develop and maintain relationships in key client organisations
  • Develop and maintain a network of contacts within key external organisations
  • Support and manage the negotiation, execution and follow up of key customer assignments, analysing issues and providing feedback to both internal employees and client stakeholders and management.
  • Ensure that Customer Satisfaction results and action plans are followed through for designated client portfolios
  • Facilitate and enhance relationship building at all levels within target client organisations
  • Act as an escalation point in any potential client problems, liaising with Delivery, Marketing, Finance and other Experian internal functions to ensure resolution of issues and client satisfaction

Qualifications

Minimum Academic qualifications include Master degree or equivalent. 

Experience

  • Commercial acumen including Finance, Legal and Risk management
  • Prior skills in management of PreSales/Sales/Customer Service resources
  • Good understanding of the stakeholder environment
  • Proven track record of increasing revenue through generation of leads
  • Confident and persuasive oral and written skills
  • Excellent communication and presentation skills
  • Experience of operating in similar software sales environments
  • Ability to build and leverage client relationships
  • Effective negotiation skills
  • Able to contribute to quality sales proposals, RFP and Tender documentation
  • Experience and ability to work effectively across the matrix, geographies and divisions
  • Highly developed influencing skills

Contact

Please send your resume to Jakob Kelstrup, Twins Consulting, on jk@twins.net. For further information, please call 2225 5011. We will evaluate applications on an ongoing basis.

About Experian

Experian unlocks the power of data to create opportunities for consumers, businesses and society. At life’s big moments – from buying a home or car, to sending a child to college, to growing a business exponentially by connecting it with new customers – we empower consumers and our clients to manage their data with confidence so they can maximize every opportunity.

We gather, analyze and process data in ways others can’t. We help individuals take financial control and access financial services, businesses make smarter decision and thrive, lenders lend more responsibly, and organizations prevent identity fraud and crime.

For more than 125 years, we’ve helped consumers and clients prosper, and economies and communities flourish – and we’re not done.

Our 17,000 people in 37 countries believe the possibilities for you, and our world, are growing. We’re investing in new technologies, talented people and innovation so we can help create a better tomorrow. Learn more at www.experianplc.com.

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  • Jakob Keldstrup, Twins

    Kontakt:

    Jakob Keldstrup

    Senior rekrutteringspecialist

    Mail: jk@twins.net
    Mobil: 22 25 50 11

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