Be the next big change > Dassault Systèmes

Be the Next Game Changer

BIOVIA Sales Expert (Academic Tech Sales) - EuroNorth

United Kingdom, CAMBS, Cambridge Regular 5/20/2022 525966

BIOVIA Sales Expert - EuroNorth (Academic Tech Sales)

 

Imagine new horizons…

Do you want to be inspired and enjoy coming to work? At Dassault Systèmes, we empower our employees and support their passion to change the world and create the future. Let’s design new horizons together with the power of 3DEXPERIENCE virtual universes! Shape your career with 3DS! Visit our website - www.3DS.com.

 

What will your role be?

  • Within the Dassault Systemes’ (3DS) BIOVIA Brand EDU Sales Team, you will develop and execute activities aligned with the Academic Sales strategy to meet agreed quarterly goals
  • You will be leading activities to better understand the academic market, positioning, using, and mastering our academic solutions proposed and sold to academic and research institutions, while also factoring in the demands and needs the industry
  • This role will involve both pre and post-sales activity such as curriculum analysis, business transformation planning in the context of technology management, training, coaching, and maintaining a relationship with customers, including understanding and leveraging the solutions for teaching and/or research requirements
  • The Academic Sales Account Manager, BIOVIA mission is to define the account strategy from an early stage and to lead its technical execution from lead generation & opportunity identification to successful implementation, according to Dassault Systemes’ Value Engagement Framework and LEVERAGE sales methodology
  • The Academic Sales Account Manager reveals and demonstrates to customers how to maximize the value of the Industry Solutions portfolio, applying our Value Engagement framework
  • Through IFWE Loop, the Academic Sales Account Manager drives customers to address their business transformation by re-engineering their processes
  • The Academic Sales Account Manager also drives the 3DS ecosystem on a group of related projects and program activities to achieve customer's goals and 3DS commitments

 

The challenge ahead

  • Quick and proficient mastery of our academic portfolio
  • Organize and manage calls and meetings related to BIOVIA’s academic content
  • Work with industry experts to position the solutions in an academic context
  • Coach and guide customers (teachers/professors/instructors, & partners) in how to tailor their curricula when adopting our solutions and develop related professional practices
  • Pursue customer's transformation process and guide partners in that activity
  • Liaise with HQ EDU product empowerment team as well as Support teams to ease problem resolution
  • Act as a trusted advisor for the Customer, and represent the interests of 3DS
  • Develop strong leadership to influence Customer Transformation Strategy, based on their Industry Solution knowledge
  • Define, through client interactions and internal resource collaboration, the customer account strategy and use this to develop revenues by qualifying and driving new business opportunities to attain and surpass short and medium term goals
  • Be able to articulate the overall 3DEXPERIENCE platform value by relying on the Industry Solutions portfolio
  • Understand how the products fulfill the business needs
  • Be accountable for the proper execution of the Value Engagement activities and deliverables, according to the different pre-sales phases, with a specific focus on gate reviews
  • Orchestrate and prioritize all technical activities in a coherent way to drive and ensure business objectives achievement and respect of customer commitment
  • Act as advocate of the customer’s needs
  • Present business plans at quarterly business reviews
  • Utilize 3DDashboard and IFWE Loop to manage customer and ecosystem interaction, and capitalize all relevant information

 

Your key success factors:

  • Bachelors Degree is required, preferably within a Science domain
  • Previous experience of Higher Education Sales
  • Previous experience of selling solutions into Academia
  • Understanding of a Lab environment
  • Demonstrate a passion for 3DS solutions
  • Has preferably worked within a multicultural and international context
  • Have a recognized level of expertise for research and/or laboratory applications
  • Interested in working with academia and research (a context that is very different from commercial) while understanding different industrial professional contexts
  • Agile as the tasks to be performed are very versatile
  • A strong relationship builder, at ease in conversation at all levels from student to CEO
  • Organization skills to be able to drive / coordinate groups of people and diverse projects and program activities
  • Good level of knowledge on research practice within the Higher Education and Research Institutions
  • Pre-sales activities and projects delivery experiences
  • Quickly learn the 3DS ecosystem and create your own 3DS network

 

As a game-changer in sustainable technology and innovation, Dassault Systèmes is striving to build more inclusive and diverse teams across the globe. We believe that our people are our number one asset and we want all employees to feel empowered to bring their whole selves to work every day. It is our goal that our people feel a sense of pride and a passion for belonging. As a company leading change, it’s our responsibility to foster opportunities for all people to participate in a harmonised Workforce of the Future.

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BIOVIA provides scientific solutions to discover, design, develop and deliver innovative drugs, materials and formulas.