Be the Next Game Changer
Mid-Market Key Accounts Partner Sales Manager - West
United States, CA, Woodland Hills Regular 6/28/2022 527642
Imagine New Horizons…
Dassault Systèmes, the 3DEXPERIENCE company, provides businesses and people with virtual universes to imagine sustainable innovations. Our world-leading solutions transform the way products are designed, produced, and supported. At Dassault Systèmes we empower people with passion for change and innovation, #WeAre3DS.
The Challenges Ahead…
We are seeking a Partner Sales Manager who will successfully execute the indirect sales strategy of the NAM GEO territory.
What will your role be?
- Develop & execute with Market Developer target process sourcing plan (provisioning and operation).
- Define a Mid and Long term revenue Growth Strategy within 10 to 15 assigned accounts.
- Define customer engagement through Joint Engagement to ensure Customer Success – Limited in time
- Engage systematically on Value with Business Consulting approach, through the Value Engagement Model.
- Implement customer transformation to increase 3DEXPERIENCE Industry Processes penetration and revenue growth on a Mid and Long term basis.
- Deliver revenue plan by executing with Partners, the overall sales strategy, involving 3DS extended team, to ensure Customer Satisfaction in accordance with a committed Customer Value Roadmap.
- Lead, with Partners, Customers Executive relationship and global ecosystem to support Customer Transformation.
- Ensure trusted relationships with Customers & Partners.
- Develop Partners Knowledge & Know How to become autonomous selling on Value
- Contribute with the Partner Sales Manager & the Partner Capacity Manager to the transformation to achieve the Mid and Long term Growth Plan
- Define, Partners & 3DS team endorsement and customers’ commitments on the Customer Value Roadmap, for the assigned accounts to generate +1,4 M€ in incremental revenue per year, in assigned territory
- Plan & Adjust the customer/opportunity engagement model as Joint Engagement
- Build and develop trusted relationships at executive level and within all layers of client organization to ensure sustainable business for 3DS
- Identify and transform leads into Opportunities
- Engage in key opportunities with the Partner involving Process Experts & Industry Consultants for Partner Joint Engagement, develop action plans
- Extend DS footprint with Industry Process Experiences Engagements.
- Follow up on the topic and review Partner commitment on a regularly fixed meetings
- Coach Partners through all the LEVERAGE cycle, to achieve revenue plan, from demand creation, Value Experience Roadmap definition to closing, and enable them to deliver CVM, CVR and be able to replicate the processes
- Coach Partners through all the Value Engagement Model, and enable them to produce deliverables and be able to replicate the processes
Your Success factors?
- Bachelor's degree
- 8 years of success selling with or through partners in an indirect model
- Relevant industry experience in A&D
- Proven track record of selling enterprise level software solutions
- Ability to solve complex business problems in a transformational way.
- Based on west coast
Additional areas of importance:
- Leading Without Authority (Sell With Partners)
- Highly competitive
- Strong Business Acumen
- Consultative Selling Approach i.e. Selling on Value
- Industry & Industry Process Experience Knowledge
- Effective Communication Skills (Written & Verbal)
- Strong Account Management Skills
- Strong Sales Process Discipline
- Team player
- Effective Negotiation (Both For Access & Proved Closing Experience)
- Contract Management Experience
- CRM System Experience
Compensation & Benefits
Dassault Systèmes offers an excellent salary with potential for bonus, commensurate with experience. Benefits include a choice of plans providing comprehensive coverage for medical, dental, vision care for employee & dependents as well as employee life, short & long term disability, tuition reimbursement, immediate 401K enrollment, 401K match (50 cents on the dollar, up to the first 8% of your eligible compensation that you contribute based on match eligibility criteria), flexible time off policy, and 9 paid holidays.
Equal opportunity
In order to provide equal employment and advancement opportunities to all individuals, employment decisions at 3DS are based on merit, qualifications and abilities. 3DS is committed to a policy of non-discrimination and equal opportunity for all employees and qualified applicants without regard to race, color, religion, gender, sex (including pregnancy, childbirth or medical or common conditions related to pregnancy or childbirth), sexual orientation, gender identity, gender expression, marital status, familial status, national origin, ancestry, age (40 and above), disability, veteran status, military service, application for military service, genetic information, receipt of free medical care, or any other characteristic protected under applicable law. 3DS will make reasonable accommodations for qualified individuals with known disabilities, in accordance with applicable law.
Covid statement
Our Company requires all U.S. employees to be fully vaccinated against COVID-19 and to provide documentation of full vaccination, unless qualified for a medical, religious or state-required accommodation or otherwise exempt consistent with applicable law. Although accommodation requests will be considered (and granted where appropriate/possible), it may be determined that a candidate is unable to adequately perform the essential functions of the position without imposing an undue hardship due to customer requirements, staffing needs, or other business reasons. Definition of full-vaccination: Employees are considered to be fully vaccinated two weeks after their second dose in a 2-dose series or two weeks after a single-dose vaccine.
Join Dassault Systèmes, The 3DEXPERIENCE Company Everything becomes possible with Dassault Systèmes’ 3DEXPERIENCE virtual universes! Serving 230,000 customers in 11 industries, from high-tech to life sciences, fashion to transportation, we help businesses and people around the world to create sustainable innovations for today and tomorrow. Get on board a leading and fast-growing company of 20,000 talented professionals.