Sales Specialist for Academic customers in Japan | French software company

Become the Partner Trusted Advisor by co-defining their (1) Sales Strategy, (2) Transformation and (3) Development Plan in order to achieve sustainable sales and market share growth on 3DEXPERIENCE portfolio.

A unique focal point in charge of the Partner Transformation & Development. Be instrumental in the transformation and enablement of the Partner (Platinum, Dual Partners or International Partners if assigned) to achieve the Sales Plan (On Premise and On the Cloud) based on TARGET initiatives (provisioning and operation), he/she will be in charge of the following steps of execution according to TARGET and LEVERAGE processes.  

(-8/-6) Contact

Be involved in the Strategic Development Plan of the Partner by co-designing:

The go-to-market strategy in order to support, guide and bring sales & client data insights to ensure its compliance with Dassault Systèmes’ growth strategy

The Formulation of the Partner 3Y Business / Transformation and Investment Plan and Partner 1Y Development Plan in new markets, new brands, new industries

Action plans to deploy the TARGET initiatives based on 3DEXPERIENCE Platform Industry Process Experience and/or Roles with Partners (TARGET -7)

Revenue sourcing and Marketing plan based on TARGET initiatives

Partner resources, business role and skills review to co-define & deploy the People Development & Enablement plan

Partner capacity and Skills validation to support the Transformation in the Sales plan and Capacity & skill alignment

Lead (-6/-3)

Customer Process Experience: Assess the right Engagement model (Partner Engagement or Joint Engagement (PSM Sales Expert Client or Domain) (>100k€) Customer Role Experience: >25k€) based on the customer/opportunity

Lead the (new) Partner on-boarding

Co-create Marketing plan to generate leads and support the sales effort

Opportunity (-3/0)

Provide insights on TARGET initiatives performances to Sales Expert Management (GEO LEADERs) on a monthly basis (LEVERAGE 0 to +5)

Focus on leading activities to enable Partners to be successful with the Partner Rewards program for Customer Process Experience & Partner Alignment Program for Customer Role experience

Share follow-up Partner development plan with Partner C-Level and connect Partner with Dassault Systèmes resources to support the key initiatives.

Value Delivery (0/+5)

Define & Implement Development Plan to generate growth based on Key Performance Indicators on a mid and long-term basis

Monitor pace of deployment of Solutions on clients side in order to ensure Go Lives

Emphasize the need for reference casing and work with Partners to secure these stories (KPI)

Lead the 3DS extended team to ensure Partner Transformation and Development plan execution.

Value Up (+5/+6)

Review pipeline with the Partner to Plan actions to trigger Value Up activities on a quarterly basis for Customer Process and on weekly & monthly basis for Customer Roles

Be able to articulate the value of the 3DEXPERIENCE platform in order to identify the required resources within Dassault Systèmes for additional expertise when needed for upsell (Industry, Brand)

As a consequence, drive 3DEXPERIENCE frequent enablement sessions with Partner teams to establish continuity of mindshare