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Sales Representative
▪ Mission
Identify and close new business opportunities in assigned accounts to increase 3DS footprint and deliver revenue plan.
Sell 3DS value and strategic vision by promoting Industry Fundamentals and/or Brand promises to get customer commitment on a long-term business transformation.▪ Role description
• Demonstrate value on focused brand discipline and/or industry segment engagements through a bottom-up approach within assigned accounts (departmental sales)
• Generate growth in priority areas according to sales initiatives defined by Brands / Industries
• May extend reach to other domains/segments than his/her primary scope (Brand disciplines / Industry segments) when relevant by involving 3DS ecosystem
• Build sustainable relationships with customer’s Champions to facilitate access to customer’s Executive levels
• Transform Marketing and Sales (see LEVERAGE) leads into Opportunities
• Create the appropriate pipeline to reach business objectives
• Perform end-to-end sales engagements compliant with the LEVERAGE process to achieve revenue plan
• Manage negotiation with the customer by complying with all 3DS engagement processes (SBO, IOC, CLOSA, Revenue recognition) and government and local regulations, DS policies and ethical standards for doing business
• Provide an accurate forecast for Q, Q+1, Q+2 and FY
• Involve and manage 3DS & Client ecosystems when needed to demonstrate value
• Capitalize & share knowledge (key wins & customer success references) with peers and 3DS ecosystem
INDIRECT CHANNEL – by delegation of PSM:
• Contribute to Partner identification, enablement plan, ramp-up on MUST account.
• Coach & enable partners on specific sales initiatives▪ Deliverables
• Revenues on specific Roles fulfilling Industry fundamentals and/or Brand Promises
• LEVERAGE deliverables in DSx.Client Sale (opportunities documented with key qualifying questions, win plan and deliverables, customer value roadmap)
• Revenue forecast over 4 rolling quarters
• Weekly business reviews with 3DS management
• Capitalized win slides, customer references, win/loss analysis
• Indirect Channels: Deployed initiatives, new partners selected in a new domains
▪ KPIs
• Revenue achievement vs. targets (SCP related)
• Pipeline accuracy and predictability on 4 rolling quarters (P&DC related)
• New PLC revenue on dormant accounts vs. total PLC achievement (P&DC related)
• % fully documented opportunities according to LEVERAGE process (P&DC related)
• # marketing qualified leads transformed into opportunities (P&DC related)
• # of Customer testimonies and PR (P&DC related)
• Customer satisfaction
• New customer wins, and competitive win backs
• # identified users in user community
• Indirect Channel: # Partners in a new domain