The Field Industry Principal is the bridge between the market, sales and solutions within a designated geography. The role is dedicated to achieving specific pipeline and revenue goals within defined strategic accounts.
The person can be based in Germany or France, close to the office or working remotely.
The Industry Principal builds and maintains strong relationships with buyers and influencers at new and existing customers and positions value to generate a quality pipeline for sales. As a subject matter expert, the Industry Principal works to ensure accurate qualification and to improve win rates through buyer-level influence.
The Industry Principal strives to develop higher levels of industry knowledge and adoption of best practices by Sales Executives through ongoing knowledge sharing.
Responsibilities:
- Geo-level industry subject matter expert, supporting local industry efforts (marketing, GTM, training and enablement)
- Supports strategic account planning for designated accounts
- Prospects and develops c-level relationship in target accounts, creating new leads and opportunities
- Active sales team member, pursuing strategic account opportunities
- Provides new insights / voice of the customer based on deep buyer-level relationships as an input to business planning and prioritization.
Basic Qualification
- Deep Distribution industry domain knowledge (minimum 3 years) and within an experience of enterprise applications and transformational programs.
- Strong analytical skills with a commercial aptitude and understanding of or experience in a marketing or business development role.
- Exceptional communication skills – written and presentation.
- Good business level in German / English and French language skills written and verbal.
- Ability to create and deliver compelling content, presentations and business cases to senior business leaders and influencers.
- Ability to collaborate with cross functional teams including Product Management, Marketing, Sales, Solution Consultants, Solution Architects and external partners.
- Travel expectations in direct customer engagement up to 30 - 40 %
Preferred Qualifications
- Experience in core ERP and at least three of the following application areas; Financials, Procurement, Supply Chain, Sales Order Management, Warehousing, Distribution, Enterprise Performance Management / Analytics, Artificial Intelligence, Robotic Process Automation, Cloud Platforms.