Sr. Manager, Sales, Enterprise CDS
US - Arizona - Remote / Field, US - California - Remote / Field, US - Colorado - Remote / Field, US - Connecticut - Remote / Field, US - Florida - Miami, US - Florida - Remote / Field, US - Georgia - Remote / Field, US - Illinois - Remote / Field, US - MiUpdate time: October 22,2020
Job Description
Manager, Enterprise CDS (eCDS) Business Development.
Candidate may reside anywhere in the Contiguous U.S.
The primary responsibility will be to manage and lead the team responsible for the complete enterprise CDS sales process including:
Required Professional Experience and Knowledge:
Candidate may reside anywhere in the Contiguous U.S.
The primary responsibility will be to manage and lead the team responsible for the complete enterprise CDS sales process including:
- Development of business plans.
- Understanding market space and growth challenges.
- Prospecting for new opportunities
- Preparing proposals/joint business plans (solution differentiation, financial models…).
- Presenting Chromeleon technical demonstrations to all levels of prospect organization.
- Presenting proposals to all levels of prospect organization.
- Communicating business relationship options and business models within ICSP Business Unit
- Leading contract negotiations.
- Closing large and complex contracts – including services, maintenance.
- Ensure that strategic account plans are generated and updated quarterly.
- Manage pipeline of sales activity.
- Work with other ICS Business Unit departments (inside sales, marketing, services, support) and leverage appropriate resources to maximum effect.
- Manage, coach, evaluate and continuously enhance the CDS team to ensure successful demonstrations and presentations as they apply to customer/prospect needs.
- Network with instrument sales team to jointly work on prospecting
- Communicate market and competitive trends to Business Unit and Regional Marketing team Minimum Requirements/Qualification:
- A.B.S. degree in a technical, business or related discipline, or equivalent in training and experience. MBA is a plus.
- Proven industry-related sales experience, selling enterprise CDS software.
- Partner experience, either as a reseller, or having managed the development of partner revenue.
- Proven success operating in a matrix organization and getting results through professional influence.
- Must possess excellent oral, written and analytical skills including presentation skills with executive-facing composure, and the ability to hold the interest of a technical or non-technical audience.
- 50+% travel expected.
- Candidates must have a passion and commitment for growing revenue with the ability to encourage and foster that passion in others both inside and outside the organization.
Required Professional Experience and Knowledge:
- Proven track record of successfully growing revenue through partners.
- Must be action and results-oriented with an assertive and accountability attitude.
- Excellent organizational and process management skills.
- Demonstrates the Thermo Fisher “Four I’s”.
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