This is an individual contributor role inside the A&D technical sales / pre-sales organization responsible to support sales in wining new business and increase deal size.  The Technical Executive’s mission is to define, in collaboration with Client Executive (sales), the account strategy and lead its technical execution from lead to final sale. You are the technical leader for your assigned sales opportunities at the target client. The Technical Executive reveals and demonstrates to our client’s how they can maximize the value of the Dassault Systèmes (3DS) Industry Solutions portfolio as they apply it to their business initiatives.  You will drive the customer to address these changes by thru technology transformation using Value Selling methods. A few key responsibilities are: 

·       Lead the sales engagements by identifying Dassault Systemes' value propositions, identifying the proper subject matter experts needed to win the deal, project manage the engagement, and leading the engagement overall until the deal is closed.

·       Act as a trusted advisor for the Customer, and represent the interests of 3DS by developing relationship with your client’s technical leaders to influence the sales strategy and achieve revenue targets.

·       With the Client Executive, define the opportunity pursuit strategy, based on 3DS A&D Solution offerings.

·       Articulate the overall 3DEXPERIENCE platform value including the A&D Industry Solutions portfolio.  Understand how 3DS products and solutions fulfill the client’s business needs.

·       Promote and apply Value Selling methods to your sales opportunities and transformational projects in order to increase deal size and reduce project risk.

·       Be accountable for the proper execution of the technical sales process, activities, and deliverables according to the applicable sales phase.  Orchestrate and prioritize all technical activities in a coherent way to drive and ensure business objectives achievement with respect to customer commitments.

·       Lead and / or contribute to technical operation reviews

·       Leverage DS external customer and ecosystem interaction, and capitalize all relevant information

·       Interact with the various channel partners in driving 3DS revenue and software adoption.

·       Act as an advocate of the customer within 3DS

Qualifications

·       8-10 years of experience working as a Maintenance, Repair, or Overhaul (MRO) Engineer for a firm executing those sustainment activities. OR   8-10 years of working experience selling, supporting, and deploying MRO software with a working knowledge of the industry direction.

·       Working level knowledge of model-based principles with the ability to lead a sales engagement requiring practical application of this methodology.

·       Experience leading a team on a project or program within previous employment responsibilities that generated a positive and desired result.

·       Executive-Level communication skills.

·       Organization skills to be able to drive / coordinate groups of people and groups of related projects and programs

·       Working-level of knowledge regarding manufacturing processes; 3DS Solutions portfolio knowledge preferred, but not required

·       Pre-sales and / or project delivery experience

·       Experience in engineering or related organization not related to software sales

·       US Citizenship required

Education Requirements

BS Degree in Engineering from an accredited University; MBA preferred

Motivations/Interests

The preferred candidate is someone who is self-motivated and can lead a team autonomously. 

Every sales engagement is different and each customer has a unique need, including the way they interact with their strategic partners and vendors.  Therefore, the ideal candidate will be able to adapt our value-selling framework to each customer situation.   We are looking for people who are hungry to make a difference and enjoy the competition inherent with every sales opportunity. 

We want someone who is comfortable in front of customers/clients and with leading people who do not organizationally work for them.

Note: Compensation for the role will be commensurate with experience. The total expected compensation range will be between $160,000 and $180,000, representing the base salary (or annualized salary based on estimated hourly compensation) and target bonus.