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IoT Sales Specialist - China

Beijing
CN

About Software AG

The name “Software AG” may never appear on your online banking screen, your candy wrapper or the cup from your barista. You may never see “Software AG” in the movie’s credits, on your mouse or on the side of the plane you just flew —but our software is virtually everywhere. The fact is leading brands use Software AG technology every day to serve you better.

 

Our customers include nine of the 10 largest U.S. banks and leading online payment, credit card and investment firms; major airlines, train companies and transit authorities, even a space travel organization; companies that make favourite sodas, coffee and chocolate; manufacturers of PCs and peripherals; and thousands more.

 

Leading organizations trust us. One reason: We’re driven by customer success. 

 

We help businesses transform - and we are transforming as a business ourselves. Under the direction of our new CEO and powered by true investments we are optimizing our product lines, geographies and revenue streams. We are also focusing much more on the customer and on our people and teams. We are helping them to adopt a Growth Mindset and embrace collaboration and partnering.

 

All of this is designed to set up Software AG for unprecedented growth. And especially the Internet of Things (IoT) is an exciting opportunity to accelerate our success of our business in Asia Pacific and Japan. With our IoT platform that is consistently positioned as a leader, we are uniquely positioned in the market positioned as “visionary” in the Gartner Magic Quadrant for Industrial Internet of Things (IIoT), 2019. As a result, we are creating new roles and departments, defining new processes and eliminating or fixing those that stop us from scaling or delivering the right customer or people experience.

 

It’s an exciting journey – there is so much to be done!

 

About the Role

The IOT business is growing fast for Software AG globally as well as here in Asia Pacific and Japan. Whilst we see the global opportunities, we would like to invest locally in key markets in the region to boost our growth to the next level.

 

The IOT sales specialist role is a new role and an investment into the success of the IOT business in China. As a single contributor, your role is to set-up business from scratch. In a team approach together with a solution architect IOT, you will create the foundation of the IOT business in China and execute on first deals stand-alone or together with an Enterprise Account Executive in named accounts.

 

Reporting to the Sales Director China, you will cut across different markets, but will first focus on a limited set of to-be defined countries to successfully progress against KPIs. You will be part of a team of talented Enterprise Account Executives in Malaysia (total office staff around 120 people) and technical architects (pre-sales), value engineers and software implementation teams locally and spread across the region and virtually form part of the IOT team in Asia Pacific Japan connecting to Product Management , Global Business Development and R&D.

 

As the IOT sales specialist, you will be responsible for the IOT SW side of the business, but need to understand and consider the end-to-end solution requirements from customers from connectivity to devices, system integration and network.

 

What you will be required to achieve

 

To define and execute on programs that result in achieving the quarterly booking targets. This will be accomplished by:

 

Pursuing Software AG lead sales activities

 

  1. Assisting in sales cycles where Enterprise Account Executives are in the lead to secure successful closure and successful project outcome
  2. Collaborate with Software AG technical teams to create compelling value propositions to articulate efficiency gains of revenue potential and secure successful project outcomes
  3. Spot enablement opportunities for the sales team and plan for enablement execution

 

Pursuing in-direct sales activities

 

  1. Develop the right IOT partnerships embedding Software AG’s IOT technology to power business solutions (leveraging existing IoT partnership)
  2. Establish partnerships with device manufacturers to augment their capabilities with Software AG’s IOT platform
  3. Spot enablement needs to for selective partners and facilitate or form part of enablement execution

 

To define and execute on programs that result in a pipeline of 3X coverage of the quarterly booking targets at min for H2/2020. This will be accomplished by:

  1. Working with field marketing and technical teams to execute on targeted and focused IOT campaigns
  2. Execute from campaigns follow-ups required in collaboration with Sales Development Teams to hunt new logos (50% over 2019)

 

 

 

To increase and maintain the predictability of the business and to ensure that the region meets or exceeds defined quarterly sales targets. This will be accomplished by:

  1. Being adequately prepared for regular sales cadence (Forecasting),
  2. Performing and Forming part of Deal Reviews and coaching sessions for key opportunities,

 

Skills required

 

As above, this role is a sales role and requires bringing the Go-To-Market for IOT to the next level in China. To be successful you must be able to:

  • understand the IOT market in China and ecosystem requirements to make IOT successful (networks, devices, system integration, etc.)
  • translate business needs into end to end solutions to articulate the business solution value and align pricing strategies accordingly
  • understand the telco setup in general eg mobile network architecture, connectivity management platforms
  • leverage on existing connections / relationships with existing IoT partners in China
  • to identify industrial SI or ISV and work together with PAM to recruit those players as our IoT partners to create eco-system for establishing the IoT market in China
  • to follow up those partnership programs from corporate and to drive the local executions in China, e.g. partnership with Dell, Siemens, ADAMOS, and Ali Cloud.

 

Strengths or innate abilities required to successfully achieve the above targets

 

About Software AG

The name “Software AG” may never appear on your online banking screen, your candy wrapper or the cup from your barista. You may never see “Software AG” in the movie’s credits, on your mouse or on the side of the plane you just flew —but our software is virtually everywhere. The fact is leading brands use Software AG technology every day to serve you better.

Our customers include nine of the 10 largest U.S. banks and leading online payment, credit card and investment firms; major airlines, train companies and transit authorities, even a space travel organization; companies that make favourite sodas, coffee and chocolate; manufacturers of PCs and peripherals; and thousands more.

Leading organizations trust us. One reason: We’re driven by customer success. 

We help businesses transform - and we are transforming as a business ourselves. Under the direction of our new CEO and powered by true investments we are optimizing our product lines, geographies and revenue streams. We are also focusing much more on the customer and on our people and teams. We are helping them to adopt a Growth Mindset and embrace collaboration and partnering.

All of this is designed to set up Software AG for unprecedented growth. And especially the Internet of Things (IoT) is an exciting opportunity to accelerate our success of our business in Asia Pacific and Japan. With our IoT platform that is consistently positioned as a leader, we are uniquely positioned in the market positioned as “visionary” in the Gartner Magic Quadrant for Industrial Internet of Things (IIoT), 2019. As a result, we are creating new roles and departments, defining new processes and eliminating or fixing those that stop us from scaling or delivering the right customer or people experience.

It’s an exciting journey – there is so much to be done!

About the Role

The IOT business is growing fast for Software AG globally as well as here in Asia Pacific and Japan. Whilst we see the global opportunities, we would like to invest locally in key markets in the region to boost our growth to the next level.

The IOT sales specialist role is a new role and an investment into the success of the IOT business in China. As a single contributor, your role is to set-up business from scratch. In a team approach together with a solution architect IOT, you will create the foundation of the IOT business in China and execute on first deals stand-alone or together with an Enterprise Account Executive in named accounts.

Reporting to the Sales Director China, you will cut across different markets, but will first focus on a limited set of to-be defined countries to successfully progress against KPIs. You will be part of a team of talented Enterprise Account Executives in Malaysia (total office staff around 120 people) and technical architects (pre-sales), value engineers and software implementation teams locally and spread across the region and virtually form part of the IOT team in Asia Pacific Japan connecting to Product Management , Global Business Development and R&D.

As the IOT sales specialist, you will be responsible for the IOT SW side of the business, but need to understand and consider the end-to-end solution requirements from customers from connectivity to devices, system integration and network.

 

What you will be required to achieve

To define and execute on programs that result in achieving the quarterly booking targets. This will be accomplished by:

Pursuing Software AG lead sales activities

  1. Assisting in sales cycles where Enterprise Account Executives are in the lead to secure successful closure and successful project outcome
  2. Collaborate with Software AG technical teams to create compelling value propositions to articulate efficiency gains of revenue potential and secure successful project outcomes
  3. Spot enablement opportunities for the sales team and plan for enablement execution

 

Pursuing in-direct sales activities

 

  1. Develop the right IOT partnerships embedding Software AG’s IOT technology to power business solutions (leveraging existing IoT partnership)
  2. Establish partnerships with device manufacturers to augment their capabilities with Software AG’s IOT platform
  3. Spot enablement needs to for selective partners and facilitate or form part of enablement execution

 

To define and execute on programs that result in a pipeline of 3X coverage of the quarterly booking targets at min for H2/2020. This will be accomplished by:

  1. Working with field marketing and technical teams to execute on targeted and focused IOT campaigns
  2. Execute from campaigns follow-ups required in collaboration with Sales Development Teams to hunt new logos (50% over 2019)

 

 

 

To increase and maintain the predictability of the business and to ensure that the region meets or exceeds defined quarterly sales targets. This will be accomplished by:

  1. Being adequately prepared for regular sales cadence (Forecasting),
  2. Performing and Forming part of Deal Reviews and coaching sessions for key opportunities,

 

Skills required

As above, this role is a sales role and requires bringing the Go-To-Market for IOT to the next level in China. To be successful you must be able to:

  • understand the IOT market in China and ecosystem requirements to make IOT successful (networks, devices, system integration, etc.)
  • translate business needs into end to end solutions to articulate the business solution value and align pricing strategies accordingly
  • understand the telco setup in general eg mobile network architecture, connectivity management platforms
  • leverage on existing connections / relationships with existing IoT partners in China
  • to identify industrial SI or ISV and work together with PAM to recruit those players as our IoT partners to create eco-system for establishing the IoT market in China
  • to follow up those partnership programs from corporate and to drive the local executions in China, e.g. partnership with Dell, Siemens, ADAMOS, and Ali Cloud.

 

Strengths or innate abilities required to successfully achieve the above targets

 

Passion to succeed – hunting spirit

In your interest in this role, you ask for more just another job or better compensation. You look for purpose and self-fulfillment as you don’t want to compromise to lean into this new adventure selling the great possibilities. You are hungry for achievement and always looking for opportunities to improve yourself. Building up things from scratch means excitement to you and as such you not only you plan thoroughly but like to run fast once direction is set and the journey is well understood. Being the first and driving activities to measurable outcomes is what is fueling your energy.

 

Open-minded and willing to relearn

All of us bring many years of work experience, and sometimes we carry baggage. Software AG is a very international company with talent from many different cultures. To be successful in Software AG you have to keep yourself open-minded, leverage your experience to become successful but also allow yourself to dive into new learning experiences within the organization and keeping yourself up-to-date with the latest developments in the IOT market. From an internal perspective, appreciating the opportunity to leverage best practice to accelerate the success of the IOT business is a straight-forward for you.

 

Value based sales evangelist

You are a true believer in applying value based selling techniques, translating functions and features to tangible outcomes and strategic initiatives. You enjoy bringing logic to structuring deal commercials and in preparation for negotiations in an environment rather than focusing on discounts.

 

Ability to prioritize and result focused

Days are busy at Software AG with constant opportunities to get easily distracted.  You need to keep cool’ focus and follow through on your must do activities. You enjoy the challenge of multi-tasking as it is easy for you set clear priorities. Prioritization sometimes triggers tough choices such as qualifying out opportunities, as in a lean set-up as ours, we need to spend our time wisely. And there is clearly so much opportunity, but only a few things that will significantly impact the results of the business.

 

Inquisitive and Detail-oriented

All of us bring many years of experience to the job. Whilst Software AG gives a lot of freedom and opportunity to be creative, we have agreed a few processes that make work simpler, faster and with better outcomes. You enjoy “getting to the bottom” of it and understanding your new environment before jumping ahead. Your approach is to take time to ask questions, understand how does it work and figure out the boundaries, then to resolve issues and explore opportunities within the boundaries. This will help you craft unique win strategies for winning over new customers and develop differentiated value propositions technically and commercially in a team.

 

A quick learner

Working at Software AG, you will enjoy the depth, breadth and possibilities of how our technology could be applied. There is lot to learn and you will need to spend especially in the first 30 days dedicated time to learn what we do. Being quick on your feet and able to absorb lots of new information and adjusting to various situations will help you succeed in this role. The opportunity to learn is a given in the IOT area spending time to understand trends and leveraging learnings from your peers.

 

Strong work ethic

The role of the IOT sales specialist is demanding and versatile. Growth of our business and the great interest in the Software AG portfolio creates exciting opportunities which require flexible working hours. As Software AG Asia, we stand for superior customer service, going the extra mile which is not achievable with a 9 to 5 work attitude.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 


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