Solutions Director (m/v/d)

Job Description

Solution Directors are key contributors during the sales process through their mission of actively driving and managing the technology evaluation stage of the sales process. This position will play a critical role in enabling Landis+Gyr to bring new products to market. Solutions Directors work in close collaboration with each opportunity's assigned account team and are expected to act as the key technical advisor during the solution identification, proposal, presentation and negotiation phase of each opportunity. The Solutions Director must be able to articulate technology and product positioning to both business and technical responsible users. Must be able to identify all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process. Must be able to establish and maintain strong relationships throughout the sales cycle. LOCATION NOTE: WHILE THIS IS A REMOTE ROLE, THIS INDIVIDUAL MUST BE LOCATED ON THE WEST COAST.

Primary Statement of Duties

• Responsible for working with Sales to develop account-winning strategies and to provide needed product sales support to successfully close business.
• Responsible for working with the Sales to research and understand the needs of the customer and define the overall technical and business solution.
• Responsible to combine a deep understanding of business issues and all product offerings to define solutions that provide key business value.
• Functions as the technical advisor to both the account manager and the prospective client.
• Responsible for development and delivery of product demonstrations on the requirements and the competitive sales situation.
• Must be able to translate market requirement knowledge into constructive inputs into the organization to guide corporate direction in products and positioning.
• Responsible for representing the product to customers and at field events such as conferences, seminars, etc.
• Able to respond to functional and technical elements of RFIs/RFPs.
• Develop customer documentation: technical notes, whitepapers, presentations and reference system architecture.
• Commission POC (Proof of Concepts) at customer locations.
• Convey customer requirements to Product Management teams.
• Work closely with Product Management and Development Teams in defining product vision and message.
• Maintain a working knowledge of competitors' products and services and of emerging trends in the energy industry as a whole.

Education and Experience

• Bachelor's degree (BA/BS) from a four-year college or university plus 3 to 5 years experience in technical sales.
• Utility industry experience highly desirable. Experience with utility operations, AMR operations, is a plus.

Knowledge, Skills and Abilities

• Effective oral and written communication skills; strong presentation skills
• Strong negotiation skills both internally and externally
• Organized and analytical; able to eliminate sales obstacles through creative and adaptive approaches
• Ability to work independently and as a direct or virtual team member to successfully achieve sales objectives
• Understanding of business and basic legal terminology
• Understanding of OSI networking layers and how they relate in a production environment
• Experience with Ethernet based networks, TCP/IP, UDP; IP subnets and routing; firewalls
• Familiarity with IP and RF network design and network management best practices
• Experience with IP network management software applications
• Excellent computer skills including the ability to utilize Excel, Word, Outlook, and CRM systems
• Passionate results oriented professional focused on achieving sales targets through customer satisfaction
• Valid driver's license and passport
• Ability to travel 80% including international travel

Accountabilities/Measures

• Manages others
• Revenue (direct Responsibility)
• Decision making abilities that affect dept

Business Relationships

• Regular contact with Employees, Customers, and/or Industry Contacts

Working Conditions/Physical Requirements/Safety/PPE

• Working Conditions: While performing the duties of this job, the employee is regularly required to sit and/or stand for extended periods of time, frequently required to use hands to finger, handle or feel and talk or hear. The employee must occasionally lift and move up to 25 pounds. The employee is occasionally exposed to moving mechanical parts and risk of electrical shock. Specific vision abilities required by this job include ability to focus. Computer use is required on a daily basis. Position requires 80% travel.