Position Location: China – Preferably Shanghai or Wuhan
Reports-to Position: Sales Support Manager - Asia
Industry and sales targets Financial Industry preferred
Language and cultural proficiency required: Must possess strong Japanese skills.
English skills preferred
Educational degrees, certifications, or other educational development programs required: University Degree – IT or Business
Travel / location required: Occasionally (2-3 days/month)
Prerequisite experience required: More than _3_ years sales experience
Experience in selling best shore solutions
Experience in selling applications
Experience selling to Japanese clients
New logo experience with: Preferred but not essential
Preferred Industry knowledge (in order):
1.Financial Services
2.Consumer and Retail
3.Manufacturing
4.Communications
5.Transportation
Service line knowledge preferred: Applications or Testing
IT knowledge required: Project Management skills an advantage for Bid Management role
Sales Support competencies required:
* Project Management
* Financial Business
* Competitive Selling
* Persuasion
* Prospecting
* Targeting
* Sales Call Execution
* Thought Leadership
* Product Proficiency
* Customer Research
* Business Writing
* objection Handling
* Presentation Skills
Sales force competency gaps that must be filled with this position: Must have strong organizational skills as the resource will be the conduit between the Japanese sales team and EDS sales support
Personality attributes required: * Competitive/assertive
* Risk-taking
* Accountable/responsible
* Change resilient/adaptable
* Teamwork-oriented
* Enterprising/motivated
* Driven/results-oriented
Other competencies required: Good internal and external communication skills
Sales Support Specialist – Outline
The person will be responsible for supporting the regional sales staff for the pursuits which will sell the resources based in China to Asia and our global clients. You will be based in China, preferably with regional headquarters in Shanghai or the delivery team in Wuhan.
You will work as a core member of the pursuit team to determine deal scope, objective, message, and components that make up the proposed business and technical solution on the information technology outsourcing deals.
You will coordinate the resources that will prepare the documentation and presentations, arrange client visits, contract negotiations and the closing of the deal within the corporate guidelines.
At the start of your tenure with EDS, you will be primarily supporting the Japanese sales team in selling Chinese application resources to Japanese clients. As the role progresses you will take on regional responsibility.
Skill Sets Required:
Customer Research;
* Apply business skills, industry knowledge, experience and industry best practices to conduct thorough research on prospects, clients, or industries.
* Manage the prospecting and quantification activities
* Identify and articulate client issues.
* Quantify opportunities and accelerate sales velocity.
Develop innovative business solutions
* Act as a liaison between the sales team and the solution architect
* Guide subject matter experts.
* Enhance the value of EDS’ offerings by providing winning solutions from past deals and development teams.
* Evaluate proposals against client requirements.
* Design, develop and implement innovative solutions.
Enhance team effectiveness
* Manage workload and produce deliverables on time and within scope
* Keep people informed
* Seek ways to promote cross functional and cross regional knowledge sharing
* Lead virtual teams that deliver collaborative results.
Generate value propositions
* Ensure value propositions and deal structures address target clients’ business issues.
* Guide/provide the creative thinking based on past wins to improve deal structures that reinforce the value proposition.
* Ensure measurable value to the prospect’s business and business strategy.
Reduce pursuit cycle time and increase productivity
* Effectively utilise formal project management tools, techniques and methods and knowledge of the pursuit process.
* Creatively leverage resources.
* Identify ways to, shorten sales pursuit cycle, increase productivity, decrease costs, produce qualified leads, overcome obstacles
* Mitigates risk
* Meeting deadlines on time.
* Navigate EDS political structure.
Cost model/price win-to-win strategy development.
* Apply financial knowledge of cost and pricing models to support the development of a pricing strategy.
* Ensure pricing strategy meets internal financial requirements
* Create innovative and competitive cost models.
* Utilise costing information to determine appropriate pricing margins
* Apply current market pricing information in order to develop a competitive pricing strategy.
