Lemur (GIS) Business Development Manager - EU (Locana)
vor 3 Wochen
Groundbreaker. Game changer. Pioneer.
TRC has long set the bar for clients who require more than just engineering, combining science with the latest technology to devise innovative solutions that stand the test of time. From pipelines to power plants, roadways to reservoirs, schoolyards to security solutions, clients look to TRC for breakthrough thinking backed by the innovative follow-through of an industry leader.
TRC's professionals work with a broad range of commercial, industrial and government clients and the communities they serve. We deliver breakthrough solutions that address local needs -- so our clients can better succeed in an ever-changing world.
Working at TRC means tackling interesting, meaningful projects. We pride ourselves on our collaborative spirit, entrepreneurial zeal and agile corporate structure. We recognize that the expertise of our staff is our strongest asset, so we generously reward employees for successful performance and invest in their careers through training and the development of new skills and certifications.
Overview
Locana, recently acquired by TRC, is looking to grow their Lemur business in Europe and the Middle East. The initial focus will be on the UK, Germany, Austria, Switzerland, and ME. Lemur is an enterprise level mobile field services GIS product with deep link integration to solution from SAP, Salesforce, IBM and others. Lemur is an SAP endorsed Application and is already used by many Tier 1 Utilities in the US. Business Development Directors should be ready to travel up to 50% in the course of business. **Ideal candidates will be German/English Bilingual**
Responsibilities
The EMEA Business Development Director works in a sales environment selling Lemur. Using relationship-building techniques, the Business Development Director identifies new opportunities and builds trusting relationships with Client, Systems integrations and other product vendors to create, nurture, and close Lemur opportunities. Under the direction of the Vice President of EMEA, the EMEA Lemur Business Development Director acts as a critical part of Locana’s business growth strategies.
The BD director will work with product vendors (SAP, Salesforce), System Integrators and prospective clients in the respective markets to position and sell Lemur.
The BD Director will be expected to build a sustainable pipeline of Lemur opportunities and hit agreed sales targets as set out in a sale plan.
The Business Development Director will also:
Build and nurture relationships with product vendors and systems integratorsAttend industry functions, such as conferences to promote Lemur, and provide feedback and information on market and creative trends.
Identify potential clients based on leads from product vendors, systems integrators and industry outreach.
Develop strong relationships with key prospect leaders and nurture them to close sales.
Create and contribute to the marketing and sales strategies.
Establish new sales channels through partner organisations (including major SIs) as required.
Build the EMEA Lemur sales pipeline.
Identify potential clients, and the decision makers within the client/partner organisation.
Set up meetings between client/partner decision makers and Locana’s Lemur Solution Engineers.
Work with marketing and the Lemur Solution Engineers to plan pitches that clearly communicate how Lemur will add value to clients,
Work with the Lemur team to develop proposals that address client’s needs, concerns, and objectives.
Participate in pricing discussions, and client contractual negotiation work with the appropriate Locana (a TRC Company) management and legal departments to close opportunities.
Submit weekly progress reports
Ensure that sales data is accurately entered and managed within the company’s sales management system.
Perform other related duties as assigned.
Qualifications
Experience working with engineering teams specializing in mobile applications (HD)
Experience in a complex, consultative sales environment (E)
Experience of working with Product vendors and systems integrators in a sales capacity (E)
Experience in creating and managing a sales pipeline and closing business in the tech industry. (E)
Experience of GIS solutions (HD)
Experience of the Utilities market in EMEA (HD)
Fluent written and verbal English and German in a business setting (E)
5+ years in the technology industry and in development of new business. Business Development Directors should be ready to travel up to 50% in the course of business.-
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