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Solutions Specialist - Rotterdam, Netherlands

PSD Technology Contracts Ltd.

Posted on Jul 14, 2022 by PSD Technology Contracts Ltd.

Rotterdam, Zuid-Holland, Netherlands
Immediate Start
€550 - €550 Daily

About the Client:

An exciting opportunity to work with a global leader in aviation technology.

About the Role:

My client is a global organisation, providing technology and telecommunications solutions to the aviation sector.

You will be a part of an energetic team. This dynamic team supports the client's sales organization around the world to convince airports, airlines, and ground handlers of the value of the Self Service portfolio.

In a dynamic and fast-paced environment, you will be called out to join key customer meetings, perform site surveys and help the teams to put together solutions that enable airports and airlines to offer the best self-service experience to their passengers.

Your work starts in the pre-sales phase - working with customer facing teams - and ends shortly after the project has been thoroughly handed over to our delivery team.

Your daily tasks include understanding the customer requirements and competitive landscape, having strong product knowledge, providing customers with professional, timely, accurate and cost-effective proposals, and driving new business opportunities by taking an open and innovative approach to problem solving and leveraging knowledge of information technologies in the air transport industry.

All of this is done in close cooperation with your colleagues, external partners, and customers.

Key Duties:

  • Be the prime interface to the sales organization and end-customers on technical & commercial matters and lead customer engagements, from initial contact to written contract and transition to delivery.
  • Establish and maintain a professional relationship with customers.
  • Work closely with customers to fully understand their business (now & future) and develop sound solutions to meet the customer's business requirements.
  • Business growth.
  • Work with Sales Reps to achieve profitable sales growth in the assigned Business Lines. Generate new leads and opportunities within assigned existing customer accounts via upsell and cross-sell including the identification of opportunities in new buying centres.
  • Maintain a pipeline of qualified active opportunities and manage them to close. Ensure there is a strategic fit between the opportunity and capabilities.
  • Work closely with Account Managers/Directors to develop sales and accounts development strategies.
  • Promote the client by furnishing customers with comprehensive, up-to-date information on current products, product enhancements and new solutions, through customer meetings and interactive workshops.
  • Design and co-ordinate the development of business solutions which may involve multiple parties both internally and externally.
  • Support the technical qualification of customers' communication needs through knowledge of current, new, or evolving technologies, and solution portfolios.
  • Liaise with various internal stakeholders, such as Pricing, Customer Service, and Project Management, to build business case for customer proposals.
  • Customer success stories. In collaboration with product marketing product management and/or sales enablement develop and communicate customer case studies or other success stories by showing where and how the product or solution was implemented and the commercial value brought to the customer.

What we're looking for:

Experience Required:

  • Proven track record in producing, communicating, and documenting solutions for customers.
  • Knowledge of the latest technologies for passenger processing, airport, and airline IT systems (eg, PRS and DCS) and network infrastructure.
  • Knowledge of technical and commercial aspects of the Air Transport Industry a plus.
  • Demand creation processes/service-level agreements with marketing and tele prospecting.
  • Capable of interacting with key decision makers.
  • Customer facing and interpersonal skills.
  • Commercial and financial capabilities.
  • Problem resolution skills.
  • Key competitors.
  • Presentation skills.
  • International Business Acumen.
  • Financial Acumen.
  • Proposal/RFP systems.
  • Sales force automation.
  • Supplier Relationship Management.
  • Creating Value Proposition.
  • Solutions Design.
  • Additional language skills like: Spanish, German, Mandarin and French are well appreciated.

Reference: 1668376960

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