COMPETENCE REQUIREMENTS (Knowledge, Hard Skills & Soft Skills/Behaviors)
Knowledge:
- Knowledge of lead qualification and quoting processes.
- Knowledge related to asset tracking, preferably in supply chain management, transportation and logistics or fleet operations
- Some understanding of the IoT value chain, including hardware, middleware/software, systems integration, and ongoing services.
- Familiarity with connectivity standards such as 3GPP, LPWAN, BLE, GNSS, or LoRaWAN.
Hard Skills/ability to do something:
- Channel management and in particular co-selling through partners
- Sales forecasting
- Business development & prospecting
- Proven ability to sell hardware + SaaS solutions.
- Sales pipeline management from qualification to proposal to close
- Ability to negotiate a win-win for all parties by selling on value rather than price, using detailed ROI-based proposals.
- Ability to articulate technical concepts and align them with the client’s needs
- Ability to ascertain client’s needs and discern the correct product for them and sell that product
- Project management/planning & scheduling
- Cross sell/up sell
Soft Skills/attitude/behaviors:
- Strong relationship-building skills at all levels
- Positive attitude
- Excellent communication & interpersonal skills, both written & verbal
- Attention to detail
- Team orientation/collaboration
- Motivated
- Self-learning
- Process driven/with excellent self-management
- Business/financial acumen
- Problem-solving
- Results driven
EDUCATION Qualifications, Certifications, Accreditations & Licenses)
- Bachelor's degree in business, technology, or an industry-relevant field is preferred but not mandatory
- Professional sales training (SPIN, Challenger, MEDDPICC etc) is highly valued but not mandatory
PERSONAL & PROFESSIONAL DEVELOPMENT & TRAINING
- On the job training in the Digital Matter product portfolio
- Personal development plan as discussed and approved with your manager
EXPERIENCE
- 2+ years professional experience with B2B sales and account management is preferred but not mandatory
- Experience within IoT, telematics or asset management is a plus
- Experience with CRM software