Published on 03.29.2017

Sales

Solution Sales Support Director ASIA-PACIFIC

The objective of the Solution Sales Support Manager (3S) is to develop and maintain solutions skills adapted to IoT solution across organisation : SO sales team, Regional support team, Practice team.

 

 

Sigfox deploys its network worldwide through distribution agreements with local partners (Sigfox Operator – SO), in charge of deploying and maintaining the network, and marketing and selling connectivity thanks to customer, channels and ecosystem development.  The relationship with each SO is managed by a Country Manager. Development of connectivity is mainly triggered by customers or channels of Sigfox Operators through their ability to implement IoT Solutions. 

The objective of the Solution Sales Support (3S) practice is to develop and maintain solutions skills adapted to IoT solution across organisation:

 

  • SO sales team
  • Regional support team
  • Practice team

 

The main responsibility of  the Director/Manager 3S region is to support Country Managers, SO and possibly channels and customers through:

  • Applying and sharing of connectivity business development best practices, tools, documents, collateral, databases and training programs required for IoT solution design during all steps of commercial process
  • Supporting SO to define its sales force recruitment plan, organisation, SO Sales processes, Sales Support to SO
  • Training of Country Managers and Sigfox Operators
  • Advising, challenging and reviewing SO or Channel customisation of practices for local connectivity business development (customised business plan, customised contractual and commercial terms, customised Solution design plan, …
  • Providing feedback to 3S practice, to enhance efficiency of support offer as well as feedback relevant to ecosystem, marketing…
  • Interacting with and providing regular feedbacks to Sigfox teams (Ecosystem, Pre-Sales Support, Service Management, Marketing) for specific contributions

 

MAIN RESPONSIBILITIES:

  • Regularly train and support Country Managers as well as SO sales teams on its practice 
  • Under request of Country Managers, provide support to Sigfox Operator
  • Share best practices regarding:
    • Sigfox value proposition
    • Go-to-market methodology (market studies, market segmentation and prospection list creation, event management)
    • IoT solution design plan (architecture, project organisation, development processes, project stakeholders, project management, partnership building, agreement and governance, risk management and revenue sharing)
    • Communication plan (Hackathon, events, …)
    • Sigfox competitive advantage, value chain creation / business model of an IoT solution
    • Business plan methodology and tools
    • General legal and regulatory obligations bringing business opportunities
    • Proof of Concept practices (responsibility, objectives, work sharing, …)
    • Sigfox solution positioning in IoT landscape (Sigfox Business Model and technology vs competition positioning)
    • Qualification grid for opportunity qualification
    • Solution from catalogue, certified partners (either devices & platforms)
    • Sigfox Ecosystem practices services
    • Training plan and processes to channels

 

  • Advise & challenge the best practices (see previous point) customised by the SO for its own country
  • Participate to workshops to review customised best practises provided through above point to answer complex RFQ / RFP

 

  • For selected/strategic channel and customer, provide support to SO team and share best practices regarding:
    • Value chain creation / Business model of an IoT solution
    • Go-to-market plan
    • Business plan and business model
    • IoT solution design plan (architecture, project organisation, development processes, project stakeholders, project management, partnership building, agreement and governance, risk management and revenue sharing)
    • Solution lifecycle (design, prototype, PoC, industrialisation, deployment, retrofit, …)
    • Sigfox solution positioning in IoT landscape (Sigfox business model and technology vs competition positioning)
    • Sigfox Solution matching compared to business requirement
    • Market segmentation and studies
    • Proof of Concept practices (responsibility, objectives, work sharing, …)
    • Promotion of solution from catalog, certified partners (either devices & platforms)
    • Contractual and commercial terms
    • Partnership identification

 

  • Under request of Country Managers, review, analyse and challenge business tools (see list above) computed by channels for their needs and their cases. Channel may request Sigfox to perform and deliver one of the listed tasks adapted  to a specific case, on behalf of the channel of SO. In such a case, introduce Sigfox Professional Services
  • Participate to sales meeting with selected and strategic channels and customers initiated by SO sales team and qualified by Country Manager
  • Coordinate Sigfox global deal implementation in each countries, with support of Country Managers
  • Provides reporting to Vice-President, Solution Sales Support hierarchically), to Country Managers and to head of Regions.

 

 

KEY SKILLS & ATTRIBUTES:

  • 5-8 year experience in solution selling
  • Strong track record in successful signing of complex deals, and in particular IoT solution
  • Strong knowledge in IoT Solution development and design
  • Comfortable with continuous improvement and consulting approaches
  • Strong ability to manage deadline and work under minimal supervision
  • Strong presentation skills and project management skills 
  • English & Spanish fluent.
  • Degree or higher education in Information technology, business/economics or equivalent 

 

--> Located in the region with international travel up to 30%.

 

Detail

Singapore

Full time