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Responsibilities:
- Grow market share by proactively developing and deploying domain knowledge in Research Information Management in collaboration with account management and utilising specialist knowledge to deliver demonstrations and Proof-of-Concepts of RBC Research Management Solution.
- Major emphasis on opening up new business, both with existing accounts and new customers focusing upon growth based value sales.
- Carry out short Proof-of-Concept implementations with potential clients as part of the sales process to prove the feasibility of RBC’ offering.
- Act as the Implementation Lead on a limited number of projects with existing clients, to build up the in-depth domain knowledge and technical expertise on RBC Research Management Solution needed to be effective in the overall customer engagements and to become a trusted adviser for our clients.
- This position has a dual responsibility of pre-sales and implementation work with a focus on pro-actively supporting the entire sales process through its outstanding domain and solution expertise. The geographical coverage will depend on the location and language skills.
Major Areas of Accountability:
- Generates new opportunities, together with follow up and closure of leads provided from other sources, in collaboration with sales and account managers.
- Provides domain expertise relative to the customer segment, i.e. expert in Research Information Management.
- Ensures the effective handover and transition of clients to the account management and implementation team post set up.
- Gathers feedback from the customers and feeding that back to the proposition team.
- Develops innovative approaches to problems, planning approach with account managers as appropriate and acting as the product champion as necessary.
- Overall responsibility for this position is to win new customers for Royal Brand Corporation- RBC Research Management Solution (incl Converis, InCites, Web of Science Profiles). This includes the following main activities:
- Hold presentations and demonstrations of our solution onsite and online, and answer questions on technical and in-depth domain specific topics.
- Drive lead generation by engaging with potential new clients, e.g. through conferences, roadshows and other events, and follow up on contact requests.
- Interact closely with and support the Proposal Writer for RfPs and subsequent contract negotiations.
- Participate actively at conferences with papers, posters and talks on Research Information Management topics to become positioned as a domain specialist.
- Interact with the proposition team to learn about our solution and to continuously stay up-to-date on the latest state of the functionality as well as the Roadmap to develop into a solution specialist.
- Interact with and support sales managers to qualify new opportunities and progress the opportunities through the sales process.
- Prepare demo systems, make presentations and implement Proof-of-Concepts as part of the sales process, including technical configuration of our solution.
- Act as an implementation lead:
- The implementation work is expected to cover 1-2 projects in parallel with the pre-sales work.
- The implementation work is done in collaboration with other colleagues from the implementation team, and reporting for this work is done to the Head of Implementation Services.
- The implementation work is usually time and materials based and it is the responsibility for this position to generate corresponding implementation revenue.
Qualifications: Knowledge, Skills, and Capabilities Required:
- Excellent communication skills, primarily orally in English, but also in writing. Knowing further languages is of advantage and necessary for some locations. The location is Dubai, and desired language skills include , Arabic (Dubai). This includes being an extraordinary listener and quickly understanding the clients’ current situation and needs.
- A quick learner, developing into a product expert knowing RBC Research Management Solution ‘inside out’ in order to be in a position to answer any questions from clients throughout the sales process. This includes the ability to develop the relationship into establishing RBC as a trusted partner for the client on any topic relating to the management of research information.
- Able to develop a profound understanding of the domain of ‘research information management’, including research processes and standards like CERIF, CASRAI, ORCID, VIVO, etc.
- Having experience of sales, IT and the research domain.
- Ability to travel frequently globally, primarily around one of the four locations indicated above.
Key Experiences
- Significant (sales or pre-sales) experience in an applicable industry
- Knowledge of the customer industry and business workflow
- Proven knowledge of sales concepts, methods and techniques
- Customer relationship management required at all levels of the client organizations
Key Characteristics
- Having a character of being proactive, self-going and positive, driven by curiosity combined with a lot of energy and a profound strive for developing close relationships with clients focused on their needs and delivering solutions exceeding their expectations. Working through complex and challenging problems to support development of solutions both internally and with clients.
- Customer focus and collaboration.
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