Pursuit Leader, Strategic Sales Center (5547)

Job Description:About IPSInvensys Process Systems (IPS) provides products, services and solutions for the automation and optimization of plant operation and is at the forefront of technological innovation. It serves process industries such as oil and gas, hydrocarbons, chemicals, power and utilities, metals and mining, and also the discrete and hybrid manufacturing sectors such as pharmaceutical, biotech, healthcare and life sciences. Its engineering services and technologies help production facilities across the world and across many different industries achieve more productivity, more efficiency and greater safety. IPS also provides regulatory compliance and business solutions and services for the pharmaceutical, biotech, healthcare and life sciences industries. The IPS Solutions PortfolioIPS provides world class results by applying an array of products, services and solutions throughout our clients' process automation needs to deliver real, measurable performance improvements.IPS contains some of the market’s leading brands. Foxboro produces intelligent field instrumentation, distributed control systems (DCS), and supervisory control and data acquisition (SCADA) systems which are well-respected throughout the world. Our Triconex™ products are based on industry-leading Triple-Modular Redundant (TMR) industrial safety-shutdown technology for critical control and turbomachinery applications. SimSci-Esscor is the leader in development and deployment of advanced plant and process simulation software and systems, while the Avantis® brand provides comprehensive enterprise asset management software (EAM) solutions.It is the responsibility of the IPS Strategic Sales Center (SSC) Pursuit Leader to drive to close assigned pursuits and to serve as the primary voice to the client. The Position: Pursuit Leader The IPS Strategic Sales Center (SSC) Pursuit Leader has overall responsibility for assigned pursuits and the executive relationship with the client. The Pursuit Leader sets the strategic objectives and winning strategy for strategic pursuits and must leverage SSC staff and processes to ensure a winning proposal is submitted.ResponsibilitiesThe Pursuit Leader is primarily accountable for driving strategic deals to closure. The Pursuit Leader works closely with the other members of the Strategic Sales Center team to identify sales opportunities considered strategic by the Company. The Pursuit Leader is responsible for the acquisition of new client accounts/sites and for the establishment and maintenance of the sales relationship with each client/prospect, particularly at the executive level. They target potential leads, qualify them, and lead the SSC pursuit team in crafting and positioning the deal. To this end, they leverage their industry and financial business knowledge to create demand and persuade through the development and presentation of compelling purchasing rationales in a highly competitive environment. The Pursuit Leader works closely with a dedicated team that provides marketing and project scope and sourcing support. Manage pursuits using the sales funnel tools and maintain opportunity data and provide accurate assessment of each sales opportunity within the sales process, including indicating those opportunities that should be forecast for closure. The Pursuit Leader works closely with management and internal teams to constantly refine both the account targets and the associated sales strategy being pursued. The Pursuit Leader must also work closely with the Regional Sales Managers and Client Sales Executives to effect a smooth transition of new accounts to the regional account management team following successful order attainment. Regularly interacts with executives and senior management both internal to IPS and with major clients. The Pursuit Leader is viewed as an elite sales leader by the company and in the market. Reports to the SSC Director and is part of a highly experienced team of leaders and professionals in a fast-paced environment. Job Essential FunctionsThe IPS Pursuit Leader is responsible for driving key pursuits to closure and increasing IPS win rates on strategic pursuits. Other job essential functions include, but are not limited to, the following:• With the other members of the SSC team, qualify opportunities against SSC guidelines• Utilize business and financial knowledge to create value propositions• Execute highly-developed, proven competitive sales tactics to win business• Coordinate deal crafting and positioning• Lead the contract negotiation process• Make presentations to promote Invensys • Develop and maintain positive relationships with clients/potential clients, particularly at the executive C-suite level• Participate in the knowledge capture/management process Career DevelopmentThe career development opportunities for IPS Pursuit Leaders are outstanding. The SSC Pursuit Leader has the opportunity to deepen and broaden their skills to move into the SSC Director role or to move into a regional Sales Manager or a Client Executive role. Pursuit Leader, Individual ProfileEducation:Bachelor’s degree preferred in Business, Finance, Engineering or Economics. Experience:• Minimum 5 years of proven success in solutions sales• Past experience in closing deals of $5-10 Million in contract value• Ability to establish CXO level relationships and relate to C-suite executives in a consultative way, serving as a trusted partner• Experience working with an internal team throughout the sales process• Travel up to 50%Significant experience and proven ability in one or more of the following fields:• Proven experience driving major sales pursuits within a sales organization at a major services organization• Strategic sales, relationship, and account management experience at a major services organization, preferably on a global basisKnowledge Base:1. Industry and Technology Insight – A deep understanding of the impact of automation on a firm’s business.2. Process Automation Services – A strong knowledge and understanding of the predominant firms, products, services and solutions that are most important to large global firms. Insights into emerging players and key trends in the Process Automation marketplace.Professional Skills:1. Management – Well developed management skills. Ability to assemble, direct, coach, motivate and coordinate pursuit teams, in different locations and from different parts of IPS and partner firms, engaged in multiple simultaneous sales initiatives2. Process Automation Project/Program/Budgetary Management – A strong background and proven track record in the construction and management of complex large scale projects/programs/budgets for process automation services to or within large institutions3. Partner management – Strong partner management skills including inter-divisional, external business partner and supplier management skills in the services arena4. Technology expertise – Strong appreciation and understanding of key current and emerging technologies, third party solutions and packaged software applications of importance to the global markets.Personal Attributes:1. Leadership – Possesses key leadership attributes: Strong personal conviction, vision, strong emotional bonds, inspirational, team orientated, risk taker, and driven to excel.2. Stature and presence – the ability to command the attention and respect of senior industry executives. 3. Highly organized and disciplined.4. Strong communications skills, both written and oral. Ability to present at a board/executive committee level.5. Planning – Ability to develop, communicate and execute both tactical and strategic sales plans.6. Cultural sensitivity – Ability to bring together highly diverse teams to achieve superior results.7. Judgment – Ability to think and act independently and exhibit consistently sound business judgment and an action-oriented ability to take measured risks and take responsibility for the consequences.INVENSYS PROCESS SYSTEMS IS AN EQUAL OPPORTUNITY EMPLOYER Impact your career Visit http://invensys./ENG/candidates/ for more information and to view additional career opportunities. (Job position #5547)



Minimum Education Required: BachelorYears of Experience Required: More than 5 yearsExpected Travel Time: About 50%