Planisware is a global provider of Project Portfolio Management software solutions designed to support product development, engineering, and IT business processes. We have been dedicated to helping our customers drive strategic and innovation excellence, make confident business decisions, and increase portfolio value for over 20 years. Today, over 500 organizations worldwide rely on Planisware solutions to manage their projects, resources, and portfolios.A global organization, Planisware offices are located in the United States, Canada, United Kingdom, Germany, France, and Japan.
What you'll do
Define and execute “Go to Market” strategy for Planisware entry into IT segment on North American market
Define product positioning
Review Competitive Landscape
Establish key use cases for Planisware products
Identify key differentiator by use case
Identify product gaps and send them to product team
Fulfill the duty of an “Account Executive” (see Account Executive job description) on some IT opportunities as identified by Planisware Executive Management
Provide help, support and oversight on existing/new IT opportunities (both Orchestra and Planisware Enterprise) directly managed by member of the Planisware sales team
Lead/Define/review account strategy with Account Executive
Review/monitor account proposal and pricing
Manage key customer relationships and participate in closing strategic opportunities (handle executive track)
Travel for in-person meetings with customers (executive levels) and partners and to develop key relationships
Manage existing customers
Manage customer expectations and contribute to a high level of customer satisfaction
Plan and Organize yearly executive meeting with key customers
Coach sales and CSM team to ensure customer retention
Manage the team members involved on IT opportunities to deliver profitable growth
Coach these individuals regarding key account strategies to drive closure and improve win rates.
Review individual progress (monthly objective vs actual) on the identified opportunities with the sales team
Hire and develop sales staff
Define and coordinate sales training programs that enable staff to achieve their potential and support company sales objectives
Find and Hire the right individuals in agreed sales positions (Sales/ Pre-sales/lead generation)
Maintain and improve a successful and positive culture that is evidenced by low attrition, high employee morale, and exceptional individual and team performance.
Ensure adherence to company sales processes and identify area of improvements
Partner with the leadership team to define optimal performance measurements and management programs designed to ensure sales organization success.
Provide detailed and accurate sales forecasting
Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions
Work closely with the marketing function to establish successful support, channel and partner programs
Represent Planisware at a management level to key event (users group meetings, regional meetings… etc)