Client Executive Infrastructure, Energy & Materials F/M

Client Executive Infrastructure, Energy & Materials F/M

The Client Executive is responsible for implementing business transformation within a list of assigned accounts to increase DASSAULT SYSTEMES' penetration and revenue growth on a mid and long-term basis, with a clear focus on the Middle East market.

Targeted customers will mainly belong to the Infrastructure & Cities ecosystem, but other industries may be tackled depending on evolving market and identified potential.

Expectations

• Deliver revenue plan by executing an overall sales strategy, involving DASSAULT SYSTEMES ecosystem in line with decision validated on VALUE ENGAGEMENT deployed.
• Lead Customer Executive relationship and global ecosystem to support enterprise business transformation.
• Be accountable to engage and sell on value systematically, positioning and selling DASSAULT SYSTEMES business consulting missions to support client's business transformation.

Activities

1. Drive DASSAULT SYSTEMES team endorsement and customer commitment on account strategy once VALUE ENGAGEMENT deployed
2. Build and develop trusted relationships at executive level and within all layers of client organization to ensure sustainable business for DASSAULT SYSTEMES
3. Build and drive a consistent 3-year strategy for the assigned entities within the Global Account and its Value Network.
4. Involve DASSAULT SYSTEMES teams and/or C&SI as appropriate to maintain a high-end 3DS consulting presence at customer and to create new growth opportunities
5. Perform full sales engagements consistent with the LEVERAGE process and VALUE ENGAGEMENT framework to overachieve revenue plan
6. Provide an accurate forecast on 5 rolling quarters and FY creating the appropriate pipeline to reach business objectives
7. Manage negotiation with the customer by complying with all DASSAULT SYSTEMES engagement processes (SBO, IOC, CLOSA, RevRec), government and local regulations, DASSAULT SYSTEMES policies and ethical standards
8. Identify best practices based on Lessons Learnt (including RCA, Analytics, Loss Reviews)
9. Manage DASSAULT SYSTEMES and Client ecosystems all along the customer experience to ensure global satisfaction

Qualifications

• Strong Sales and account management experience for medium and large accounts, with a proven engagement with international players.
• Proven experience in Consulting Selling
• Exposure in software selling is required
• English is required, Arabic would be a plus.
• Knowledge of 3DS solutions
• Change management
• Effective communication
• Ecosystem orchestration
• Sales processes and account planning