Wednesday, August 30, 2017

Business Development Director - Central Region - Job #5260

If you are tired of working for a large, bureaucratic company and wish to leverage your skills in managing large account Aerospace and Defense opportunities within the Simulation Software field, we have a strong opportunity for you. The Business Development Director will be a bag-carrying sales management job that will focus on closing large Aerospace and Defense opportunities in North America and managing a small team of inside and outside Sales Representatives.

- Lead the execution of the company's strategy and go?to?market plan for business development 
in the aviation, aerospace and defense industries, with emphasis on new customers. 
- Collaborate with the business team to secure renewals and expand the footprint in existing 
customers, and their supply chains, by leading, coaching, and inspiring the account management 
and customer support teams.  
- As a hunter or creator of new business, work to identify, engage, qualify, energize, sell, close, 
and grow new opportunities in the US and internationally. 
- Develop a robust sales funnel of prospects and maintain a reliable forecast of qualified 
opportunities.  
- Provide management and support of a small focused team of account managers, sales support, 
and customer support personnel. 
- Define and direct the creation and execution of marketing initiatives to bring greater awareness 
and leads to the company. 
- Provide leadership to mature the organization's business development skills, competencies, 
processes, and productivity. 

Requirements of the position include the following: 
 
- Experience working in, supporting, or selling to the Aerospace & Defense industry.
- 10?20 years of business development and solution selling for an ISV in technical engineering 
markets. 
- Experience with selling, supporting, or using simulation, CAE, or FEA software solutions. 
- One or more engineering degrees with some employment history as an engineer in industry.  
- Ability to work from a home office with an estimated 30% travel.
- No more than three jobs in the past eight years.
 
The right individual will be given the freedom to produce and soar in an open 
sales territory without compensation ceilings, direct competition, or excessive administrative burdens 
typical of larger solution providers. 
 

For more information, email info@systemsresearchgroup.com or phone (760) 436-1575

Tuesday, April 4, 2017

West Coast Sales Director - Northern California - Job #5259

West Coast Regional Sales Director

Our client is a software company that develops and markets product cost management software. While fairly young, the company has more than 100 "marquee" customers and has successfully delivered it's solutions to 50 of the largest manufacturing firms in the country. Due to the increased demand and successful penetration into a variety of key accounts, a new position has been created for the Regional Sales Director. This position is a highly compensated position. Sales leads are provided by the inside sales team. Typical deals are valued in excess of $200K.

The software and services generate hard-dollar product cost savings for discrete manufacturing organizations. Using our client's real-time product cost assessments, employees in sourcing, manufacturing and design engineering make more-informed decisions that drive costs out of product's pre- and post-production. Manufacturers launch products at cost targets, maximize savings in re-work projects and never overpay for sourced parts. As a result, customers significantly reduce product costs and measurably improve overall financial performance.

The Sales Director is responsible for closing cross-organization, enterprise-level orders using a value selling approach. The majority of sales activity will be in pursuing new customers, but expanding revenue in existing accounts will also be an area of focus.

Responsibilities
• Responsible for selling software solution to new and existing accounts
• Ideal background includes calling on High Technology, Contract Manufacturing, Electro/Mechanical or related
• Responsible for achieving assigned sales goals for customers in a defined geographic territory
• Orchestrate a team selling approach: coordinate resources from marketing, professional services, engineering and product management to facilitate obtaining new business
• Professional qualification of prospects and target accounts (e.g. solution match, demand analysis)
• Identification, review and evaluation of customer requirements (e.g. costing process analyses, software requirements specifications)
• Execution of customer presentations, discovery workshops and solution demos
• Draft and communicating customer-specific value propositions and implementation scenarios

Required Skills and Experience
• College Degree
• Expertise in Enterprise (cross-organization) software sales with at least 5+ years of experience
• Strong track record in sales
• Experience selling Enterprise Software Solutions that impact multiple disciplines; strong at Value Selling at the Executive Level
• Consultative approach; very good communication and presentation skills; independently driven, results-oriented approach to work
• Demonstrated ability to research & understand a prospect's business objectives and create tailored solution proposals based on these objectives
• Ability to travel throught the Western Region

Optimal Skills and Experience
• Experience managing complex global accounts
• Proven track record selling enterprise software solutions into Hi-Tech verticals
• Background/education in Design Engineering/Cost Engineering/Manufacturing Engineering
• Thorough knowledge about business processes and systems applied in product costing
• Experience with should cost estimating for common manufacturing technologies and/ or (cash flow-based) business case calculation
• User experience with costing systems (e.g. spreadsheets, ERP) and high affinity for IT systems
• Success at selling both PLM and ERP systems


  

For more information, email info@systemsresearchgroup.com or phone (760) 436-1575

West Coast Sales Director - Northern California - Job #5259

West Coast Regional Sales Director

Our client is a software company that develops and markets product cost management software. While fairly young, the company has more than 100 "marquee" customers and has successfully delivered it's solutions to 50 of the largest manufacturing firms in the country. Due to the increased demand and successful penetration into a variety of key accounts, a new position has been created for the Regional Sales Director. This position is a highly compensated position. Sales leads are provided by the inside sales team. Typical deals are valued in excess of $200K.

The software and services generate hard-dollar product cost savings for discrete manufacturing organizations. Using our client's real-time product cost assessments, employees in sourcing, manufacturing and design engineering make more-informed decisions that drive costs out of product's pre- and post-production. Manufacturers launch products at cost targets, maximize savings in re-work projects and never overpay for sourced parts. As a result, customers significantly reduce product costs and measurably improve overall financial performance.

The Sales Director is responsible for closing cross-organization, enterprise-level orders using a value selling approach. The majority of sales activity will be in pursuing new customers, but expanding revenue in existing accounts will also be an area of focus.

Responsibilities
• Responsible for selling software solution to new and existing accounts
• Ideal background includes calling on High Technology, Contract Manufacturing, Electro/Mechanical or related
• Responsible for achieving assigned sales goals for customers in a defined geographic territory
• Orchestrate a team selling approach: coordinate resources from marketing, professional services, engineering and product management to facilitate obtaining new business
• Professional qualification of prospects and target accounts (e.g. solution match, demand analysis)
• Identification, review and evaluation of customer requirements (e.g. costing process analyses, software requirements specifications)
• Execution of customer presentations, discovery workshops and solution demos
• Draft and communicating customer-specific value propositions and implementation scenarios

Required Skills and Experience
• College Degree
• Expertise in Enterprise (cross-organization) software sales with at least 5+ years of experience
• Strong track record in sales
• Experience selling Enterprise Software Solutions that impact multiple disciplines; strong at Value Selling at the Executive Level
• Consultative approach; very good communication and presentation skills; independently driven, results-oriented approach to work
• Demonstrated ability to research & understand a prospect's business objectives and create tailored solution proposals based on these objectives
• Ability to travel throught the Western Region

Optimal Skills and Experience
• Experience managing complex global accounts
• Proven track record selling enterprise software solutions into Hi-Tech verticals
• Background/education in Design Engineering/Cost Engineering/Manufacturing Engineering
• Thorough knowledge about business processes and systems applied in product costing
• Experience with should cost estimating for common manufacturing technologies and/ or (cash flow-based) business case calculation
• User experience with costing systems (e.g. spreadsheets, ERP) and high affinity for IT systems
• Success at selling both PLM and ERP systems


  

For more information, email info@systemsresearchgroup.com or phone (760) 436-1575

Tuesday, March 14, 2017

Account Manager - Thermal Modeling - - Job #5258

Regional Account Manager

We are seeking a senior sales representative for one of the fastest growing sectors in technology today -- thermal modeling tools that use advanced computational fluid dynamics (CFD) to create accurate models of electronic equipment. Designed specifically for the electronics industry, the software ushers in unparalleled intelligence, automation and accuracy to help you meet your requirements and to overcome thermal design challenges.

If you have experience in selling complex application software solutions to either or both of these dynamic markets, we need to talk.

The primary focus will be on new business development activities for an assigned geographic area or product/service line to achieve or exceed assigned revenue targets.
• Manage potentially complex sales opportunities from initial identification to close
• Contact and visit prospective customers to determine needs
• Create and present business and technical material to match company's products/services with identified needs
• Sell products/services through face to face and phone/web contact
• Remain knowledgeable of company's products/services to facilitate sales and marketing efforts
• Maintain sales records and prepare sales reports as required
A secondary focus will be to maintain regular contact with customers to ensure satisfaction and feedback information to company for product/service improvement.
• Maintain a relationships via regular schedule of contact via phone/on-site visit
• Alert clients to new or improved products/services
• Relay client feedback to product development staff
• Grow sales opportunities in existing customer base

REQUIREMENTS:
• Candidates must have a proven successful track record within CFD, Thermal Analysis, or Data Center Management.
• 3+ years in sales or practical usage of engineering solutions.
• Aptitude to generate business relationships through the use of various prospecting techniques.
• Superior interpersonal, written and verbal communication skills.
• Bachelors degree in Mechanical Engineering or equivalent required, MBA desirable.
• Familiarity and established relationships with accounts in the territory desirable

The position location is in Silicon Valley, but MAY be able to operate out of other major cities in the USA.


For more information, email info@systemsresearchgroup.com or phone (760) 436-1575

Application Engineer - Thermal Modeling - Northern California - Job #5102

Applications Engineer

We are seeking an Application Engineer for one of the fastest growing sectors in technology today i-- thermal modeling tools that use advanced computational fluid dynamics (CFD) to create accurate models of electronic equipment. Designed specifically for the electronics industry, the software ushers in unparalleled intelligence, automation and accuracy to help you meet your requirements and to overcome thermal design challenges.

The primary focus will be on working to support the sales team in their endeavor to sell Electronics Cooling and Data Center Management software.
• Technical support of complex sales opportunities from initial identification to close
• Visit prospective customers to determine needs
• Create and present business and technical material to match company's products/services with identified needs
• Demonstrate products/services through face to face and phone/web contact
A secondary focus will be to maintain regular contact with customers to ensure satisfaction and feedback information to company for product/service improvement.
• Maintain a relationships via regular schedule of contact via phone/on-site visit
• Alert clients to new or improved products/services
• Relay client feedback to product development staff
• Grow sales opportunities in existing customer base

The position location is in Silicon Valley, but MAY be able to operate out of other major cities in the USA.


For more information, email info@systemsresearchgroup.com or phone (760) 436-1575

Wednesday, February 22, 2017

Sales Manager - Southern California - Job #5257

Sales Manager - CAD/CAM, PLM, and Additive Manufacturing

Well-established Southern California based national reseller is seeking a new Sales Manager to lead the team.

Since inception in 2004, the team has focused on partnering with customers and prospects to solve the engineering and business complexity of their concept, design, analysis, manufacturing or data management processes. Every day the firm engages with companies to understand their challenges, and to provide options for optimizing their engineering investments. In addition to our engineering services and training, we are proud to offer the breadth of the world-class PLM solution set, plus a few additional software lines that provide niche engineering functionality, for instance; composites design and analysis, mold making, photo-realistic rendering and publishing technical documentation.

What is required:
- 3+ years of managing a sales team in engineering software sales, Additive Manufacturing or related --OR-- 7+ years of experience as a senior sales representative working for one of the major software or Additive Manufacturing OEMs that is ready for their first management job.
- proven on or over quota performance
- strong teach, coach, leadership skills
- ability to rapidly grow a sales team in terms of revenue growth and headcount.

You will have responsibility for:
• 10 sales people
• Locations: PA, GA, FL, AZ, TX, MI, CA, NC
• 2 to 4 new sales hires anticipated
 

You should have less than three jobs in eight years. You should live in Southern California. You must have the ability to travel nationwide approximately 25% of the time.

Excellent compensation plan including generous base salary and highly accelerated commissions plus an excellent benefits plan.

For more information, email info@systemsresearchgroup.com or phone (760) 436-1575

Wednesday, February 1, 2017

Senior Sales Representative - Central Region - Job #5256

We are seeking a senior sales representative for our Texas based Mobile App software developer.

Our client is a small group of highly talented and experienced software developers that provide mobile and web applications for medium to large corporations.  They have a track record of success with a vast majority of our work being repeat business creating mobile (iOS and Android) applications.

The firm provides fixed schedule and price custom software solutions.  They follow an agile development process, engaging the customer and integrating their feedback at every stage of the process.  Their expertise is in working with large corporations, integrating the solution with their back-end data stores, and adapting the process to follow required policies and procedures.

Typical day's duties:
• Find and develop prospects utilizing existing contacts along with heavy networking, referrals, cold calling, direct selling, business development
• Employ consultative selling and establish a trusted advisor relationship in order to determine the prospect's needs, create engagement, alignment, desire, and acceptance
• Manage the full sales cycle from generating leads to closing and negotiating contracts along with any post-closing follow-up
• Service new accounts, obtaining add-on projects, by planning and organizing daily work schedule to call on existing or potential sales outlets
• Create and adjust sales material and presentations by studying the type of sales outlet or customer needs
• Provide historical records on sales activities by utilizing Salesforce.com and other tools to develop leads, in order to meet sales expectations
• Keep business owners informed by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly and annual territory analyses


Three most important functions that this person must perform:
• Generate Leads
• Manage Account Relationship
• Manage Sales Cycle

What's different about your firm that sets it apart from the competition?
We have exceptional people who have long experience working with large corporate clients. Even though we do agile development, we fix the price and schedule so that the clients can rely on their forecasting. Our development model entails displaying progress weekly with the customer, so they can have a tremendous amount of confidence in the process and results even before project completion.

Who are your strongest competitors? Why?
All of our competitors are much larger consulting companies, who generally do not consider us a competition.

What can the candidate learn from you and your company?
We believe and have a track record in exceeding expectations of our clients. We believe in serving them in such a manner that they will always prefer to have us do the work. Due to this, we have had significant success merely through repeat business.

How can he/she make a difference?
By helping us grow our client list.

What challenges will this person encounter in this position?
Selling a small but successful consulting company to large corporations who are used to large consulting companies failing them.

What is the logical career path progression in your firm?
The position would be awarded VP Sales after a year if successful in their selling duties.

Educational/Technical
Is there a minimum education requirement?
No. A college degree is highly preferred.

How familiar with the territory/product/service must this individual be?
Very. They must have history selling software consulting projects.

What special technical attributes must this person possess?
Knowledge of Mobile & HTML5 application sales is preferable.


For more information, email info@systemsresearchgroup.com or phone (760) 436-1575