Engagement Manager - Engineering

THE COMPANY:

We have had the opportunity to work with this client for more than 10yrs and we are very proud of the status they have earned as a Tier 1 global IT consulting firm. The company provides provide end-to-end business solutions - from high level consulting through application development, systems integration, outsourcing and product engineering services. Despite today’s recession, our client continues to grow organically and through acquisitions worldwide. 

RESPONSIBILITIES:

• Bottom line responsibility for generating new revenue for Engineering Services for the PLES Business unit.


• Prospecting with Global 1000 customer base for outsourced engineering services work in a partnership basis. Focus will be regional – or for a significant industry vertical.


• Actively calling and engaging with prospects, develop specific value propositions for engineering services and negotiate MSA based contracts or large turnkey projects.


• Form peering relationships with client personnel at the VP/Director level, and working (non-peering) relationships with CXOs;. Ability to engage customers in leadership and board level relationships to position for a strategic partnership.


• Manage all key sale parameters – negotiation, technical value proposition presentation, relationship building and ownership, contract closure and repeat business.


• Leverage and develop mindshare with a matrixed vertical sales organization to support composite sales campaigns.


• Execute strategic market development activities for key vertical markets, customer groups.


• Reporting of all sales activity and analysis of activity and pipeline in the CRM system.


• Conveying voice of customer to and managing solution architecture, and proposal response teams – taking solutions successfully to closure.


• Managing commercial parameters – profitability, billing rates.


• Provide industry forecast and direction to solution development teams and practices

QUALIFICATIONS:

·        At least 10 years of experience in direct and leveraged sales in the F1000 space. Degree in engineering with business preferred.  Ideal candidate would have functioned as an engineer and progressed to sales role.

·        Trained in and practices formal sales processes - enterprise level and tactical sales strategies / analytics / CRM.

·        Experience in building strong executive relationships and sponsors – generating large revenue deals, generating recurring revenue deals, and growing customer relationships.

·        Familiarity with or experience in products or processes for Product development, Industrial Engineering and Plant Automation, Product lifecycle management, other Engineering and Shopfloor solutions.

·        Experience familiarity with opportunity creation in the following sectors: – consumer products, industrial equipment, office automation, food, pharma, medical devices, utilities, oil and energy.  Track record of having sold high value consulting services, engineering and industrial systems /products to these customers

·        Track record in technical product or consulting sales with proven ability to develop industry or customer specific value propositions. Demonstrated experience in generating product/consulting revenue upwards of $6M-30M in new business per account.

·        Experience in successfully with a geographically diverse solution team

·        Experience in sales of services in the Global delivery model

Experience preferred from: Emerson Process Management, Accenture with PLM, Rockwell Automation, Honeywell Process Control and Siemens Automation / Simatic.

ABOUT DNL GLOBAL: 

DNL Global is the leading recruitment and career portfolio management firm in the global management sector. We’re experts in identifying, interviewing, and hiring mid-to-executive level managers for the providers, advisors and buyers of global sourcing and shared services. We are committed to servicing companies in these industries and the professionals that make them successful.