About the Voith Group

The Voith Group is a global technology company. With its broad portfolio of systems, products, services and digital applications, Voith sets standards in the markets of energy, paper, raw materials and transport & automotive. Founded in 1867, the company today has around 22,000 employees, sales of € 5,5 billion and locations in over 60 countries worldwide and is thus one of the larger family-owned companies in Europe.

For VPC, we're looking for you as a Software Sales Manager.

Software Sales Manager  
Software Sales Manager

Responsibilities:

Develop regional & key account sales strategy Develop the market need for dataPARC software products and services by calling on all existing and prospective customers in the defined territory. Reach out to existing customers and prospects through emails, cold-calling and networking. Perform webinars, presentations and demonstrations to prospective customers promoting the value of the dataPARC product for their business needs. Answer commercial & technical questions as they arise in the sales process. Develop software and professional services proposals for new and existing customers. Manage all annual software maintenance renewals & proposals in defined territory. Maintain personal knowledge and skill level with dataPARC products, and advantages over the competition. Expedite resolution of key customer complaints and problems. Effectively use the available internal resources available in marketing, engineering, sales management and technical support to meet the Sales Manager’s individual business goals. Utilize CRM (MS Dynamics & SalesForce) for managing customers, leads, opportunities and forecasting. Regularly meet with sales management and marketing to provide feedback on your needs to grow sales. Participate in all training offered by Voith, BTG and Capstone as relevant to department or position. Extensive travel within India required. Responsible for own personal safety, the safety of the team and those around you. Work in accordance with and enforce compliance with all Voith, BTG, dataPARC policies (ex: Safety, Code of Conduct, Commercial Policy, Security Policy and Export Compliance).

 

Requirements:

Experience working dataPARC or with other process historian and analytical software packages such as AVEVA PI, Honeywell PHD, Siemens XHQ, GE Proficy, MOPS, BrainCube, Wedge, Seeq. Operational Technology (OT) and IT experience including: requirements analysis, systems design, continuous process improvement, SPC/SQC, project management methods and tools. Experience with PARCmodel or other modelling and statistical software packages & languages such as Minitab, MATLAB, R or Python. Basic instrument and controls knowledge, including systems integration and OPC classic & OPC UA. IT and database skills consisting of a basic understanding of operating systems, industrial networks and communication protocols, Microsoft Excel, Microsoft Windows Server and Windows 10, and MS SQL Server. English and Chinese speaking. China software sales experience required. Excellent communication, negotiation, and deal closing skills. Ability to define sales & demand generation strategies in each of the target market segments. Ability to prospect to generate leads in each of the market segments. In-depth knowledge of driving the entire software sales cycle. Qualify a customer and opportunity. Assemble and leverage the opportunity pursuit team. Hold discovery meetings and link solutions to customer pain points (Consultative Selling / Value Selling). Manage to a close plan. Experience negotiating contract terms & conditions. Knowledge of Process Industries, including Pulp & Paper, Manufacturing, Mining, Oil & Gas and Chemical industries. BS or MS Degree in Chemical or Electrical Engineering or Computer Science. Automation, Process Control or IT specialization. Minimum 10 years China sales experience with focus on large accounts, including enterprise sales experience at Sr Dir, VP, C-level. Minimum 5 years experience working in an operational or engineering capacity in the process industries. Process operations, automation, or maintenance experience an asset.