Address- Showcase success in large enterprise B2B sales (solutions sales) by building match-winning proposals.
- Proven ability to prospect/convert and generate own meetings with named accounts in the region.
- Establish relationships with CXOs - Display multi-level engagement within named accounts.
- Develop & own logo acquisition plan with clear milestones.
- Champion BIW brand: Effectively position BIW as a thought leader.
- Demonstrate customer focus using elements of Challenger sales:
- Teach for differentiation: Offering a unique perspective while maintaining two-way communication.
- Tailor for resonance: Have they identified and tailored their approach according to customer value drivers and economic drivers.
- Take control of the buying process, negotiation, and outcome
