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Software Sales Expert

Position Overview

You play a key role in the development of our Retail software business in DACH (Germany, Austria and Switzerland) and globally.
Our Retail software suite is pivotal for our Connected Commerce vision. Constantly expanding, it drives significant R&D investments and focuses at consumer journeys and the relationship between retail brands and their customers. Our software is deployed at numerous retail chains, food and non-food, as well at petrol companies and various fashion and luxury retailers (250.000 licenses worldwide, #4 in Germany).
You are responsible for As the true expert leader of our software offerings, your role basically addresses 2 dimensions:
Sales: develop our software revenue by supporting our account management teams.
• You define structured account plans in close relationship with our account teams, and generate ideas and initiatives to reach our budgetary targets,
• You offer and sell our software portfolio to large retail accounts, often in the context of long and complex sales cycles
• You drive the negotiations until deals closure. As a true catalyst and orchestrator, you coordinate internal and external stakeholders in order to build the proper value propositions to our customers
• You own the responsibility for the sales proposals: proposal strategy, delivery models, P&L, price models. You rely on your specific software skills and on your deep knowledge of our software portfolio to guide and influence the customer at every step of the sales process
• You drive the business by offering a consolidated view of the activities, contributing to company forecasts and go-to-market initiatives. Pre-sales: drive the end-to-end pre-sales process • You conduct business contents driven discussions with the customer, and focus on their pain points and the solutions to fix them. You qualify the needs and requirements of the customers
• You pitch and present our software solutions and advise customers on their implementation and their benefits. You are leading activities such as demos, proof of concept which take place during the sales phase
• You warrant our value proposition by relying on our company-wide references and experience, and drive the defense meetings with customers
• You elaborate sales collateral and presentations
• You leverage your own know-how and share this with your peers. You develop a strong relationship with our software delivery units (R&D for products, Professional Services for projects)
• You develop your internal and external ecosystem and ensure proper competitive analysis. Qualifications
We are looking for a candidate with superior education (business or engineering school). 
You will need to have a solid work experience (5 years minimum) as a consultant, pre-sales engineer, or account manager, within a software company or a business integrator.
Skills required: value selling, combining licenses, maintenance, support and integration activities towards large accounts. 
You are familiar with “as a service” models and related technologies (Cloud, API economy etc.)
Excellence in English (both written and spoken) language will allow you to navigate a highly international context.
Your personal qualities will make the difference: excellent written and verbal communication, analytical and synthetic listening skills, negotiation skills, team spirit, sales and entrepreneurial acumen. Preferred Qualifications • Experience in the Retail industry is a true asset, especially fuel and convenience (gas stations).
Why should you join Diebold Nixdorf? We propose:
  • a key role in a fast growing organization
  • a unique software portfolio, innovative and well proven on the market
  • high-level interactions both at the customer side and within our corporation
  • an excellent working climate supported by a strong corporate culture
  • true evolution possibilities 

  • Brightest minds + technology and innovation + business transformation The people of Diebold Nixdorf are 23,000+ teammates of diverse talents and expertise in more than 130 countries, harnessing future technologies to deliver personalized, secure consumer experiences that connect people to commerce. Our culture is fueled by our values of collaboration, decisiveness, urgency, willingness to change, and accountability. –


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