Implementation Specialist
Royal Brand Corporation
منذ 2 ساعات
source :

Responsibilities :

  • Grow market share by proactively developingand deploying domain knowledge in Research Information Managementin collaboration with account management and utilising specialistknowledge to deliver demonstrations and Proof-of-Concepts of RBCResearch Management Solution.
  • Major emphasison opening up new business, both with existing accounts and newcustomers focusing upon growth based value sales.
  • Carry out short Proof-of-Concept implementations withpotential clients as part of the sales process to prove thefeasibility of RBC' offering.
  • Act asthe Implementation Lead on a limited number of projects withexisting clients, to build up the in-depth domain knowledge andtechnical expertise on RBC Research Management Solution needed tobe effective in the overall customer engagements and to become atrusted adviser for our clients.
  • This positionhas a dual responsibility of pre-sales and implementation work witha focus on pro-actively supporting the entire sales process throughits outstanding domain and solution expertise.
  • The geographicalcoverage will depend on the location and languageskills.

    Major Areasof Accountability :

  • Generates new opportunities, together with follow up andclosure of leads provided from other sources, in collaboration withsales and account managers.
  • Provides domainexpertise relative to the customer segment, i.e. expert in ResearchInformation Management.
  • Ensures the effectivehandover and transition of clients to the account management andimplementation team post set up.
  • Gathersfeedback from the customers and feeding that back to theproposition team.
  • Develops innovativeapproaches to problems, planning approach with account managers asappropriate and acting as the product champion asnecessary.
  • Overall responsibility for thisposition is to win new customers for Royal Brand Corporation- RBCResearch Management Solution (incl Converis, InCites, Web ofScience Profiles).
  • This includes the following mainactivities :

  • Hold presentations anddemonstrations of our solution onsite and online, and answerquestions on technical and in-depth domain specifictopics.
  • Drive lead generation by engaging withpotential new clients, e.g. through conferences, roadshows andother events, and follow up on contact requests.
  • Interact closely with and support the Proposal Writer forRfPs and subsequent contract negotiations.
  • Participate actively at conferences with papers, postersand talks on Research Information Management topics to becomepositioned as a domain specialist.
  • Interactwith the proposition team to learn about our solution and tocontinuously stay up-to-date on the latest state of thefunctionality as well as the Roadmap to develop into a solutionspecialist.
  • Interact with and support salesmanagers to qualify new opportunities and progress theopportunities through the sales process.
  • Prepare demo systems, make presentations and implementProof-of-Concepts as part of the sales process, including technicalconfiguration of our solution.
  • Act as animplementation lead :
  • The implementation workis expected to cover 1-2 projects in parallel with the pre-saleswork.
  • The implementation work is done incollaboration with other colleagues from the implementation team,and reporting for this work is done to the Head of ImplementationServices.
  • The implementation work is usuallytime and materials based and it is the responsibility for thisposition to generate corresponding implementationrevenue.
  • Qualifications : Knowledge,Skills, and Capabilities Required :

  • Excellent communication skills, primarily orally inEnglish, but also in writing. Knowing further languages is ofadvantage and necessary for some locations.
  • The location is Dubai,and desired language skills include , Arabic (Dubai). This includesbeing an extraordinary listener and quickly understanding theclients'
  • current situation and needs.

  • A quick learner, developing into a product expert knowingRBC Research Management Solution 'inside out' inorder to be in a position to answer any questions from clientsthroughout the sales process.
  • This includes the ability to developthe relationship into establishing RBC as a trusted partner for theclient on any topic relating to the management of researchinformation.

  • Able to develop a profoundunderstanding of the domain of 'research informationmanagement', including research processes and standardslike CERIF, CASRAI, ORCID, VIVO, etc.
  • Havingexperience of sales, IT and the research domain.
  • Ability to travel frequently globally, primarily aroundone of the four locations indicated above.
  • Key Experiences

  • Significant (sales or pre-sales) experience inan applicable industry
  • Knowledge of thecustomer industry and business workflow
  • Provenknowledge of sales concepts, methods and techniques
  • Customer relationship management required at all levelsof the client organizations
  • Key Characteristics

  • Having a character of being proactive,self-going and positive, driven by curiosity combined with a lot ofenergy and a profound strive for developing close relationshipswith clients focused on their needs and delivering solutionsexceeding their expectations.
  • Working through complex andchallenging problems to support development of solutions bothinternally and with clients.

  • Customer focusand collaboration.
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