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.
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
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.