This Business Unit Leader, as part of the GSM organization, is intended to be the leading and focal point for the CSM portfolio which means handling, promoting, and growing this business over time and over different customer segments.
CSM has a broad portfolio mainly intended to cover the aftermarket with some sub-BUs like Technical Support Centers, Field Service Engineers contracts, CSM Plant Services and Systems & Maintenance Services and Training;
in the other segment of CSM offering, with a strong focus, this role will be responsible for business development in the cybersecurity and networks space working and collaborating with both external and internal customers.
Key Area(s) of Focus :
Network Infrastructure and Integration contracts (assessments, design, and implementation).
Customer Business Risk Reduction through Cybersecurity portfolio
Annual Recurrent Revenue contracts.
Role and Responsibilities :
Owns the Sales BU strategy for new and incremental growth within the region and communicates to extended teams.
Establishes a trusted advisor relationship with customers (external / internal), understands customer processes, business drivers and organization model while providing guidance on customer’s strategic initiatives.
Create a strong teamwork environment by leading CSM business through BU process to gain speed and accountability. Collaborate with sales managers to keep healthy funnel vision to accelerate profitable growth by creating more ways to win.
This role will be accountable for CSM market access improvement through distributors and partner ecosystem management leading DI team to guarantee consistent sales execution with DI & AOP Target accomplishment.
Work close to sales team to positioning and prove customer business outcomes through full CSM portfolio value offering.
Creates customer business outcomes by translating application knowledge, industry expertise / best practices and development of high-level strategies.
Qualifies customer opportunities, engage the appropriate resources and coordinates the solution design to impact the customer’s decision process and presents solutions to the customer (value proposition).
Sets and helps manage internal / external partner expectations.
Support weekly, monthly, and quarterly forecast outlook providing business alternatives to keep the business health with high accuracy rate.
Weekly & Monthly tracking on actions execution and advances using Dynamics CRM. Deploy and manage successfully all the BU CSM commercial programs and initiatives.
Evolve our culture promoting RA culture principles and tenants leading by example.
Will promote and influence team to position RA at C-level in target accounts.
Prepare and execute training programs sales & partners ecosystem.
Will contribute actively with the permanent alignment from strategy to execution driving performance KPI's to monitor and control potential corrective actions.
Maintain, keep, and present CSM business performance reports to his manager and prepare BU business management update with stablished cadence.
Work in a collaborative way with marketing team to attend sales & marketing activities planned for fiscal year.
Ability to travel within the region in a regular basis.
Intermediate English level, speaking ability.
Valid driver’s license.
Legal authorization to work in Argentina or Chile or Peru as required for the specific position. We will not sponsor individuals for employment visas, now or in the future, for this job opening.
7 years of demonstrated experience in both IT and OT networks design and integration as well as related technologies.
Demonstrated experience in Cybersecurity field (standards and players, at least 5 years).
Contracts selling experience (leading or supporting, at least 5 years)
Experience working with all levels of our customers including VPs, plant engineers and OEM machine builders.
Demonstrated ability to sell at the senior management & executive levels, focusing on the business outcomes and demonstrating the tangible economic value of our products, information software & services.