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Job Description
Pre-Sales Manager for Grid Simulation Software Middle East Join the leading technical provider of Grid Simulation and other grid-related software solutions to secure and accelerate the energy transition in the Middle East. Grid Software is focused on bringing software products and solutions to the market for grid operators, market traders, utilities, municipalities, industry and infrastructure customers. As Pre-Sales Manager for all our Sales activities in Middle East, you will have the unmatched opportunity to make a significant impact and shape the energy future of all Middle East countries, from Egypt to Pakistan, from Saudi Arabia to Levant. Your new role will be future-oriented and requires a creative, diligent, and business-driven mindset, with great assertiveness and a strong ability to focus in complex and disrupting environments. You will drive and be accountable for the creation of competitive and winning Sales cycles, from the early acquisition to technical sales to bid phase. You will thereby take an essential role for the growth agenda of the Grid Software business unit in Middle East. Your challenge is to create compliant and competitive winning offers for technically challenging and complex products. You ensure proper execution of all required bid preparation steps along the entire Sales process, from early stage to bid submission. You will be responsible to execute the software orders. You will drive and coordinate support from different stakeholders in sales, technical sales, project management, product management, procurement, commercial, legal and tax. You are accountable for the number of successful opportunities you and the team have created. What you?ll do: ? Analyze RFQ and tender documents ? Define the right technical solution to fit customer requirement and budget ? Create technical and commercial offers or bid packages ? Communicate with customers, external and internal stakeholders on technical and scope clarifications ? Work in close coordination with the regional account managers ? Involve project management, execution teams and technical experts where needed to ensure the proposal is aligned with execution capabilities ? Communicate with legal, commercial, tax and risk experts to get their inputs in the bid phase ? Evaluate and ensure successful pricing strategies ? Ensure compliance of bids with local and international regulations, as well as internal processes ? Define and propose mitigation measures for possible risks in project execution already in the bid phase ? Own and maintain the backlog of proposals ? Lead the process to execution including conducting software demos to customers ? Follow up on all national and international market rules, regulations to mitigate all possible risks of loss and to identify further business opportunities ? Able to do market intelligence and competitor analysis for other grid simulation softwares and prepare a target-oriented approach to increase market share ? Handle demo requests from new customers with HQ on priority basis and communicate effectively to evaluate the potential and develop the business prospects ? Expand the business with existing customers in transmission and distribution verticals including DSO, TSOs, industrial clients, consultants and educational institutions and present new add-on modules and other software portfolio tools ? Effectively and regularly update all the software opportunities in SieSales (Salesforce) as per the business forecast and maintain data quality What youll need: ? Graduate degree in Business / Engineering / Computer Science or comparable ? 5+ years of tender, bid and sales experience in the space of PSS E, SINCAL, SCADA, DMS or EMS, Smart Metering, grid simulation software, grid planning and operation ? Proven track record of successfully conducted bid preparations ? Demonstrated ability to qualify and progress deals through methodologies such as MEDDICC and/or Challenger Sales ? Excellent understanding of the energy distribution/transmission markets and technologies, mainly in Power System Simulation tools such as PSSE, SINCAL, ETAP, PowerFactory, SCADA, IT/OT integration, digitalization with IoT solutions and cyber security ? Understanding of smart grid use cases and digitalization in grid operations ? Sophisticated executive demeanor ? comfortable operating with very senior clients (internal and external) ? Proven outstanding leadership skills managing cross-functional teams to create measurable impact and high hit rates of submitted bids ? Proven leadership skills regarding results focus, accountability and reliability ? A team-oriented and collaborative approach including outstanding listening skills and ability to manage through influence ? Excellent presentation and written communication skills in English, Arabic and/or Urdu is a plus What youll get: ? Modern and dynamic work environment tailored to your needs in the Post-Covid new normal ? Trustful and inspiring team that supports you on your personal growth path ? Inspiration and continuous learning opportunities from a broad set of tools and networks ? Above-market salary level with on top high incentive pay aligned with sales KPIs ? Additional social and financial benefits as part of the package Organization: Smart Infrastructure Company: Pakistan Engineering Co. Ltd. Experience Level: Experienced Professional Job Type: Full-time
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