HTC Europe

  • Head of B2B Sales (France)

    Category
    Sales
    Position Type
    Permanent Full-Time
    Country
    France
  • Overview

    Based in France, the B2B Head of Sales is responsible for leading B2B sales of HTC Vive proposition within the Enterprise channels across EU countries and different industry sectors. The goal is to make Vive propositions well known and easy to buy by enterprises for both large corporates and SME and grow the use of VR at work for a wide range of applications and create a sustainable business for HTC.

    Responsibilities

    Sales Account Management

    • Reevaluate and develop sales with distributors to secure large coverage of the IT enterprise resellers
    • Build a network of core VARs (Value Added Resellers) in Product Industries, AEC, Health and Education in priority
    • Drive quarterly Disty/VARs focused sales promotion programs together with key software partners (Dassault, Autodesk, Siemens, Solidworks, …)
    • Engage directly with large potential enterprise end customers and support Distributors and VARs to close deals for large corporate tenders
    • Development of a detailed rolling 3-6 months Sales Plan supported by robust sales forecasting processes and shows how the Business Plan will be delivered
    • Build strong relationships with customers and solve customers’ problems and demands
    • Use deep understanding of VR technology and industry software to creatively meet customers’ special requirement
    • Follow and improve sales process to successfully secure deals
    • Support the development of the 12 months Sales Strategy for the country, as part of the VR Business Planning process, identifying key areas of growth/decline and any potential opportunities
    • Maintain effective internal communication to ensure that all other internal stakeholders are kept informed of the Account performance and of any issues or opportunities that arise
    • Lead the B2B Sales Team reporting directly to VP Sales EMEA

    Community Engagement

    • Act as HTC Vive “Ambassador” for professional VR within countries/sectors of responsibility
    • Develop relationship with key VR software solutions and their top resellers
    • Attend industry events & shows, participate in forums and work with relevant Enterprise VR communities, deliver demo training as required
    • Work with European and Global Community to leverage potential opportunities

    PR (Product)

    • Work closely with the European and Global VR Marketing / PR team to evangelize HTC’s Enterprise VR propositions, build and communicate lighthouse customer showcases
    • Enterprise Media including speaking to journalists, industry specific events.

    Person Specification

    Experience & Competencies required

    • 10 years+ of sales experience with strong background in a B2B sales environment
    • 5 years work experience in a leadership role, managing and influencing key stakeholders
    • Experience in indirect sales model (distribution/reseller/customer) in enterprise hardware or software industry
    • Experience in “software driven” hardware sales with Value Added Resellers preferred
    • Strategic thinker, with a commercial results-driven bias
    • Proven track record in selling to large companies
    • Experience of building and maintaining senior level relationships above their own level and developing these relationships for business benefit required
    • Flexible and broadminded with a “can-do” attitude, possessing a disciplined approach to business development
    • Strong Team work skills and experience in managing a team is essential
    • Entrepreneurial, hands-on approach to sales with ability to thrive in a small but growing team whilst juggling many tasks and prioritising for success are key requirements for this role
    • Excellent communication, networking and analytical sales skills are key to success in this role
    • Experience of “start-up" company culture and a “greenfield” role beneficial

     

    Any other relevant information

    • Willingness to travel across Europe

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