Overview
Hexagon is a global leader in sensor, software and autonomous solutions. We are putting data to work to boost efficiency, productivity, and quality across industrial, manufacturing, infrastructure, safety, and mobility applications.
Our technologies are shaping urban and production ecosystems to become increasingly connected and autonomous – ensuring a scalable, sustainable future.
empowers its clients to transform unstructured information into a smart digital asset to visualize, build, and manage structures and facilities of all complexities, ensuring safe and efficient operation throughout the entire lifecycle.
Hexagon (Nasdaq Stockholm: HEXA B) has approximately 20,000 employees in 50 countries. Learn more at and follow us .
© 2019 Hexagon AB and/or its subsidiaries and affiliates. All rights reserved
Position Summary/Purpose
A self-starter, you are responsible for developing opportunities in the assigned industry and market segment. You will be responsible for prospecting and qualifying leads, developing leads to opportunities and eventual closure of the opportunities
Responsibilities/Main Activities
Develop opportunities directly or indirectly in the assigned sector leading to achievement of sales target
Execute Go-To-Market (GTM) strategy with the respective stake holder (ie line manager, , pre-sales, marketing and service delivery)
Participate in weekly sales meeting and be responsible for the development of sales strategy
Identify the right target account in order to develop strong pipeline in the assigned industry and market segment
Liason with Marketing Team to create market awareness of Hexagon and its solution offering in the assigned industry and market segement
Liaison and work with Pre-Sales team & Service Delivery during opportunity pursuit
to deliver the optimum solution so as to increase winning rate
to ensure that proposal and estimate are in accordance with company policy
Liaison and work with service delivery team
to ensure service is delivered in accordance with Scope of Work
to identify and propose additional service to existing accounts
Liaison with service delivery and finance team to ensure maximum service revenue is achieved
Main Activities:
For Direct sales:
Qualify and manage leads
Develop sales pipeline
Convert sales pipeline to opportunities
Execute GTM strategy
Upsell and cross sell into existing accounts
Qualifications and Experience Required
A Bachelor Degree in one of the following
Mechanical Engineering,
Industrial Engineering
Computer Science
Business Administration
Good understanding of business demands of the following industries
Power Generation and Utilities
Mining & Minerals
Candidate with and ERP, Historian, DCS software sales experience to at least one of the following industries are highly sought after
Power Generation and Utilities
Mining & Minerals
Key Behavioural Competencies
Employee Behavioural Profiles - INTERPERSONAL EFFECTIVENESS - Actively builds relationships and is able to develop quick, initial rapport with others. Uses non-verbal skills and body language effectively and is sensitive to cultural differences, Employee Behavioural Profiles - PERSONAL INFLUENCE - Calculates the impact of one’s Actions or Words adapting responses to appeal to others’ views or ideas. Adapts presentation or discussion to appeal to the interest and level of the audience and is able to identify key decision makers., Employee Behavioural Profiles - CRITICAL INFORMATION SEEKING - Takes personal responsibility for investigating a problem or situation by asking direct questions and consulting all available resources. Accesses critical information and uses input from immediate team or environment., Employee Behavioural Profiles - PROBLEM SOLVING - Analyses relationships among several parts of a problem or situation and breaks down a complex task into manageable parts in a systematic way. Generally anticipates obstacles and thinks ahead about next steps.
Current KPI Requirements
Meet the targets for Revenue
SFDC data and Pipeline accuracy > 90%
Pro-active feedback participation
Develop 3 new leads in target industry per quarter
Objectives/Goals
Develop good pipeline win ratio
Ability to identify key business issue and propose solutions
Improve cold call and leads rate
Ability to follow up tasks or leads and update them in SFDC
