Jobs in UAE – This role is responsible for selling Infosphere Offerings within the Information Management Portfolio in Software Group. The person should have sales experience in at least one of the BI/Analytics technologies. They are specialized in a set of related offerings including BI, Warehouse, MDM and assigned to specific opportunities where they possess the sales and technical expertise required to conduct all phases of the sales cycle. For assigned opportunities, they are responsible for closing the sale and positively influencing customer satisfaction with respect to the engagement and Infosphere offerings.They have developed an understanding of the sales processes, techniques and tools in the discipline, which include, but are not limited to opportunity / territory management, availability management, network management, application development, cost justification, recovery services, and acquisition management.
The person will be required to handle both direct and indirect sales to build their pipeline through the territory and follow through the opportunities closure.

• Running needs analysis sessions with prospects/customers
• Identifying and articulating customer requirements
• Delivering standard demonstrations to prospects/customers in accordance with Value Selling Process (VSP) techniques
• Building and delivering custom demonstrations in accordance with VSP techniques
• Preparing/providing responses to prospect/customer requests for information (RFI) and request for proposals (RFP)
• Running Proof of Technologies and Proof of Concepts
• Compiling/providing solution maps to prospects/customers
• Building relationships with key influencers/players in the prospect/customer organization
• Assisting account managers and sales management through all the key stages in the sales cycle
• Facilitating the transfer of skills and product knowledge to Rational Software colleagues, partners and customers.

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