Topic Name: European Systems Engineering Team
Representative: Malcolm Moore
Steering Committee Member: Ian Cox
Updated: 05July2021 (Phil Kay)
Section 1: Top Takeaways
- European SEs (Systems Engineers) are part of a sales team responsible for delivering our revenue growth.
- Selling is done as part of a team of 3, including an Account Executive and Inside Sales in addition to the SE.
- SEs help sell to new clients by enabling prospective users to understand the connection between their problems and JMP capabilities.
- SEs help support and expand use with existing clients by delivering post-sale support activities.
- SEs support marketing in various ways to help drive leads to feed the sales funnel.
Section 2: Important Topic Links/Learning Resources
- Consistent high rate delivery of quality activities is key.
- SEs help sell into new clients through discovery conversations using open questions to determine potential user needs and then scope and deliver a relevant, short, and compelling demo. By so doing, we help increase the closed won rate and the speed with which opportunities progress through the sales process.
- Plan and deliver (with their team and customers) support and expansion activities appropriate for each existing client (relative to current and potential usage).
- Assist marketing with collateral translations and provide content to help marketing engage existing and prospective customers.
Section 3: High-Level Process Steps
- Regular planning reviews among sales team to ensure best activities for driving account expansion.
- SPIN questioning or other open questioning approaches to better uncover needs.
- Great Demo or other approaches to delivering engaging, relevant and focused demos that advance sales opportunities quickly.
- JMP Day planning and Mastering JMP scheduling via customer care to ensure key accounts continue using and getting value from JMP.
- In driving upgrades on an account by account basis please think about the activities that have highest impact on yield with yield measured by shorter time to upgrade, higher value of upgrade, and shorter time to the follow-on upgrade.
Section 4: The Team
- Manager: Malcolm Moore
- Benelux: Hadley Myers
- Chemicals: Emmanuel Romeu
- DACH T1: Florian Vogt
- DACH T2: Martin Demel
- France: Florence Kussener
- Italy & Israel: Massimo Martucci
- Nordics: Christian Bille
- Other Europe: Mahmoud Hammoud
- UK T1: [open position]
- UK T2: Stuart Little
For a process centric view see attached.
