Regional SW Sales Specialist

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The Software Sales Specialist will be responsible for selling complex technical products and/or services of Varian's portfolio of software solutions. The Software Sales Specialist is ultimately responsible for the Software Sales order budget and will carry out all pre-sales activities. This includes scoping and determining products and/or packages to be sold in CEET.

The Software Sales Specialist will work in close collaboration with the local sales team and at the same time with the EMEA software sales team, adhering to the cultural believe of Varian “We win Together”.

The job holder will ideally be located in Warsaw, but as this is a home-based position, we will consider candidates from across Poland, if the location is near a main transport hub.

Major responsibilities:            

• Responsible for all Software (Oncology Information System (ARIA Core), Treatment Planning Solutions (Eclipse), IT Infrastructure Solutions, Digital Oncology applications) sales in the assigned territories and delivering on the Software financial objectives in orders and revenue. 

• Responsible to develop effective sales strategies for Software and in alignment with country sales leadership.

• Collects customer, industry and competitor information in order to report business needs and monthly forecasts and makes recommendations for the development of business and market strategies.

• Will be relied on as a technical product expert to develop and present sales proposals and systems solutions, and close complex technical sales.

• Aligns with the local teams and where appropriate distributors, to ensure a comprehensive customer relationship management approach.

• Builds proactive strategies around key upsell products and services to continue to grow the business in the assigned territory and promote the LifeCycle sales approach.

• Works pro-actively and strategically alongside the local sales teams to promote Software opportunities in our competitor sites with complimentary products (such as Velocity, AIRC).  Advises the local sales teams on potential opportunities and contributes to local strategy discussions.

• Must be able to demonstrate product functionality for Varian Software Product Lines.

• Aligns and communicates regularly with the local sales teams to ensure a comprehensive customer relationship management approach.

• Aligns and communicates regularly with the local service organisation acting as an internal advocate for all Software related products.

• Works alongside sales & service to explore new finance and budgeting models at a country level to help support continued investment from our customers.

• Coordinates and manages the response for clinical and technical specifications related to Software as part of the procurement process along with the local sales managers and tender team as appropriate.

• Ensures a deep technical and clinical knowledge of Varian software systems post-onboard training with continued self-learning. Maintains proficient user level of Varian software products.

• Supports sales team in proposed licensing of solutions and quoting technical solutions in Unity

• Requests, provides and trains customer(s) on evaluation test environment with a robust follow up plan to ensure a positive customer experience in the pre-sales evaluation phase.

• Supports marketing & product management in new product entry in their markets through alignment on key strategies and initiatives.

• Aligns and supports regulatory and country clearance of new products in assigned territory. Highlights any business needs or opportunities that may be compromised due to regulatory or country clearance issues and reports back to management.

• Works as part of the Software Sales team to support growth and promotion of our products across EMEA with a primary focus on the assigned territory

• Supports team members across the EMEA region based on their skill sets where needed with in-depth support of their particular field of responsibility

• Support at local and international conferences, workshops and user’s meetings.

Education and Experience   

• Degree/Diploma as a professional Radiographer, Medical Physicist or Biomedical Engineer