EMEA Sales Mediator Specialist - German Speaker

Dassault Systèmes provides businesses and people with virtual universes to imagine sustainable innovations. Serving over 200,000 customers in 12 industries, from high-tech to life sciences, fashion to transportation, we help businesses and people around the world to create sustainable innovations for today and tomorrow. At Dassault Systèmes, we empower people with passion to change the world. Let’s open new horizons together with the power of 3DEXPERIENCE virtual universes!

We are looking for you to be our Sales Mediator. Unlimited term contract based in Barcelona (Spain).

Missions

Establish relationships with infringing or non-compliant companies to find in collaboration with partner and License Compliance teams a mutual agreement through a commercial settlement to resolve the matter, and upsell to cover the global customer needs.

(Please consider this Role description can be applied for both Direct & Indirect Channels in line with Licence & Compliance Business Stream)

Engage with the non-compliant Customer

• Check Lead information (Amount, Offer, Close Date) with Sales/PSM and License Compliance then convert the lead.

• Following the context

  • Do not disclose the lead to the Partner (common decision License Compliance /Inside Sales)
  • Or Assign the lead to the relevant sales manager / partner success management teams (formerly Lead Broking ) and inform the Partner it’s an License Compliance situation for which he will received clear instructions on the next steps

• Engagement to be done in the 24 - 48 hours after the first legal action (letter from Law firm/ License Compliance Investigator)

• Prepare Customer engagement call by gathering information from

  • Compliance case
  • Partner on customer history (optional)

• Resolves matter with the company

  • Share only the compliance purchase (# licenses, products & timeframe)

  • Negotiate compliance purchase (# licenses, products & timeframe) and liaise with partner to get a quote

  • Follow-up discussions with customer based on the quote

• Escalate to License & Compliance if

  • Customer is not willing to regularize after 3 weeks of negotiation or attempt to call
  • Customer is asking technical information you have not been authorized to share
  • The opposing counsel is leading the negotiation raising non-business topics

Close the Opportunity

• On customer willingness to regularize, Update Opportunity accordingly

• Inform the Partner to collect the PO

• Once PO is closed, inform License Compliance

• On decision (validated with License compliance & Sales/PSM) to not pursue with customer close the opportunity with proper reason

Qualifications

• Previous experience in professional sales or business positions, ideally with a software or tech company

• Proven active listening, objection handling and negotiation skills

• Experience guiding customers to make the right decision within complexed situations involving multiple stakeholders and their individual needs

• Ability to motivate people to follow through and deliver on agreed deadlines

• Respect for and adherence to ethical standards

• Excellent communication and negotiation skills, oral and written

• Self-disciplined, business ownership mindset with ability to forecast, plan, manage, document and deliver on time

• Experience in exceeding targets in professional pursuits and prioritize tasks in an efficient manner

• Fluency in German and English is required. French is considered as a plus