Job Description & How to Apply Below
Microchip Technology Inc. is a leading provider of embedded control applications. Our product portfolio comprises general purpose and specialized 8-bit, 16-bit, and 32-bit microcontrollers, 32-bit microprocessors, field-programmable gate array (FPGA) products, a broad spectrum of high-performance linear, mixed-signal, power management, thermal management, radio frequency (RF), timing, safety, security, wired connectivity and wireless connectivity devices, as well as serial Electrically Erasable Programmable Read Only Memory (EEPROM), Serial Flash memories, Parallel Flash memories, and serial Static Random Access Memory (SRAM). We also license Flash-IP solutions that are incorporated in a broad range of products.
Do you think ‘different’? Are you intrigued by the opportunity to work for a ‘Best 50 Organization to Sell For in 2020’ company, as awarded by Selling Power Magazine? Do you think you could help our Field Client Engagement Managers and Embedded Systems Engineers to think ‘different’ about how they engage with their clients? Here at Microchip Technology, our values system empowers our employees to develop and thrive in a supportive, collaborative, professional, global and rewarding working environment. We embrace change and continuous improvement, driving both for the benefit not only of us, but of our clients too.
We are looking for a like-minded individual who can help support our Field in the EMEA area, with the facilitation of workshops, coaching and some client account reviews using the Microchip Client Engagement Process. You will be expected to help our Field reframe their thinking to focus more on co-creating value with our clients, delivering the freedom to innovate, and having 2-way conversations about what matters to our clients.
Deliver key sales enablement programs for Field Sales & Applications Division in multiple formats, including virtual and traditional classroom settings.
Support the delivery of on-boarding programs for new field sales personnel initial training and associated skills application.
Coach the Field sales force and provide skill assessment evaluations to management.
Support the ongoing development of local field-based sales enablement coaches.
Establish strong relationships with Field personnel and their management teams.
Serve as a subject matter expert for sales enablement training & coaching, sales process and systems.
Maintain current knowledge of sales processes and customer's buying trends to align with corporate goals.
Participate in Sales Team meetings and deployments to ensure best practices are maintained.
Perform other related duties as assigned including project and logistics co-ordination.
At least 5 years of direct, field based enterprise sales experience including experience with Enterprise Sales & Methodologies Including one or more of the following Value-based Selling SPIN Selling Challenger Sales Industry trends and cycles Complete Sales Cycles (Prospecting > Lead > Negotiation> Close) Pipeline Management & Forecasting Capability
At least 3 years classroom and web-based training/workshop delivery experience (in addition to sales experience) to audiences including Sales Engineers, Sales Managers and Channel and Global Account Managers.
Coaching experience: A minimum of 18 months in the last 3 years of coaching sales leaders in adopting sales processes/methods as a core part of the role (product training experience is not suitable to include here).
Excellent written and verbal communication skills. Including, but not limited to advanced facilitation, presentation – includes the confidence and presence to interface with management and field personnel in meetings, coaching sessions and workshops.
Experience in the observation & analysis of colleagues’ client engagement skills in customer meetings & the provision of post engagement review coaching.
Ability to work independently and on special projects
Ability to works on assignments requiring considerable judgement and initiative.
Strong organizational and follow through skills.
Willing and able to travel within the UK, Europe, Russia and to Corporate Headquarters in USA - sometimes for extended periods (eg 2 weeks).
Other desired skills include:
Demonstrated success contributing to, if not managing as well, complex projects from start to finish, working effectively across internal cross-functional teams and external vendors.
English fluency - a second European language would be an advantage but not mandatory.
Excellent decision making, analytical and problem-solving skills.
Competent user of Microsoft Office applications.
You will need to be:
Empathetic – able to put yourself ‘in the shoes of a field salesperson’ and understand every aspect of their day-to-day life, every stage of the sales or client engagement cycle, and the tools used on a daily basis by the Field.
Agile – things can and do change rapidly as markets evolve, as the Microchip Client Engagement Process evolves, and as Microchip itself evolves and grows.
Influential without being authoritarian – you will need to lead, influence and persuade without dictating or ordering, so you will command respect – vital as we take our Field towards the next stage of client engagement evolution.
Strong communicator – critical to achieve the above.
Data-driven – measuring the effectiveness of what sales enablement is achieving, focusing on the changing vital few factors that drive results, and using this to help improve sales effectiveness.
Skilled at prioritising – given the complexity and speed of change already described, you will have to focus your efforts where it can make the most contribution, even as all around you is changing.
Continuous learner – Microchip is a thought leader in how and in what direction sales is developing, and you will be expected to contribute to this, and the ongoing development of the Microchip Client Engagement Process.
Thick-skinned – you will often be working with people who have yet to see the need to change and evolve further, and who are also incredibly busy. Some will push back on your attempts to train and coach them.
Creative – what you do and how you do it needs to be engaging enough to stick and make a difference.
Less than 1 Year
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