Senior Sales Leader · Management & Senior Executive
Sales in technical markets: industrial, automation and communications technology
My focus for more than 20 years has been sales of complex B2B solutions. In a permanent leadership position, I combine technical understanding, clear customer value and the long-term development of the sales organisation in industrial, automation and communications technology markets.
What makes technical markets different
- Long sales cycles with several decision makers from engineering, purchasing and management.
- Technical superiority alone does not convince – the business case must be proven.
- Project business with interfaces to engineering, service and partners.
- International customers with different expectations and processes.
What I actually do
I translate technical features into customer benefits, structure the sales process along the decision path and make sure sales, engineering and project teams pull in the same direction. Where needed I run projects with PRINCE2 and work in an agile way with SCRUM.
- Sharpen positioning and arguments for solutions that need explaining.
- Build sales process and pipeline criteria for long cycles.
- Coach sales and technical teams for customer talks at decision-maker level.
- Win and steer sales partners and integrators.
Industries
My experience lies in industry, automation technology and communications technology. Even if your product comes from an adjacent field, the mechanics of selling complex B2B solutions are usually comparable. For a long-term leadership position, the scope of responsibility, the team and the strategic objectives are decisive.
Frequently asked questions
Do I need to be an engineer to sell technical solutions?
No, but you must understand the technology well enough to speak credibly with engineers and decision makers and to justify the benefit properly.
How do you shorten long sales cycles?
Usually not through more pressure, but through early involvement of all decision makers, clear pilot or proof phases and a well-led process.
Do you also work with sales partners?
Yes. As a sales leader, I take responsibility with my team for selecting, developing and managing international sales partners.
Let's talk
Tell me about the leadership position, its scope of responsibility and the long-term objectives. I usually reply within two working days.
Discuss a leadership role