My Bio - Cognos Experience
Here is my job description from Cognos:
Develop and implement Cognos' go-to-market strategies for the Public Sector in order to increase revenue and penetration in the industry and to be recognized by companies in the industry, as a leader in Public Sector Performance Management.
On a global basis, provide field sales personnel with the knowledge and strategy for penetrating accounts in the Public Sector. Create and orchestrate a comprehensive industry- plan to generate new sales opportunities and accelerate current sales cycles. Create and oversee Cognos’ Public Sector solution strategy. The sector includes Federal (Defense & Civilian), State & Local governments as well as Education (Higher Ed and K-12).
The Challenge
- Create and implement a comprehensive industry plan for the Public Sector. The major focus of the plan will be to identify the strategy (sales, marketing and business development) and resources required for successful execution of the initiative.
- Develop a comprehensive solution and sales positioning model for Cognos that includes compelling value propositions and customer applications.
- Support the field sales organization by implementing programs and tools that provide knowledge transfer through prospecting and qualification models, sales call scripts, customer/prospect presentations, objection-handling scenarios and scripted demos.
- Implement a Public Sector marketing plan to establish Cognos as a market leader in the Public Sector (PR, analyst relations, advertising) and to create lead generation programs for pipeline contribution (events, website content, collateral development, etc.).
- Identify, develop and promote key partnerships and strategic alliances with organizations that have traction and focus in the Public Sector.
- Become the “industry evangelist” and Cognos spokesperson for the Public Sector acting as an “subject matter expert” for high level sales calls and a contact for press and analysts, speaking at conferences and trade shows, and networking to establish relationships and contacts in the industry.
- Facilitate knowledge transfer of industry information to field sales, marketing and all constituencies at Cognos. Work with the products groups to help provide feedback for product direction within the Public Sector industry.