Essential Job Functions
As industry expert, develops and drives large and/or complex business solutions for targeted/assigned customers. Provides in-depth solutions architecture capability based on specific customer's business needs. Oversees holistic solutions from both business and technical perspective, taking into account all realities and constraints such as costs, contract terms, business conditions and the technical environment of the client.
Understands customer business by actively researching customer to determine business issues. Establishes technical credibility with existing and prospective clients providing the ability to cultivate relationships and envision creative sales and solution strategies that generate additional revenue. Cultivates key trusted-advisor relationships with senior level IT executives demonstrating an understanding of key business challenges within customer markets and how Company technology-enabled business solutions can address those needs.
Provides leadership and strategic guidance with pursuit teams during the solution development process to ensure alignment with overall Company sales and client business strategy. Develops high-level technical operating strategies and solutions, and benefits. Analyzes stakeholders, identifies and recognizes prospect traits and determines how to effectively influence their decision.
Delivers and sells the technical solution strategy and vision to senior client executives ensuring the solution embodies Company win themes and key differentiators while meeting client expectations and requirements thereby providing Company the best chance to compete and win.
Researches existing industry, market and IT (information technology) services best practices and trends as well as alliances to evaluate and ensure Company solutions and services are meeting the needs of clients. Leverages partner solutions to continuously find ways to solve customer needs. Provides recommendations to offering organization on new offerings, upgrades/augmentation to enhance corporate competency in meeting the needs of customers.
Acts as technical resource and mentor for less experienced Sales Solutions personnel.
Bachelor's degree or equivalent combination of education and experience
Bachelor's degree in business, computer science, information technology or related field preferred
Twelve or more years of business solutions, technical consulting, or sales solutions experience
Experience working with the technology industry, specifically handling significantly sized accounts
Experience working with solution/product portfolios
Experience developing winning sales solutions and proposals
Experience working with technology products, services, competencies, solutions and offerings
Experience working with business environment, business industry and competitor products and services
Strong verbal and written communication skills to persuade others through presentations, demonstration and written communication
Strong communication skills to listen to client and articulate back for solutioning
Strong selling and negotiation skills
Strong interpersonal and presentation skills for interacting with team member and prospective clients up to the Board level
Ability to work and lead in a team environment
Ability to create and maintain formal and informal networks
Ability to publicly represent company with internal and external clients
Ability to use own judgment and initiative in problem resolution
Ability to present ideas, goals, problems, outcomes and processes to be understood by a diverse audience
Ability to articulate and present the business value of Company solutions with a firm understanding of Company strategies and products relative to Company's major competitors
Ability to travel on short notice
May require evening or weekend work