Job Description :
Responsible for creating, qualifying, developing & selling solutions with account team. Composed of TCC - Technical Client Consultants, Lead Solution Consultant (LSC) and Software Solution Consultants.
Possesses consultative selling and deep IT infrastructure know-how in there solution area of expertise; TCCs and SSC's are account-
dedicated, focused on account and business issues. Are opportunity focused, responsible for driving an opportunity or set of opportunities to closure.
These jobs focus on selling to customers, typically through work that occurs outside the company offices.
Responsibilities : Opportunity analysis
Gathers and assesses customer needs, both business and technical; gathers information appropriately with customer IT staff & management to develop an accurate understanding of business needs and related issues.
Identifies related needs (lead generation, opportunity expansion).
Identifies site-specific IT parameters and constraints that impact the solution.
Identifies probable competition and evaluates relative company strengths.
Solution Planning and Design
Architects an appropriate technical solution to meet the customer's requirements.
Investigates and optimizes a solution's fit to the requirements of an opportunity.
Balances and incorporates the inputs of specialists in the solution design.
Assesses likely competitive threats.
Adapts solution design to new requirements.
Establishes the validity of a solution and its components.
Identifies the growth path and scalability options of a solution and includes these in design activities and account planning.
Client / customer relationship
Builds strong professional relationship with key IT and business executives.
Applies consultative selling techniques to advance opportunities.
Builds customer loyalty through being a trusted advisor.
Partners effectively with others in the account to ensure problem resolution and customer satisfaction.
Effectively communicates and articulates the details of their component roles in a proposed customer solution.
Account team collaboration
Actively supports the account team with solution advice, proposals, presentations, and other customer communications.
Transfers knowledge to account team.
Understands the roles and effectively engages other teams and resources within company and partners.
Applies technical skills to identifying overlooked opportunities within the account.
Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.
Education and Experience Required :
Technical University degree or Bachelor's degree preferred.
5-8 years experience in technical selling and / or consultative selling.
Technical and / or solution experience in IT industry.
Experience in vertical industry preferred.
2-5 years experience in project / program management.
Knowledge and Skills :
Technical / Solution acumen
Demonstrates a solid knowledge of the company's breadth of solutions.
Understands data business center components and how IT is used to address business needs.
Demonstrates current understanding of technical innovations & trends and their impact on solving customer business problems.
Demonstrated ability to work as a contributing team member for large complex projects.
Has a high level understanding of the company's product roadmaps for multiple BU's.
Has demonstrated hands-on level skills with some of the technology.
Understands and applies basic financial and accounting concepts as well as capital investment concepts and applies them appropriately in positioning proposed solutions.
Applies understanding of the customer's value chain and business requirements when designing and proposing solutions.
Communicates the value of the solution in terms of financial return and impact on customer business goals.
Solid level of industry acumen; keeps current with trends and able to converse with client on issues and challenges.
Demonstrates solid questioning techniques and related communications skills with customer IT and LOB managers.
Demonstrates understanding of the competition as well as good positioning & strategy.