The Solutions Consultant is responsible for partnering with an Account Executive to drive revenue by helping to qualify sales opportunities and then bring those qualified opportunities to closure. The Solutions Consultant will manage compelling solution－based value propositions, demonstrations, RFI/RFPs, technical validation activities, and implementation strategies that address the prospect’s critical needs and business requirements. Solutions Consultants will lead development of the solution to propose and be the technical resource coordinator for solution specific sales cycles where needed.
You: You enjoy working in an unstructured and fluid capacity in order to meet simultaneous sales objectives. Optimally 40－60％ of time is spent visiting prospects and customers.
Us: We are a fast－paced and dynamic team that adapt to the demanding needs of the sales organization. On the SC team we collaborate and share best practices to solve challenging problems on a daily basis. The cultural value that describes our team best is that we continuously improve because we are always looking for ways to learn and do things better.
What we want you to do:
・Discovery: Assist in the identification of potential sales opportunities and in discovering a particular prospect’s IT business management challenges and vision for a solution to those challenges.
・RFI/RFP Responses: Lead the creation of a response to a specific prospect’s request for information or proposal, including creating and formatting the content, ensuring the quality of the response, and ensuring timely delivery of the response.
・Product Presentations ＆ Demonstrations: Deliver product presentations and configured demonstrations to prove Our ability to meet a prospect’s IT Business ・Management challenges. The resulting demonstration and subsequent outcomes are initial proofs as to how we can deliver value around IT business and financial management based on what was learned about that prospect in a Discovery session and throughout the engagement. These are to be delivered both live and remotely.
・Our Architecture / Technical Components Overview: Deliver an in－depth overview of Our technical architecture and proprietary product capabilities that provide its unique value in the market.
・Technical Validation Events: Manage to successful conclusion the sometimes necessary technical validation events that require Our Presales to leverage data and other information provided by a prospect to show that prospect, in detail specific to them, the value of leveraging Our solution.
・Transfer Knowledge: Share your selling and technical experience with the rest of the Our Presales team, both formally and informally.
Collaboration and Support: Assist other Solution Consultants in the execution of the above responsibilities.
・Offer Feedback: Provide feedback to product management about the successes and failures in the field.
5＋ years’ experience in a presales capacity successfully selling complex software solutions to IT organizations of various industries strongly desired.
・Familiarity with the tools used to manage an IT organization, including network and server monitoring, service desk, project management, asset management, database management, reporting, and Excel.
・Familiarity with basic financial and accounting concepts.
Familiarity with enterprise business management software （SAP, PeopleSoft, JD Edwards, etc.）.
・Strong written and verbal communication skills.
・Strong presentation skills.
・Proven collaborator and liaison with all levels and departments within an IT organization.
・Technical skill and/or ability to acquire in－depth knowledge and use of Our products.
・Strong work ethic and ability to work autonomously given fundamental priorities and responsibilities.
・Strong organizational skills with the ability to multi－task and prioritize well in a fast paced, dynamic work environment.
・Outstanding written ＆ verbal communication skills （Japanese: native level; English: business level）.