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ソリューションスペシャリス(Solution Area Specialist-) Modern Workplace

年収:1200万 ~ 1700万

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部署・役職名 ソリューションスペシャリス(Solution Area Specialist-) Modern Workplace
職種
業種
勤務地
仕事内容 コーポレートクラウド営業統括本部ではソリューションスペシャリスト(モダンワーク担当)を募集しています。
リモートワークを実施する企業が増え、お客様の働き方や求められる環境がこれまでと大きく変化しています。
また、様々な場所で働く従業員が安心して業務を遂行できるように、セキュリティー対策のニーズも高まっています。
クラウドサービスであるをプロダクトを中心に、変化に対応するためのお客様の課題を解決し、お客様のデジタルトランスフォーメーションの実現に意欲のある方の応募をお待ちしております。

Sales Execution
- Engages in conversations with customers aligned to their industry to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals. Initiates conversations with customers on digital transformation in one or more solution areas, in collaboration with partners and services. Creates guiding examples of digital transformation through seminars, workshops, webinars, and direct engagement.
- Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with account teams, partners, or services to track and qualify new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies the sales process to determine the quality of the opportunity and whether to proceed.
- Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts). For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners.
- Identifies customer business needs and technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Proposes prioritized solutions that align with customers' needs. Articulates the business value of proposed solutions.
- Proactively builds external stakeholders' mapping. Collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business.
- Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Coaches junior team members in deal plan execution. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.

Scaling and Collaboration
- Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell and up-sell. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Contributes to developing partner strategies to address gaps in partner capabilities.
- Applies the orchestration model to leverage and expand relationships with internal stakeholders and partners (e.g., Enterprise Operating Unit). Navigates the organization to bring the best impact to the customer.

Technical Expertise
- Leads conversations and sets up events. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted.
- Initiates conversations with prospective customers/partners at events to expand external network. Acts as a subject matter expert in one or more solution area(s).
- Collaborates with the 'compete' global black belts (GBB) to analyze competitor products, solutions, and/or services and implements strategies to position us against competitors in customer communication. Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal. Holistic value of our platform versus single-point solution that positions us favorably against competitors.

Sales Excellence
- Collaborates with partners and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.
- Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.
- Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for accounts in the assigned territory.
- Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.
- Manages the end-to-end business of the assigned territory. Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.
- Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.
労働条件 Required/Minimum Qualifications
- 5+ years of technology-related sales or account management experience
OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience.

Additional Or Preferred Qualifications
- 7+ years of technology-related sales or account management experience.
OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience
OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years of technology-related sales or account management experience.
- 4+ years of solution or services sales experience.
応募資格

【必須(MUST)】

- 5+ years of technology-related sales or account management experience
OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience.

【歓迎(WANT)】

- 7+ years of technology-related sales or account management experience.
OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience
OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years of technology-related sales or account management experience.
- 4+ years of solution or services sales experience.

- Experience in Security and/ or Compliance is highly preferred.
アピールポイント 自社サービス・製品あり 外資系企業 女性管理職実績あり 従業員数1000人以上 シェアトップクラス 創立30年以上 年間休日120日以上 産休・育休取得実績あり 成果報酬型 完全土日休み フレックスタイム Uターン・Iターン歓迎 マネジメント業務なし
更新日 2022/04/11
求人番号 1975862

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