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Solutions Sales Consultant
Information Technology, Sales & Marketing
2 years ago
Full time
Job ID: 0012
Job Description
An exciting career opportunity as Solutions Sales Consultant, and in this position you will be part of the South East Asia, Taiwan & Hong Kong (SEATH) team to promote the Company’s total solution capabilities and seeking new opportunities through building pipeline and driving pursuit to closure.
Roles and Responsibilities:
- Develop long term sales pipeline to increase company’s market share in specialized area
- Seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline and drive pursuit in specialty area
- Provide support to the Account managers. Set direction for business development and solution replication
- Create and grow reference customers
- Sell complex products or solutions to customers on a partnership basis. May act as a dedicated resource to a few strategic accounts
- Establish a professional, working, and consultative, relationship with the client, including the C-level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry
- Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions
- Contribute to enduring executive relationships that establish company’s consultative professionalism and promote its total solution capabilities
- Maintain expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics
- Maintain broad market and competitor knowledge to ensure credibility with Customer Executives
- Align approach with the Company’s guidelines to meet sales, profitability and affordability goals
- Apply consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the Company
- Maintain knowledge of competitors in account to strategically position the Company’s products and services better
- Develop and champion the business justification for complex solutions to ensure a successful engagement
Job Requirements
Qualifications
Education and Experience:
- University or Bachelor’s degree; Advanced University or MBA preferred
- Typically 12+ years on consultative selling and/or solution sales experience in IT industry
- At least 8 years of experience in business development and sales to generate pipeline and drive pursuit
- Public Sector knowledge/experience is a plus
- Proven collaborator and effective communicator to a wide range of audiences
- Initiate and drive innovative/breakthrough cross-functional and cross organizational strategies and tactics that generate revenue and share
Knowledge and Skills:
- Use expertise in specialty, consultative solution selling and business development skills to align the client’s business needs with solution
- Drive project negotiation, proposal development and management, sales and opportunity building
- Develop and convert pipeline of short and longer term opportunities to meet or exceed quota
- Shape offers in pursuit of new business and portfolio enhancement
- Demonstrate leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer’s requirements
- Effectively sell the Company’s offerings by building strategic relationships with decision makers and promoting the Company’s programs and offerings
- Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
- Demonstrate a broad knowledge of the Company’s technology and solutions, with deep expertise in area of specialization and related technologies
- Work with the account team to build an effective account plan and strategy to drive incremental revenue in the account
- Understanding of the Company’s product roadmaps for multiple BU’s, and deep knowledge in area of specialization
- Create solutions that creatively address customer value chain and business requirements
- Successful partner engagement and work effectively to drive additional revenue
- Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges
- Leverage strong understanding of the competition – both positioning strategy and technology – to create competitive advantage for the Company