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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
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