Job Summary
• This role is responsible for engaging with customers to understand their needs, provide adaptive solutions, and build relationships with key executives. The role optimizes solutions within the customer's IT strategy, anticipates dependencies, and conducts testing. The role actively participates in planning while directing solution activities and contributing to transition solutions, cost estimation, and pricing models.
Responsibilities
• Engages with customers’ IT and business teams, understands needs, qualifies solution merits, identifies service opportunities, and ensures alignment with win themes.
• Provides adaptive solutions to meet client requirements and evaluates value-add alternatives.
• Builds relationships with key executives, addresses CXO issues, applies consultative selling techniques to identify and approach new opportunities, and supports contract negotiations.
• Optimizes solutions within the broader customer IT strategy, considering growth path, scalability, and business impact.
• Anticipates and optimizes inter-tower dependencies, integration with client processes, and risk mitigation.
• Conducts performance testing and optimization to ensure the solution meets performance and scalability requirements.
• Actively participates in account and opportunity planning, provides solution advice, drives proposals and presentations during pursuit, and collaborates with other teams and resources within the organization.
• Directs solution activities, influences peers, and leads service element integration within the tower; guides financial analysts, writers, and others in consolidating models and assumptions.
• Develops comprehensive transition solutions and actively participates in solution and peer reviews for higher-level governance.
• Assists in cost estimation for proposed solutions and helps develop pricing models for customers.
Education & Experience Recommended
• Four-year or Graduate Degree in Technical studies, Computer Science, Engineering, Business, Information Technology, or any other related discipline or commensurate work experience or demonstrated competence.
• Typically has 7-10 years of work experience, preferably in technical/consultative selling, project/program management, delivery or account management, or a related field.
Preferred Certifications
• Open Group Architecture Framework (TOGAF)
• Certified Scrum Master (CSM)
• Microsoft Certified Solutions Expert (MCSE)
• Certified Sales Professional (CSP)
• Certified Technology Sales Professional (CTSP)
Knowledge & Skills
• Amazon Web Services
• Application Programming Interface (API)
• Cloud Computing
• Cloud Services
• Computer Science
• Customer Success Management
• Demonstration Skills
• Enterprise Application Software
• Extract Transform Load (ETL)
• IT Infrastructure
• Microsoft Azure
• New Product Development
• Presales
• Product Management
• Request For Proposal
• Sales Process
• Sales Prospecting
• SAS (Software)
• Software As A Service (SaaS)
• Virtualization
Cross-Org Skills
• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity
Impact & Scope
• Impacts function and leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives.
Complexity
• Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors.
Disclaimer
• This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.
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