Qualification: BS Degree in Computer Science, Mathematics, Engineering, MBA degree Or Similar Qualification or Work ExperienceExperience: 7 to 12 yrs
Job Location: Chennai & Hyderabad
Position Purpose
The Senior Sales Solutions Consultant (SSC) role within the sales process is to fully understand a prospect business problem and construct a solution around that problem leveraging DIVL products and services. The Senior Solutions Consultant exhibits a high level of sales and business maturity, operates independently in pre-sales/sales activities and has the proven ability to quickly understand business problems and find the appropriate DIVL technology offerings and differentiators.
The person interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions. The Primary role is of activities of active sales cycle leading to gaining acceptance from the customer that DIVL solution can solve the customer problem and is the right choice over the other competitive offerings.
During these cycles they often take on the role of a Solution Captain to coordinate with various product managers and developments lead.
The person understands technical architecture and design expertise within the DIVL various product and services offerings.
Objectives:
Prospect Qualification: The SSC aids in qualifying prospects to assure they are well-aligned with DIVLgo-to market product and solution capabilities.
Presales Lifecycle Management: The SSC provides high quality, business-oriented and technical support to the entire team to assure the product-oriented aspects of the salescampaign are strongly aligned with the business objectives of the prospect throughout thesales cycle.
Account Management: The SSC owns key accounts from a technical and solution perspective, and in some ways from a Business perspective to identify ongoing opportunities and guide business users.
Essential Job Functions
Prospect and Customer Facing
Own and progress opportunities through the qualification, definition, proof/evaluation, proposal and closure stages of the s ales cycle with attention to timelines.
Respond to the functional and business requirements and capabilities sections of RFI/RFPs
Engage with the product and consulting team and prospect to ensure a prospect business needs can be addressed with DIVL current and roadmap product capabilities.
Listen, understand, and analyze the prospect business requirements and compose, validate, and present the best possible DIVL solution
Prepare and deliver value-based fit to standard software demonstrations/presentations in support of sales cycles. Preparation includes personalization of materials to ensure delivery o f a simple, appealing and compelling customer presentation
Lead teams of solution consultants on implementation of proof of value and customer demos. Ensure the demonstration fulfills the prospect requirements and highlight and differentiate DIVL capabilities.
Work with other SSCs to define the prospect target solution architecture that fulfills their business objectives. Work with the management to structure the proposal that meets the prospect target architecture.
Prospect and Customer Technical/Solution Liaison
Establish trust relationships with customers and prospects and understand their objectives. So licit and provide product feedback from customers and prospects.
Participate in meetings and conferences with customers and partners to serve as a liaison between DIVL internal organizations such as Technical Support and Product Development & Consulting team.
Internal Facing
Advise internal senior management on the technical and business strategy within active deals.
Maintain alignment with Marketing and Product Management of existing and Future DIVL capabilities and help drive product innovation.
Keep up to date with any new DIVL product and Solutions across the business lines. Understand functionality and interoperability of DIVL components.
Collect and communicate competitive intelligence from the field
Be a Go-To Person on competitive information for Products, Process, Industry and Verticals
Exchange best practices and share knowledge within company
Guide Solution Consultants in Technical and Business situations to become more effective in handling objections and customer challenges
Requirements
Skills
Customer-Oriented Skills
Experience engaging with senior leaders (CxO level) on various solutions and business problems. Able to listen and analyze a prospect requirements and present to a compelling business value message of a solution
Possess deep and expert knowledge of: finance, procurement, order to cash, manufacturing, supply chain or projects
Demonstrated ability to present business solutions to executive levels with a focus on enterprise software solutions selling
Ability to, review and augment Proof Of Value documents, and various project plans involving DIVL technologies.
Able to work independently and multi-task while managing multiple customer opportunities at a time
Ability to give guidance and consult with customers on various levels of the organization.
Business and Leadership Skills
Demonstrate a team attitude and leadership
Ability to act as a mentor due to outstanding character, judgment and knowledge
Excellent written and verbal communication skills
Proven ability to manage time and deliver on deadlines
Experience developing and presenting clear and concise product briefings
Proven ability to unearth business requirements & Drivers
Proven ability to map business drivers & initiatives to technology offering & differentiators
Able to lead teams of solution consultants on Proof Of Values, Solution/Architecture Planning and custom demos.
Ability to lead Discovery and Customer First Assessment Meetings to identify business value and ROI for complex business challenges
Technology and Consultative Skills
Strong understanding of DIVL Products inc luding internal Architecture, with an ability to leverage these in the sales cycle.
Strong experiences with implementation of DIVL technologies in customer projects or Proof of Values.
Expert in providing best practices to customers and helping with IT Strategy and implementation planning related to DIVL Cloud solutions domain
Have good Technical/Solution understanding and speaking knowledge about DIVL's products and capabilities
