Gathers and assesses customer needs, both business and technical.
Identifies related needs (lead generation, opportunity expansion).
Identifies site-specific and corporate parameters and constraints that impact the solution.
Identifies required project steps.
Identifies likely problem areas that require attention.
Identifies information on competitors and product roll- out data/training needs and proactively positions the company strengths as a relative value position in the account
Architects an appropriate technical solution to meet the customer's business requirements and account team strategy.
Generates an implementation plan with timelines for the solution.
Create appropriate test plan as required.
Identifies potential challenges for the proposed project plan.
Optimizes a solution to maximize the company's competitive advantages.
Actively identifies opportunities to assist peers globally in area of expertise (e.g., writing white-papers).
Maintains excellent communications with customer executive management and business executives globally.
Represents the company as a technical expert with customers; shares knowledge in area of expertise and links to related technology areas.
Delivers customer workshops as appropriate for further understanding of issues and buy-in to the company's proposal.
Advances opportunities through the use of effective consultative selling techniques.
Builds customer loyalty through continuous innovation, becoming a trusted advisor.
Partners effectively with others in the account to ensure problem resolution and customer satisfaction.
Effectively communicates and articulates the details of their component roles in a proposed customer solution.
Education and Experience Required:
Technical University or Bachelor's degree; advanced degree preferred.
Typically 12+ years experience in technical consultative selling and account management.
Technical and solutions experience in appropriate industry.
Experience in vertical industry preferred.
Knowledge and Skills:
Demonstrates expert knowledge of the company's latest technology & solutions.
Expert in competitive solutions knowledge.
Leverages the company's solutions to support customer IT strategic directions, creating extensive customer business value.
Applies deep understanding of technical innovations & trends to solving customer business problems.
Strong credibility with the company's business units and account teams based on history of solid results and contributions.