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.
Investigates and optimizes a solution's fit to the requirements of an opportunity, both current and future.
Adapts solution design to new requirements.
Establishes the validity of a solution and its components; creates proof of concept where required.
Identifies the growth path and scalability options of a solution and includes these in design activities.
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.
Actively supports the account team with solution advice, proposals, presentations, and other customer communications.
Analyzes and provides support to deals in the pipeline where needed.
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.