Descripción del puesto:
Requisition ID: 2xxxx1
Work Area: Solution and Product Management
Expected Travel: 0 - 50%
Career Status: Professional
Employment Type: Regular Full Time
(COMPANY NAME) started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That's why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
(COMPANY NAME) values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it's the best-run businesses that make the world run better and improve people's lives.
Key Areas of Responsibility and Tasks
Solution chief expert has expert knowledge of specific (COMPANY NAME) solutions, relative to features and functionality, envisioning strategic business impact and value, competitive positioning and implementation-related topics. Is the key driver of key activities during the "awareness and (re) consider" phases of the custome lifecycle. Responsible for demand generation, solution/LoB pipeline build strategies and development of scale initiatives resulting in increased solutions/LoB pipeline, revenue and in elevating (COMPANY NAME)'s leadership position in a solution/LoB segment. Leverages solutions expertise ensuring business critical & innovative results. Responsible for delivery of outcomes. Executes solution/LoB segment functional business plans integrating functional and financial objectives. Represents (COMPANY NAME) externally and internally, as a thought leaderson specific solution/LoB segment subject matters. . In addition, may provide focused, senior, strategic support to sales and the VAT during the "evaluate and select" phases of the lifecycle, extending the solution expertise of the team, where needed.
Area 1: Identification, development, and execution of sales strategies and programs for both Software and Cloud environments cross- industry and customer segment. Articulate our competitive advantage for customers and prospects; act as key expert in (COMPANY NAME)'s solutions/LoB portfolio and serve as a primary conduit between Solutions Management, Global and Regional LoB/ ISG and field sales organizations to oversee, influence and track the execution of key LoB /solution field sales priorities. Demonstrate the ability to provide a customer with a roadmap from their current IT environment to a Cloud environment. Leads Interaction with other members of the VAT (Presales, IVE, CCO) to ensure a consistent approach is followed and synergies are identified and taken advantage of.
Area 2: Lead and execute the GTM plans for the solution/ LoB; contribute to and validate high-quality business plans which clearly articulate solution/ LoB strategy, GTM activities and key execution steps. Provide consultation on strategic GTM decisions in areas such as: enablement, launches, ramp-up, solution strategy and roll-in, pricing, investment cases, M&A, strategic partnering. Ensure an effective transition to the Services and BTS organizations as needed. Maintain a post sales relationship with the account as it relates to implementation phase, and as a starting point of new demand generation for a new sales cycle.
Area 3 Drive solution/LoB credibility to influence the markets opinion of (COMPANY NAME)'s solutions offerings; devise solutions strategies in targeted sales cycles. Devise comprehensive strategies to engage partners in areas such as business development, packaged solution development and solution/LoB cross-selling. Package tactical sales plays tailored to specific target segment and positioning - considering product lifecycle and adoption. Act as trusted senior advisor for customers, both internally and externally; role model (COMPANY NAME)'s values. Help customers become best run businesses in their industry.
Tasks: Oversee and articulate the creation and adoption of standardized approaches for value based sales activities for focus solutions/LoB. Enable the field and support roll -out of new field training; coach and mentor internal customers on our products and solutions and how to position them with our clients Provide on demand access for solution/LoB specific expertise; engage with customers on a case by case basis. Maintain awareness of implementation issues and factor this knowledge into all activities and materials.
As a people lead, you are responsible for supporting the success of not only your team, but the success of all employees within the larger team you are a part by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to know about the members of your extended team and share insights with your peer managers. Look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately.
To support you in this responsibility you can view relevant information via Success Map for your entire organization. This business execution tool supports you in leading the success of your organization by providing you with information to guide your team in following through with their responsibilities. Act as a role model by coaching and recognizing your team and providing just-in-time feedback and expecting the same of your team.
* Expert level in (COMPANY NAME) licensing/pricing models, planning/execution/resolution of audits and management of compliance situations.
* Expert knowledge in Global License Audit and Compliance tools, services, policies and procedures.
* Large experience on customer facing GLAC Service Catalog including; Basic Audit, Supplementary Audit Services, License Advisory, Deal Support, License Compliance Interviews and License Management Initiatives.
* Record of building strong customer relationships and customer satisfaction experiences.
* Advanced level in objection handling and conflict management and resolution.
* Analytical with high levels of numeracy and verbal reasoning.
* Prior experience successfully managing people/teams in complex, cross-functional & matrixed capacity and developing collaborative Team workers.
* Business planning, business case development & operational excellence.
* Excellent written and verbal communication skills.
* Knowledge of the Spanish Market and experience managing local customers and partners.
* Fluency in English, essential plus local language relevant to territory.
Professional experience with large, multi-national software/IT organizations and with a demonstrated expertise of at least one solution segment/LoB (e.g. through Solution Management, Sales, Consulting or Business Development roles). (COMPANY NAME) product experience and/or 15+ years prior relevant solutions/LoB
experience. Experience in Cloud in the B2B environment . Viewed as solutions/LoB expert across (COMPANY NAME), capable of leveraging an extensive network on behalf of (COMPANY NAME) resulting in pipeline and revenue growth. Proven track record of success in the selected solution/ LoB area. Understanding of cloud, Hosted Services, and SaaS/ PaaS models, cloud -based commerce/ business networks
WHAT YOU GET FROM US
Success is what you make it. At (COMPANY NAME), we help you make it your own. A career at (COMPANY NAME) can open many doors for you. If you're searching for a company that's dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment - apply now.
(COMPANY NAME)'S DIVERSITY COMMITMENT
To harness the power of innovation, (COMPANY NAME) invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
(COMPANY NAME) is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: Cxxxxxx.firstname.lastname@example.org or Cxxxxxx.email@example.com, APJ: Cxxxxxx.firstname.lastname@example.org, EMEA: Cxxxxxx@xxx.xxm).
Successful candidates might be required to undergo a background verification with an external vendor.
Job Segment: ERP, Business Development, Consulting, (COMPANY NAME), Field Sales, Technology, Sales