As a member of our Solution Consulting team, you will have a major impact on our future success by partnering with the Risk & Security Solution Sales Team in driving net new business in the GRC/IRM domain. You will guide revenue for our GRC products with the support and partnership of Sales, Product Management, and the executive team. This is a hands-on technical consultant who can go wide and deep on solution delivery and solution positioning, as well as the domain itself, during sales cycles.
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The Solution Consultant is a technical consultant with the advanced ability to develop, position and provide product-specific advisory support during sales cycles while achieving quarterly and annual sales goals for an assigned territory. In particular, you will:
- Support solution sales as a technical and domain expert of a client-facing sales team
- Lead discovery workshops to determine customers' challenges and give product demonstrations to align our solution with customer needs
- Understand customer challenges and goals and map this back to solution capabilities
- Answer product feature and technical questions from customers, channel partners and the company colleagues
- Act as the domain SME across the broad areas of GRC
- Provide feedback to product management about product enhancements that can address customer needs and provide additional value
- Share and learn best practices and re-usable assets with other Solution Consultants to enhance the quality and efficiency of the team
- Identify, build-out and deliver cross product sales opportunities that map to customer challenges and industry needs
- Stay current on competitive analysis, trending regulatory and risk developments and broader market differentiation
- Support/speak at marketing events including executive briefings, conferences, user groups, and trade shows
To be successful in this role you should have:
- Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
- Proven pre-sales solution consulting or sales engineering experience with specific demonstrable knowledge of GRC solutions
- Demonstrable domain knowledge in one or many of the core GRC domains (either in an advisory, SC, sales or industry practitioner context).
- Proficiency with the company platform or technical expertise with cloud software solutions
- Experience working collaboratively with product management, product marketing, partners, and professional services
- Proven soft skills relating to effective presentation of content, working collaboratively in a team or partnership and personal drive to improve current skillsets or expand into new areas
- Territory management skills, including pipeline building and working with Sales counterpart to guide execution excellence
- The ability to travel, as necessary
- Fluency in Arabic and English essential.
