The Solution Sales Expert (SSE) partners with the end-to-end account owner to drive solution specific sales motions, bringing domain expertise to solve customer business challenges and grow the customer’s footprint through renewal and expansion to support long-term customer success.
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Responsibilities
- Generate demand, manage pipeline, and close opportunities
- Develop opportunity plans containing compelling solution value propositions
- Conduct White Space analysis to identify growth opportunities
- Work with wider account team on sales campaigns
- Manage customer relationships at the solution area/buying center level
- Progress opportunities for move to cloud/expand footprint accounts or accounts which are new to the solution area
- Utilize deep knowledge of how companies operate, business models, strategies, and end-to-end business processes
- Stay informed about the company's competition and value drivers
- Leverage the company's comprehensive team of experts and industry knowledge to effectively address customer needs
- Build customer participation in relevant communities, programs, and events
- Facilitate collaboration with the partner ecosystem
Requirements
- Proven track record in business application software sales with overachievement of quota
- 10-15 years of experience in sales of business software/IT solutions
- Deep understanding of the solution and solution innovations
- Broad understanding of the solution portfolio and the business processes it enables to drive customer value conversations
- Established relationships with account teams, Customer Business Office (CBO) teams, and relevant geo unit leaders
- Alignment with product/solution management teams and marketing organizations is a plus
- Demonstrated success with large transactions and challenging sales pursuits
- Proven contractual and negotiation skills
- Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions
- Knowledge of financial, competitive, regulatory environment
Work Conditions
- Expected Travel: 0 - 10%
- Career Status: Professional
- Employment Type: Regular Full Time
- Additional Locations: #LI-Hybrid
