Information Management SW Pre-Sales Solution Consulant - Nigeria-571553
Job - Sales
Primary Location - Nigeria-Lagos
Schedule - Full-time
Job Type - Experienced
Shift - Day Job
Travel - Yes, 25% of the time
DescriptionPosition Summary
A Solution Consultant is engaged with customer IT leadership on organizational and industry business initiatives. She/he will be primarily responsible for leading sales cycles with the Sales Executive and managing compelling Software Demonstrations, RFI/RFPs, POCs, Value Propositions and Implementation Strategies that address the prospect's critical needs and business requirements in a complex environment.
A Solution Consultant brings excellent Solution selling skills to the sales cycle additionally to the technical knowledge and is able to build complex solution architectures. She/he may also work as Technical Consultant on specific opportunities. She/he will assist in account and opportunity strategy and be the technical resource coordinator for solution specific sales cycles.
Responsibilities
· Leads the technical commitment of the sales cycle in his/her specific solution area, orchestrates resources in agreement with his management and the Sales responsible of the account
· Assists and helps define and drive account strategy in conjunction with sales force.
· Discovers customer needs and business and technical challenges in the HP Software solution area and plug the gap where needed to address the client's need, and address any HP solution deficiency
· Map the customer Business Drivers to our Solutions, update the Sales account team to provide a common message during the Sales cycle and lead the technical commitment with the client.
· Is the central hub of information for Presales management and other presales on account lead activities
· Orchestrates Presales activities involving Engagement of others Presales resources, organizing and monitoring POCs, steering PS and R&D activities that relate to specific opportunities
· Will network with other technical and marketing organizations such as product management
· Ensures that Professional Services Solution Architects are engaged at the right time in the Sales Cycle and own knowledge transfer
· Manages Solution Workshops with Professional Services Architects and oversee work carried out until HP software are in any sales stage
· Conducts local competitive analysis to differentiate our solutions and value and present back to presales management
· Initiates critical Account reviews in alignment with the Account Manager and highlights any critical issues back to presales management
· Evangelizes our business value propositions at seminars and external events, such as kick-offs, Software Universe etc.
· Develops an ability to map the customer business drivers to our solutions, update the Sales account team to provide a common message during the Sales cycle and lead the technical commitment with the client.
· Discusses basic implementation strategies with customers and has creditability with the client at managerial level.
· Oversees and takes ownership of RFP business message responses and delivers an appropriate response to our customers.
Qualifications
Knowledge
· Understands and is able to conduct a value selling process, using the appropriate tools and methodologies devised by HP teams and position these with external clients, partners, or alliance teams
· Will have a good grounding in all solution areas, value propositions and best practices. The person must show his/her enthusiasm by being a role model for example in the field as an ambassador or a primary contact for a particular virtual community.
· Understands and can position solution architecture and workflows which are relevant to the external client's needs.
· Strong in positioning and demonstrating cross solution plays with good understanding of the cross over points between solutions.
· Fully understands customers business issues which are relevant to the client by researching these and must be able to map them to the HP Software solutions Understands and is able to communicate implementation strategies, challenges and resolutions to a wide variety of audience such as partners, external clients, trade shows, internal marketing events such as Software Universe Should have a deep understanding of IT processes, specifically ITIL and some SDLC methodologies like TQM, CMM or Six Sigma and its practical use.
· Good understanding of the sales process as implemented in HP Software and the roles and responsibilities of influencing departments and show deep understanding of the role required to win at each stage
· Understands and follows Opportunity Management processes like TAS and demonstrates a regular use of this process in sales opportunities.
Skills
· Strong in building rapport with the customer at senior managerial levels with our clients/customer/partners
· Solid working project management skills which can be used on day to day activities
· Possesses excellent presentation skills that deliver a convincing business argument to client/partners and internal staff
· Must have good objection handling skills that are able to deal with competitive traps laid by our competition and also create a successful counter argument to our competition
· Is self motivating, can work independently and in teams (Good Team Player), creating opportunities for self and others in the team
· Is able to communicate with key individuals on different levels (user, business and management) in order to understand ROI and the usage of HP Software products in the account
· Good time management skills, delivers on time, records activity on the central activity tracking system
· Good problem solving skills and takes initiative to help customer see resolution to problems which clients are satisfied after the implementation
· Ideally has working project management skills which can be used on day to day activities
· Processes task management capabilities that can be used to demonstrate to client/partners that we have understood a particular business process etc.
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