Primarily responsible for determining the overall strategic & operational scope of new business opportunities with customers and prospects. Part business analyst, part sales person, works closely with sales and implementation teams to understand strategic business issues and then craft and communicate solution strategies.
- Close collaboration with Account Managers, GSDC, Solution Specialists, and other cross-functional departments
- RFP process with Sales Organization
- Upsell and Cross-sell within named accounts
- Service Adaption and Utilization
- Oversight of GSDC Ops Quality
- Opportunity identification
- Targeted campaign support, enablement, and upsell
- Attend internal/external customer calls and presentations as an expert resource
- Collaborate with sales on strategic high potential customers to develop an account plan to maximize opportunities and increase gross profit attainment.
- Drive resolution of escalations by working with customers, account teams and internal support teams
- Support enablement for Account Managers on products, licensing and services, and proactively communicate updates
- Support customer setup and onboarding as needed
- Commercial Awareness - Provides customers with a value-added perspective around industry, trends and the customer's own business. Understands SoftwareONE's framework of selling products or services to customers. Possesses knowledge of products and services across SoftwareONE's Software & Cloud portfolio and is able to answer or find the answer to questions.
- Customer Intelligence- Utilizes data obtained on customers through various platforms to better understand customers and build deeper relationships. Draws useful insights from data obtained which informs organisational direction and strategies of product offerings and marketing channels to better serve customer's needs.
- Process & System Management- Follows the global best practices, leverages repeatable and scalable processes and systems/tools throughout the customer lifecycle. Identifies opportunities for process, system and structural improvement as well as improving current practices.
- Sales Methodology- Implements the organization's philosophy or framework of selling services and solutions to customers. Understands how to approach each phase of the sales process.
- Value based Selling- Provides customers with a value-added perspective around industry, trends and the customer's own business and tailors solutions and sales messages to meet customer needs displaying a level of confidence and credibility in front of the customer.
