Role Description:
Gathers and assesses customer needs, both business and technical;
Identifies related needs (lead generation, opportunity expansion)
Identifies site-specific parameters and constraints that impact the solution
Identifies required project steps
Identifies likely problem areas that require attention
Identifies probable competition and product roll-out data/training needs
Architects an appropriate technical solution to meet the customer’s requirements
Investigates and optimizes a solution’s fit to the requirements of an opportunity
Adapts solution design to new requirements
Establishes the validity of a solution and its components
Identifies the growth path and scalability options of a solution and includes these in design activities
Generates an implementation plan with timelines for the solution
Creates the appropriate test plan as required
Anticipates some of the potential challenges for the proposed project plan
Assesses likely competitive threats
Assists with requests for expertise from peers
Maintains excellent communications with customer management
Represents company as technical expert with customers; shares knowledge in area of expertise
Advances opportunities through the use of effective consultative selling techniques
Builds customer loyalty through being a trusted advisor
Partners effectively with others in the account to ensure problem resolution and customer satisfaction
Communicates and articulates the details of their component roles in a proposed customer solution
Actively supports the account team with solution advice, proposals, presentations, and other customer communications
Transfers knowledge to Presales peers via contributing participation in education programs
Identifies overlooked opportunities within the account
Analyzes and provides support to deals in the pipeline where needed
Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design
Understands the roles and affectively engages other teams and resources within the company and partners
Contributions have strong impact with assigned territory or Regional BU, and some impact on Regional company business
Contributes to the presales direction for the Region or some areas of a BU
Breadth of influence goes across multiple organizations within the Business and is sought, valued and used
Qualifications
Education and Experience Required:
Technical University or Bachelor’s degree preferred
Typically 5-8 years experience in technical selling and/or consultative selling
Experience in industry desired, i.e. Mostly on Networking products & Storage
Server experience advantageous
Technical and/or solution experience in vertical industry preferred
Knowledge and Skills Required:
Demonstrates a solid knowledge of company’s breadth of solutions
Demonstrates deep technical capabilities in assigned area of specialization
Awareness in competitive solutions knowledge.
Understands data business center components and how IT is used to address business needs
Demonstrates current understanding of technical innovations & trends and their impact on solving customer business problems
Demonstrated ability to work as the lead for components of large complex projects
Has a high level understanding of the company product roadmaps for multiple BU’s
Has demonstrated hands-on level skills with some of the technology
Understands and applies basic financial and accounting concepts as well as capital investment concepts and applies them appropriately in positioning
Applies understanding of the customer’s value chain and business requirements when designing and proposing solutions
Communicates the value of the solution in terms of financial return and impact on customer business goals
Solid level of industry acumen; keeps current with trends and able to converse with client on issues and challenges
Demonstrates solid questioning techniques and related communications skills with customer managers
Demonstrates understanding of the competition as well as good positioning & strategy
