Solutions Sales Specialist  

Purpose

Serve as Sales executive to Internal (BU's) and External Customers. Evangelize CXBSG products to customers and fulfill task related to supporting Sales in closing customer engagement projects. Should have both commercial and technical abilities.

Duties and Responsibilities

Solutions Specialist Main Tasks

• Create solution presentations and deliver these ideas to customers via presentation, demo, discovery workshops, training etc
• Lead discovery/ scoping sessions with customers and document these activities
• Lead POC for customers when needed, in coordination with principal and CXBSG's Design and Engineering Team
• Coordinate with other business solution groups for requirements to complement solution offered by CXBSG e.g. for a Genesys solution, reach out to Development Team for any customization needs
• Prepare knowledge transfer activities, enablement's, demo's to both internal and external customers (Sales, SA, customers).
• Research on current industry trends related to solutions being offered
• Research on current industry trends related to competitor solutions
• Help answer customer's TOR in coordination with principal and CXBSG's Design and Engineering Team
• Help craft SOW, POC documents in coordination with principal and CXBSG's Design and Engineering Team and Implem team
• Help BSG heads for feasibility studies
• Create Bill of Materials and help sales come up with Cost Analysis if needed (e.g. 3 year offer is better for higher discount)
• Help BSG heads review a possible partner e.g. listen to vendor presentations and see if this will be feasible in complementing current CXBSG portfolio or whether or not the offering overlaps current solution sets (Solution Sales will only help on this process but BU head will have final say and judgement)
• Be trained/ certified to be more knowledgeable on solutions
• Document all vendor, customer interactions in form of but not limited to:
• Help create roadmap documents for accounts in coordination with Sales and SA
• Document lessons learned on projects that were closed.
  • Minutes of Meeting
  • SOW
  • BOM
  • CID (Customer Information Document which contains information of customer like stakeholder name, current opportunities)
  • Presentation
  • MOM with Question and Answer Documentation
  • TOR/ RFP
  • POC Criteria Checklist

All templates are ready and specialist will not need to start from scratch.

Relationship Management

• Coordinate with principal for discounts
• Coordinate with vendor for opportunity updates, marketing activities, business plans
• Coordinate with principal and internal marketing team for marketing activities e.g. webinar, customer sessions
• Help with internal gamification activities of CXBSG like General Assembly (add input, help organize)

A. Minimum Education

• Preferrable related to IT but work experience would be considered in the event fulfilled education does not fall under IT.

B. Minimum Experience/Training

• With at least 5 years experience in IT selling, Business Development, Project Management, or any related function
• Should understand customer engagement terminologies and basic telephony.