Psls Eds Cons Iv (0M909I) CERNUSCO SUL NAVIGLIO

Psls Eds Cons Iv (0M909I)
Cernusco sul Naviglio
Lombardia, CERNUSCO SUL NAVIGLIO

Responsible for creating, qualifying, developing & selling solutions with account team.

Composed of TCC - Technical Client Consultants, Lead Solution Consultant (LSC) and Software Solution Consultants.

Possesses consultative selling and deep IT infrastructure know-how in there solution area of expertise; TCCs and SSC's are account-dedicated, focused on account and business issues.

Are opportunity focused, responsible for driving an opportunity or set of opportunities to closure.

These jobs focus on selling to customers, typically through work that occurs outside the company offices.

**_Responsibilities:

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**_Opportunity analysis

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- Gathers and assesses customer needs, both business and technical; works with customer IT and LOB management to develop an accurate understanding of business needs and related issues.

- Identifies related needs (lead generation, opportunity expansion).

- Identifies customer-wide IT parameters and constraints that impact the solution.

- Identifies probable competition and evaluates relative company strengths.

**_Solution Planning and Design

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- Architects an appropriate technical solution to meet the customer's requirements.

- Optimizes a solution's fit to the requirements of an opportunity plus the broader customer IT strategy.

- Balances and incorporates the inputs of specialists in the solution design.

- Adapts solution design to new requirements.

- Anticipates and plans for competitive threats.

- Establishes the validity of a solution and its components with both short and long term implications.

- Identifies the growth path, scalability options and implications for customer IT strategy and/or related LOB implications of a solution and includes these in design activities and account planning.

**_Client/customer relationship

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- Builds strong professional relationship with key IT and LOB executives across the Region.

- Understands and addresses CxO issues.

- Applies consultative selling techniques to advance opportunities.

- Builds customer loyalty through being a trusted advisor.

- Partners effectively with others in the account to ensure problem resolution and customer satisfaction.

- Effectively communicates and articulates the details of their component roles in a proposed customer solution.

**_Account team collaboration

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- May actively participate with the account team in account and opportunity planning across the Region.

- Provides solution advice, drives proposals, presentations, and other customer communications during pursuit.

- Transfers knowledge to account team.

- Understands the roles and proactively engages other teams and resources within company and partners.

- Applies technical skills to identifying overlooked opportunities within the account.

- Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.

**_Education and Experience Required:

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- Technical University degree or Bachelor's degree preferred.

- 8-12 years experience in technical consultative selling and solution/account management.

- Technical and solution experience in IT industry.

- Experience in vertical industry preferred.

- 5-7 years experience in project/program management.

- Appropriate solution or career certifications.

**_Knowledge and Skills:

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**_Technical/Solution acumen

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- Demonstrates a broad knowledge of the company's technology & solultions, with deep expertise in area of specialization.

- Links company solutions with data business center needs to create customer business value.

- Applies broad understanding of technical innovations & trends to solving customer business problems.

- Establishes thought leadership in solution or technical specialty area with customers.

- Demonstrated ability to work as the lead for components of large complex projects.

- Has a high level understanding of the company's product/services roadmaps for multiple BU's.

- Has demonstrated hands-on level skills with some of the technology in their solution area.

**_Business acumen

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- Leverages financial and accounting concepts as well as capital investment concepts in demonstrating business value of proposed solutions to customers.

- Creates solutions that creatively address customer value chain and business requirements.

- Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals.

- Appropriately tailors communications to varying levels of customer management.

**_Industry acumen

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- Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges.

**_Solution selling

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- Demonstrates strong communications skills with IT and LOB managers, as well as some C-level executives.

- Leverages strong understanding of the competition - both positioning strategy and technology - to create competitive advantage for the company.

LI-DNI