JOB PURPOSE : Responsible for developing customer solutions during the sales cycle by understanding customer needs and aligning them with the company's product offerings.Support the sales team with product information, communicate sales strategies effectively, and assist in all necessary liaison activities.KEY RESPONSIBILITIES :Manage deals assigned to the sales team, prioritizing efforts to maximize impact on productivity and profit, as directed by the sales manager.Proactively define technical solutions to meet customer requirements, assess their needs, and recommend solutions that create value for both the customer and the company.Engage with all relevant stakeholders within the customer organization, adapting solutions as needed to ensure support.Coordinate closely with internal teams to align solution design with customer needs.Secure commitments from customer technical staff to facilitate the technical closing of deals.Achieve targets for profitable sales growth within assigned product lines, markets, channels, or teams.Provide coaching and professional development to sales team members to enhance their product knowledge and technical sales skills.Identify and pursue additional business opportunities within customer organizations, collaborating with sales to ensure these are effectively managed.Understand the business and technical problems addressed by the products, including regulations, business drivers, and evolving needs.Stay informed on competitive analyses and differentiators between the company and competitors.Prepare for meetings by understanding differentiators and competitive advantages.KEY DUTIES / TASKS :Collaborate with Product Management and Marketing to define and refine sales messages and ensure sales materials are aligned with marketing strategies.Ensure that pre-sales resources evolve in line with marketing messages and sales requirements.Respond to RFI and RFP with appropriate proposals and pricing.Support sales activities by providing product, business, and technical knowledge.Monitor support for technical solutions proposed during sales and alert teams to potential risks.Coordinate with Product Managers and Marketing to communicate product direction and design details to the sales team.SUPERVISORY RESPONSIBILITIES :Operate independently for daily tasks, reporting to the Pre-sales Manager, with no direct supervisory responsibilities but managing project resources as needed.SKILLS AND KNOWLEDGE :Knowledge required :Proficiency in Microsoft Office, especially PowerPoint and advanced Excel skills.Ability to analyze client requirements and apply solution-selling techniques.Experience in developing and presenting sales proposals using standard templates and collateral.Excellent communication and presentation skills.Knowledge of related applications, databases, and web technologies.Skills required :Ability to work collaboratively, quickly assimilate technical information, and influence stakeholders.Strong negotiation and organizational skills.Ability to build relationships, identify customer needs, and develop tailored solutions.High organizational skills with the ability to handle multiple tasks and priorities.Analytical skills to design processes and ensure quality and accuracy.Results-oriented with effective reporting and communication.Business Leadership : Create and communicate a vision, inspiring action and strategic planning.People Leadership : Focus on impactful communication and relationship building for success.Market Leadership : Foster a performance culture that drives excellence and client focus.EDUCATION AND EXPERIENCE :Minimum of 5-7 years experience in solution selling and new business development.Proven ability to identify, pursue, and close new business opportunities.Strong presentation and communication skills.High literacy and numeracy skills; payroll experience is a plus but not essential.High integrity and ethical standards.Training in strategic selling and marketing.
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