ServiceNow MEA - Advisor Pre-Sales

Job Description

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 SSCs 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: Opportunity analysis

• Works with customer IT, LOB and CxO management to develop an accurate understanding of business needs.
• Identifies business value creation implications.
• Identifies customer-wide IT and business parameters and constraints that impact the solution.
• Identifies probable competition and evaluates relative company strengths.

Solution Planning and Design

• Architects an appropriate technical solution to meet the customers requirements.
• Optimizes a solutions fit to the requirements of an opportunity plus the broader customer IT strategy.
• Adapts solution design to new requirements.
• 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.
• Optimizes a solution to maximize the companys competitive advantages.

Client/customer relationship

• Builds strong professional relationship with key IT and LOB executives globally.
• Communicates the value of the companys technology in business terms.
• Understands and addresses CxO issues in relevant business terms.
• Applies strong consultative selling techniques to advance opportunities.
• Is perceived as a trusted technical advisor by the customer.
• Manages problem resolution and customer satisfaction issues through strong partnering capabilities.
• Effectively communicates and articulates the details of their component roles in a proposed customer solution.

Account team collaboration

• Actively participates with the account team in account and opportunity planning on a global basis.
• Provides solution advice, drives proposals, presentations, and other customer communications during pursuit.
• Transfers knowledge to account team.
• Understands the roles and effectively directs 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:

• Technical University degree or Bachelors degree; Masters degree preferred.
• Typically 12+ years experience in technical consultative selling and account management.
• Technical and solution experience in IT industry.
• Experience in vertical industry preferred.
• 5-10 years experience in project/program management.
• Appropriate solution or career certifications.

Knowledge and Skills: Technical/Solution acumen

• Demonstrates expert knowledge of the companys technology & solutions.
• Leverages company solutions to support customer IT strategic directions, creating extensive customer business value.
• Applies deep 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 large complex projects.
• Has a high level understanding of the companys product/services roadmaps for multiple BUs, and deep knowledge in area of specialization.
• Has demonstrated hands- on level skills with some of the technology.

Business acumen

• Demonstrates skilled use of financial and capital investment concepts in justifying company solutions that create business value for the customer.
• Utilizes deep knowledge of customer value chain and business requirements to create and propose solutions.
• Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals.
• Understands business metrics and drivers for multiple levels of customer management and appropriately tailors communications to demonstrate value.

Industry acumen

• Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges at multiple levels of customer management.

Solution selling

• Demonstrates strong communications skills with IT and LOB managers, as well as C-level executives.
• Leverages deep understanding of the competition - both positioning strategy and technology - to create competitive advantage for company.

Keyskills :