Key Responsibilities
Opportunity Analysis
- Works with client IT and management teams to gather and develop an accurate understanding of business requirements and related issues both business and technical.
- Identifies related needs (lead generation, opportunity expansion).
- Identifies client-wide IT 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 client requirements.
- Optimizes a solution to fit the requirements of the opportunity plus the broader customer IT strategy.
- Balances and incorporates the inputs of specialists in the solution design.
- Adapts the 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 implications of a solution and includes these in design activities and account planning.
Client Relationship
- Builds strong professional relationship with key IT and business executives.
- 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
- Actively participates with the account teVFS am 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.
