Consulting Sales (Software) / Principal Sales Consultant recruitment

Position - Consulting Sales / Principal Sales Consultant

Responsibilities:

Opportunity analysis

• 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 organization strengths

Solution Planning and Design

• 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

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

• Understands and addresses CxO issues

• Advances opportunities through the use of effective consultative selling techniques

• Builds customer loyalty through being a trusted advisor

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

• Articulates the details of the team’s component roles in a proposed customer solution

Account team collaboration

• Actively participates with the account team in account and opportunity planning across the Region

• Provides solution advice, proposals, presentations, and other customer communications

• Analyzes and provides support to deals in the pipeline as appropriate

• Transfers knowledge to account team

• Understands the roles and proactively engages other teams and resources within organization and partners

• Identifies overlooked opportunities suggested by technical expertise

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

Education and Experience Required:

• Bachelor’s degree preferred

• Minimum 8 years experience in technical consultative selling and account management

• Technical and solution experience in IT industry

• Experience in vertical industry preferred

• Experience in project/program management

We are open to speak to interested candidates and share more information about the role. Please email us at smita.dash@blueps.asia or call us at +852 3753 7579 to setup a discussion.