Solution Sales Specialists provide support during the generation of sales leads, e.g., as a technical evangelist for marketing activities, including speaking/presenter engagements at conferences, conventions, usergroups, webinars, etc.
Usually, they take responsibility for business opportunities that have already been qualified by Customer Business Development Managers. Together, they work to identify the customer's actual goals and needs as well as decision structures, preferences regarding time and budget, as well as the competitive situation.Through this and thanks to their excellent subject matter expertise, Solution Sales Specialists design an ideal solution for the customer based on the existing service portfolio. This also includes the initial estimate and structure of prices that they present to customers in an initial proposal. If this proposal is accepted, they will make an appropriate statement of work.
Solution Sales Specialists remain responsible until the business opportunity is contracted and bring their knowledge to every activity. They then ensure a smooth handover to the service delivery teams. They will also continue to support afterward if necessary, e.g., as part of change management.
General Requirements:
Support with the generation of leads Has already created the first content like blog-articles (that can be used externally) Conducts webinars from time to time Speaks from time to time in front of groups >10 persons and presents Is used to taking part in account planning workshops, contributes knowledge about the customers, the market, and specific demands Solutions Development Knows how to ask the right questions in a conversation to document the requirements, translates requirements into business outcome Can lead workshops alone Can combine various standardized service modules into a meaningful overall solution Can describe the business impact of a project or managed service; Understands the priority of it for the customer Calculation of business cases Divide a solution into assessable individual parts and let experts assess the best case, worst case, and most realistic case Can perform, prepare, and present a complete TCO analysis; considers business partnerships and funding as well Negotiates successfully based on the specifications to achieve the highest possible amount Knows how to use the definition of milestones early in the sales process Creates presentations that are perfectly tailored to an appointment and therefore convincing
Management & Leadership
Can explain well and transfer his knowledge to others Is familiar with the most important economic terms and procedures Has good ideas for improving structures, processes, and results Has a very collaborative attitude Sets, if necessary, the right priorities and distinguishes into necessary and convenient tasks
Subject Matter Expertise Cloud Compute:
Has first hands-on experience in dealing with public cloud offers. can explain portals and basic concepts e.g. Microsoft Cloud Adoption Framework for Azureo AWS well-architecture framework Governance Conceptso Consumption Optimization Can advise on the best migration solution. Is familiar with standard tools Can explain standard backup and recovery concepts and estimate dimensions (especially storage) Can explain the technical features behind Service offerings and how it addresses customer challenges(based on AWS and Azure + comparison containers vs. Servers)
Cross Subject Matter Expertise:
Can collect customer requirements for Cloud Apps/Data solutions Future Workplace solutions Software Lifecycle Management solutions and take over the first qualification of the opportunity Gather customer requirements for Data Protection and Security to propose a suitable solution from the company Portfolio that addresses customer challenges and qualify the opportunity Can explain the business impact of out-tasking; designs individual managed services in coordination with the delivery, but without on-site presales support of the service delivery; can define a complex operational model
Certifications:
MS-900 M365 Fundamentals ITIL v4 Foundation Certified Kubernetes Admin (CKA) AZ-104 Azure Administrator MS-900 M365 Fundamentals ITIL v4 Foundation Certified Kubernetes Admin (CKA) AWS Solutions Architect
