Required Pre Sales Solution Architect with 5+ Years of Experience in Supporting the CSD,RVP,RFP and Communication Skills,Result Oriented Skills and Digital Skills.This Opporninuty is with a leading IT Client in Hyderabad.
Roles and Responsibilities
· Provide pre-sales support by executing and designing engaging demos, evaluations and pilot requests, articulate value services and gain an understanding of the needs and requirements of the prospect.
· Support CSDs throughout RFI/RFP process including RFP strategy, review of RFP team’s response, follow-up questions, preparing and delivering customer presentation as appropriate.
· Conduct regular prospect planning sessions with CSDs to identify ways to support the progression of the sales cycle for key opportunities.
· Participate in RVP/Regional calls to better understand the needs of the Regional Sales teams and stay abreast of updates and changes.
· Support assigned regions in quarterly initiatives to help drive forecast pipeline such as creating email templates, customized sites, processing registrations, running reports, etc.
· Research and understand the prospect’s business to better consult with sales team on sales strategy and presentation.
· Describe and discuss the Strategic Implementation process (direct Skillport, TPLMS, Compliance Platforms or Percipio) and requirements with sales prospects.
· Present technical requirements and determine when to engage additional SMEs including Application Engineer, Product Management, CCPublishing, Compliance Team etc.
· Respond to prospect’s concerns during meetings by articulating clear and concise information on the benefits of products and solutions.
· Collaborate with CSDs on pre-sales mappings to ensure mapping requirements are defined and clear.
· Provide Project Management expertise for Pilots relating to site builds site configuration, kick-off, and results and reporting.
· Maintain knowledge of content can integrate into third-party LMSs and talent systems. This includes being able to discuss and demonstrate the user experience and best practices for viewing content in third-party systems.
· Maintain and utilize competitive knowledge to set traps in demonstrations, evaluations and during the RFP process.
· Responsible for documenting and transferring key prospect information to the Platform Specialist when a contract is signed.
· Maintain industry knowledge and trends relating to implementation, eLearning technologies, end-user and LMS technologies.
· Maintain knowledge and skills, through ongoing training in areas such as Platform Customizations, ILT, Compliance offerings, Course Publishing, Player Technologies, Editor Tools and all content areas.
· Maintain knowledge and understanding of third party system integrations (HR, Payroll, Human Capital, Talent Management, etc.)
· Maintain knowledge of Solution Services, Platform Services and Custom Content Development
· Implementation training; Excel, Photoshop; and various Product Support Group (PSG) processes, as well as professional development (including business acumen, consultative skills, time management, organization skills, project management, communication and presentation skills)
· Demonstrate proficiency in internal processes
· Is a solid contributor to the ongoing improvement of process efficiencies
Job Requirements
· 5+ years of experience in a Pre-sales or Solutions Consultant role in the eLearning/LMS industry
Skills Required
· Communication Skills – the ability to be confident and comfortable in a variety of formal and informal settings including both small and large groups with peers, direct reports, customers and sr. leaders; able to convey information clearly and concisely to groups or individuals either verbally or in writing to ensure that they understand the information and the message.
· Consulting Skills -Eagerly engages with clients; develops a clear picture of the needs and best options from the client’s perspective; identifies resources and potential solutions that are practical and effective; helps clients navigate complex or sensitive issues; balances the client’s best interests with internal organizational objectives; analyzes and uses perspective on the client's business and operational needs to influence and drive impact; uses big picture thinking to help resolve issues and promote new opportunities; recognize and communicates trends so clients can better prepare to meet new challenges and leads through change
· Problem-Solving Skills - Proactively identifies problems; uses logic, judgment, and data to evaluate alternatives and recommend solutions to achieve desired outcomes; analyzes situation including identification of root causes; assesses and mitigates risk; effectively navigates resistance and negotiates interests to achieve goals or positive alternatives; Makes sound decisions based upon a mixture of analysis, wisdom, experience, and judgment; is able to make decisions under time or pressure with limited information.
· Results Oriented Skills- sets high goals and works aggressively to achieve them; pushes self and others to reach milestones; holds others accountable; proactively connects financial landscape and obligations to opportunities; incorporates selling mindset into consultative approach in order to achieve goals; sees when analysis and discussion have served their purpose and moves to action; responds to setbacks with renewed and increased efforts; is persistent in the face of difficulty; willingly puts in extra time and effort in crisis situations; goes the “extra mile” to ensure the goal is met
· Personal Effectiveness Skills - ability to devote appropriate degrees of attention to both personal and professional priorities to create a balanced, integrated and highly functioning individual. Is able and committed to adapt one's interpersonal style, skills and qualities so that high quality results are achieved.
· Demonstration Skills – ability to conduct demonstrations offering, both in a virtual or face-to-face situation, by leveraging listening, questioning, and storytelling skills; ability to convey technical concepts to non-technical audiences
· Project Management Skills - ability to plan, conduct, track and communicate tasks and progress for prospects and internal initiatives. The ability to specifically manage multiple concurrent projects is required.
· Digital Skills – ability to use key desktop applications such as Microsoft Word, Outlook, OneNote, PowerPoint and Excel to increase daily efficiency; Digital skills in the area of graphic editing tools such as Photoshop, HTML Editors such as Dreamweaver and basic HTML knowledge
Education and Certifications
Bachelor’s Degree in business, education or related field; or equivalent experience
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