Solution Area Specialist

Full Job Description

Evaluates solution area(s) and market and develops insights to align sales plays with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Customer Engagement Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. Participates in strategy development for driving and closing moderately complex, significant value opportunities. Collaborates across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to contribute to deal orchestration and handoffs throughout the deal lifecycle. Utilizes best practices to earn customer buy-in, secure deals, and mitigate risks to facilitate sales activities across the solution area. Reviews and translates customer and partner feedback to establish recovery action plans. Develops relationships with key customer and partner stakeholders to understand sentiment and satisfaction goals Drives partner teams, resources and relationships are activated, driving co-selling strategies and partner attach to each opportunity through every stage in the sales lifecycle. Drives partner organization connections (i.e. GPS) to drive share, partner health, that aligns with execution plans to accelerate customer value realization at scale. Analyzes business and emerging opportunities to improve the customer portfolio and encourage customer innovation. Evaluates solution area(s) and market and develops insights to align sales plays with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Evaluates and disseminates market intelligence, trends, and insights across the team. Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, Information Security, or related field AND 4+ years of experience in technology-related sales or account management Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 6+ years of experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years of experience in technology-related sales or account management OR equivalent experience. 4+ years of solution or services sales experience. Conflict Resolution: The ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities. Oral communication: Ability to make a verbal message understood and to receive/understand messages during in-person or remote (e.g., telephone) interactions. Presentations: Capacity to create and deliver formal presentations to others. This includes sharing information on a range of topics in a clear, concise, engaging and convincing manner; commanding the audienceÂÂ's attention; developing effective presentation materials (e.g., handouts, visual aids); and handling questions or argumentative positions from the audience. Technical communication: Ability to adapt communications around different technologies, products, and services to the audience's level of understanding. Written communication: Proven skills to prepare clear, accurate, and understandable written text, and follow the basic rules of spelling, grammar, and punctuation. This may include memos, emails, proposals, reports, and professional or general correspondence.

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