Solution Sales Specialist, Cloud & AI

Full Job Description

Sales Execution Manages the end-to-end business for strategic accounts across the organization, leading forecasting for accounts and developing a portfolio and territory plan to drive intentional selling with on-strategy engagements in high-propensity accounts. Finally, mentors team members to support their growth and development. Brings impactful industry insights into customer engagements and closes deals with customers. Acts as a thought leader across solution areas to advise customers across business functions on digital transformation. Leads virtual transformational shifts to drive deployment and create business value for customers. Leads partner integration into account/territory planning and customer engagements. Provides thought leadership. Acts as a SME, and leverages and shares competitor knowledge across solution areas to inform decisions on pursuit or withdrawal. Facilitates the account team unit (ATU) and/or other Specialist Team Unit (STU) members to build pipeline in collaboration with partners and services. Guides others on social selling. Provides input and feedback to Enterprise Partner Solutions (EPS) team on developing partner strategies and connects the partner ecosystems to scale business results. Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. Manages the end-to-end business for strategic accounts across the organization. Acts as a Trusted advisor and uses proactive effort to find and understand customers' pain points and work with partners to design and offer solutions that support the business case Owns pre-sales discussions with customers leveraging processes and tools, demos, and programs using consultative sales methodology and sufficient technical expertise to influence the customer vision; establish rules of engagement (e.g., role boundaries, handoff strategies) for extended teams. Cross collaborates across AI, and Apps Innovation, AI Workforce, AI Business Process and Security teams to drive AI Design Wins and support the customer AI transformation inclusive of AI Applications and data foundation. Acts as the Voice of Customer to share insights and practices with GBB and Engineering, to remove key blockers and drive product improvements. At least 8+ years technology-related pre-sales and / or cloud consulting experience in Data, AI, Infrastructure, Applications Experience in financial services industries and large multinational cloud deployments is high desirable Bachelor's Degree in Computer Science, Information Technology, and / or Business Administration

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