Pre-Sales Solutions Consultant

Description

Company Overview

At Motorola Solutions, we believe that everything starts with our people. We’re a global close-knit community, united by the relentless pursuit to help keep people safer everywhere. We build and connect technologies to help protect people, property and places. Our solutions foster the collaboration that’s critical for safer communities, safer schools, safer hospitals, safer businesses, and ultimately, safer nations. Connect with a career that matters, and help us build a safer future.

Department Overview

Noggin is a leader in integrated resilience management technology, offering a next-generation, cloud-based platform that combines several essential solutions into one unified system. Our award-winning platform seamlessly integrates business continuity, incident and crisis management, emergency management, security and operational and third-party risk management.

The Solution Consulting team possesses a deep knowledge of our solutions and provides customers with tailored software demonstration to address customer needs. Sitting within the Business Development function, they work closely with Product, Sales, Professional Services, Customer Success, Commercial and Compliance teams. They also assist with software implementations statements of work.

The purpose of the Solutions Consultant position is to embody the mantra of “Problem Meet Solution”, from a Functional Customer Business Process focus. At its core, the Solutions Consultant's responsibility is to understand the customer’s specific business and technical needs, translate, architect and articulate this into a viable, compelling and clear blueprint for a technological solution. This involves a deep understanding of the business processes, workflows, and pain points to define the "what" and "why" of a solution before the Solutions Consultants teams delve into and articulate the "how." Solutions Consultants are the visionaries who ensure that the technological solution is not just technically sound but also functionally robust and user centric.

Responsibilities

• The Investigator - Discovery and Qualification: During the initial phases of the sales cycle, the Solutions Consultant plays a crucial role in deeply understanding the prospect's business. This goes beyond a superficial understanding of their pain points, but also:
• Uncover business and functional requirements, engaging various stakeholders, to elicit detailed information about their current processes, challenges, and desired future state.
• Qualify the opportunity in collaboration with the sales executive, to help determine if our solutions are a genuine fit for the customer's needs.
• The Architect and Storyteller - Solution Design and Presentation: Once a solid understanding of the customer's needs is established, this role transitions into architecting a solution articulated via compelling storytelling.
• Tailoring the solution, to address the unique requirements uncovered during discovery.
• Crafting compelling demonstrations and assisting Solutions Consultant to create and present customized product demonstrations that showcase how the solution will solve the prospect's specific problems. Not generic overviews but tailored narratives that resonate with the audience.
• The Trusted Advisor - Handling Objections and Technical Deep Dives: As the sales process moves forward, prospects will inevitably have questions and objections, often of a more technical nature. The Solutions Consultant is a knowledgeable resource for addressing these concerns with credibility and expertise.
• Address functional and technical objections, providing detailed and reassuring answers.
• Conduct functional and technical workshops, lead deep-dive sessions with the prospect's team to discuss the solution's architecture, implementation, and ongoing management in detail.
• Build trust and confidence with a deep understanding of both our product and solution within the customer's context, to help close the deal.
• The Collaborator - Proposal Development and Closing: In the final stages of the sale, the Solutions Consultant works closely with the sales team to ensure the proposed solution is accurately articulated reflected in the commercial offer. The contributions include:
• Defining the Scope of Work, providing the customer contextual details that resonate with the customer’s solution expectations, ensuring accuracy and clarity.
• While the primary focus is on the pre-sales process, involvement may extend into the post-sale phase. Supporting handing over the solution to the implementation team for a seamless transition for the new customer.
• Basic Requirements
• Preferred Qualifications:
• Bachelor’s degree
• A minimum of 5 years, ideally 10 years related experience with complex business software solutions, ideally with at least 4 in a senior role
• Demonstrated experience in requirements gathering and analysis, and solution consulting processes and the preparation of pre-sales artefacts
• Demonstrated experience in analysing the needs of prospective customers, providing advice and delivering software demonstrations showcasing how our solutions can be delivered to customer needs
• Experience with ownership of the client relationship and front-line stakeholder engagement
• Understands working within project teams in a software solutions context
• Market or product analysis for software products
• Software Solution Consulting, Software Solution Implementation, Business development or sales experience
• Strongly desirable to have exposure to business continuity, crisis, incident, risk or emergency management systems
• Inclusion and Diversity:
• Travel Requirements
• Under 10%
• Relocation Provided
• None
• Position Type
• Experienced
• Referral Payment Plan
• Yes