The primary purpose of this role is to provide vision and direction to their Sales Consulting team which works in conjunction with the Account Executives to ensure a successful sales cycle to support the target account sales model. The Director, Solutions Consulting manages a staff of Solutions Consulting Managers and/or Solutions Consultants. The person in this role works with the sales team to ensure the right expertise and technical support is provided throughout the life cycles of the sales campaigns and is responsible for coordinating the technical resources required at different stages within the sales life cycle.
Description of Essential Duties and Responsibilities
Management and Coaching
§ Perform management duties including: employee performance management and coaching, interviewing and hiring, goal setting, and development.
§ Provide staffing direction and support to Managers; Build overall team
§ Coach and mentor direct reports, both managers and individual contributors, to improve and advance their skills; Provide coaching to develop the next level of management
§ Oversee the Solutions Consulting Manager to ensure accurate planning and coordination of all requests for resources from the Sales Team to ensure a balanced workload across the team.
§ Manage Time and Travel expenses for direct reports.
Sales Strategy and Execution
§ Manage target accounts that may span multiple account executives.
§ Assist in the production of RFP’s and other proposals to clients.
§ Propose technical and business solutions in support of sales campaigns and serve as the domain expert of proposed solutions to prospective clients.
§ Assist the sales team with the radiation strategy into target accounts by building customer relationships.
§ Plan sales campaigns in conjunction with account executives and lead efforts to ensure the delivery of all technical resources into the sales campaigns.
§ Collaborate with product managers, software developers, analysts, business officers, and other groups ensuring the successful execution of the sales strategy.
§ Provide thought leadership within the supported industry
§ Lead a technical sales team that consist of individuals from Sales and other departments to execute the current sales
Demonstrations and Support
§ If needed to support a key account, build complex demos and create POCs
§ Achieve/maintain required certification levels for the Sales Consultant role.
§ Deliver POCs and demonstrations to meet the scope and functionality to ensure that all success criteria are delivered and product differentiators are included.
§ Leverage deep knowledge of the horizontal and industry frameworks