Technical Solutions Specialist

1 week ago

Canberra, ACT, Australia beBeeMainframe Full time $150,000 - $200,000

Job Summary

This is an influential role focused on opening key opportunities for our largest customers.

  • Lead or participate in a collaborative team environment and demonstrate the ability to work independently with appropriate direction to provide high-quality deliverables and recommendations using relevant best practices.
  • Identify additional product sales and professional services opportunities, assist in solution and proposal development, respond to customer requests for information, and participate in relevant business capture initiatives.
  • Assist Sales with renewals by understanding the value of the solutions to the customer's business and understanding how the use of their environment aligns with the license model.

Key Responsibilities

This position must be seen by the customer as bringing tangible value in terms of experience, knowledge, and expertise. This is achieved through a combination of broad real-world experience and industry-specific certifications. Overall, this position is responsible for delivering positive, quantifiable results for the organization measured across five primary areas:

  • Customer Focus: Effectively and compellingly communicate the organization's key capabilities to address customer and partner needs.
  • Financial Targets: Meet or exceed stated financial targets.
  • Internal Business Processes: Demonstrate mastery with internal processes, systems, and support structure.
  • Leadership, Teamwork, and Planning: Collaborate with, and effectively run virtual teams.

Critical Job Duties

Customer Focus:

  • Assist account directors and/or partner account directors in technically qualifying solutions and their benefits to customers and/or partners.
  • Work closely with account teams and customers or partners to obtain a deep understanding of the customer's technology needs or partner's offerings and architect a solution to meet them.
  • Build relationships across customer's or partner's IT silos and offerings to understand, build, document and share knowledge of their infrastructure, challenges, and potential technical impact of planned projects.
  • Maintain a deep technical knowledge of the products developed by the mainframe division.
  • Provide technical specifications and requirements documentation as necessary to support proposed solutions.
  • Effectively position and present the benefits of solutions and specifically how they will support the client's technical and functional requirements.
  • Provide technical leadership and oversight during trials, proof-of-concept (POCs), complex demos, etc., as warranted.
  • Ensure technical requirements required by proposed solutions are clearly communicated to and understood by the client and meet the client's expectations.
  • Effectively communicate key competitive differentiators, by solution as defined by product groups.
  • Foster and build relationships with customers and partners to develop references.
  • Strive to constantly improve the quality of all customer interactions.

Financial Targets:

  • Directly assist account teams in achieving financial targets via opportunity planning process.
  • Assist sales in accurately assessing and forecasting opportunities.
  • Evaluate alternative options to execute opportunities by most cost-effective means without negatively impacting deliverable quality or customer's perceptions.
  • Ensure long-term stability and sustainability of book-of-business.

Required Skills and Qualifications

  • Bachelor's degree or global equivalent in Computer Science or related degree.
  • Twelve or more years of detailed technical industry-related experience.

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