Solutions Consultant

2 days ago

Sydney, Australia Clearwater Analytics Full time

Solutions Consultant

Job Summary:
The Role:
The primary goal of the Solutions Consultant is to demonstrate Clearwater product capabilities to the fullest extent. You will act as the ‘trusted advisor’ and a consultative resource to both internal (e.g. Sales, Product, Account Management, etc.) and external stakeholders, assisting in driving new business from prospective and existing customer accounts, as well as meeting and/or exceeding all sales quotas to achieve revenue goals.

This is an exciting opportunity to join a fast-growing team with proven success

What You’ll Do:
- Act as the primary technical point of contact for key stakeholders within institutional asset managers and asset owner prospective clients.- Lead technical discovery sessions with prospective clients. Understand & document existing operating models, key business requirements and pain points.- Evaluate customer business and technical needs with a consultative approach, collaborate with sales on the sales strategy, and prepare and deliver high quality, ‘solution-led’ demonstrations and conversations to business and technical stakeholders from prospective firms.- Field product requirements from prospective customers and interact with the product team when gaps exist- Collaborate with the deal team to develop a competitive strategy to win the deal.- Understand the competitive landscape and key differentiators of the Clearwater platform across the multiple lines of businesses Clearwater caters to.- Continuously evolve domain expertise with respect to all current developments and enhancements to the Clearwater platform (SaaS and Managed Services).- Prepare high-quality responses to RFI/Ps.- Display strong technical acumen with an ability to confer with customers and assess their requirements.- Effectively handle potential client objections and be able to adapt the demonstration of functional product capabilities to meet clients’ needs.- Build trusted relationships with key internal & external stakeholders from procurement through delivery by demonstrating the benefits and value proposition of the Clearwater platform.- Use quantifiable metrics to help potential or existing clients with a reduction in cost / time, and-or an improvement in scales and effectiveness by identifying and resolving for business operation pain-points.- Contribute to the standardization of Solutions Engineering documentation and assist in maintaining the Customer Relationship Management (CRM) system with accurate and timely information.- Help maintain internal knowledge bases, prospect notes, demonstration scripts, and templates.

What You’ll Need:
- 6+ years experience in a sales engineering or implementation role focused on front-office technology (OMS, PMS) serving traditional asset managers and asset owners.- Experience in complex, Enterprise sales in FinTech space (Enterprise solutions and services to the front, middle and back offices of Hedge Funds, Traditional Asset Managers & Asset Owners)- Strong understanding of hedge funds, traditional asset manager and asset owner operating models, the investment management lifecycle and vendor landscape.- Excellent communication, presentation and collaboration skills.- Experience with RFI/RFP processes.- Willingness to travel onsite to meet with prospects and clients.

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