Description
We're looking for a Director level (IC) - Key Account Solution Engineer with a proven track record of success and strong confirmed experience. They are seen as an inspiring leader in their space, can articulate an industry point of view and clearly set out the case for change for their customer, who the SE will know intimately. This SE has extraordinary negotiation skills to effectively challenge the status quo
This individual will have strong business value experience and is able to connect sophisticated business challenges to the required capabilities to deliver positive business outcomes. They exhibit strong project management skills to clearly articulate sophisticated business engagements.
They undertake desktop research, can interpret financial reports, amongst other sources, to gain understanding of the high level financial drivers and the key board level programmes that a customer is delivering. This expert also undertakes novel and innovative methods of secondary research to further develop customer insights.
People:
This person is a respected co-leader of the account team, is a mentor, and a leader of supporting virtual teams. They operate, and continually evolve, internal and external networks to orchestrate not only successful customer engagements but also to evangelise Salesforce in the marketplace.
Mentor teams and team members to help them be the best and achieve their personal development goals
This individual has a number of CxOs relationships and is comfortable holdingCxOsO level conversations while adjusting to the technical detail, for the CxOs’s subordinates.
Tech:
An ideal SE has a strong technical foundation, is a technical thought leader, and can easily link business initiatives to technology solutions with their strong understanding of enterprise architecture.
They are able to simplify complexity in their solution design approach, are able to drive technical innovation and orchestrate content teams to deliver elite solution demonstration experiences. In doing so they are able to connect relevant Salesforce case studies and solutions and plays.
Responsibilities
Ability to develop lasting relationships at every level including the C-level and ensure that aligned customers optimally adopt and realise value from their new or existing Salesforce solutions. Orchestrate engagement of solution and product teams, work with the assigned solutions team on the technical sales execution planning and delivery.
Establishes high technical credibility and professional rapport with internal stakeholders and clients.
Contributes to message on Salesforce viewpoints, delivers demonstrations, business value assessments and other impactful go-to-market assets.
Actively enabled the broader Solution Engineering team and multi-functional distribution team to more effectively position the value of the solutions within the Salesforce portfolio.
Collaborates with other Solutions resources across the ecosystem.
Focuses on strategic opportunities, accounts and industry motions.
Understand the customer’s needs, and establish Salesforce’s product as the best solution that solves outstanding challenges.
Convey a deep understanding of the client’s industry and technology as it pertains to Salesforce’s solutions.
Develop and deliver innovative custom solutions, build and present customised demos of Salesforce products including solution concepts to key decision-makers to address their business issues and needs showing business value.
Participate in all appropriate product, sales, and procedural training and certifications to acquire and maintain the knowledge vital to be effective in the position.
Attain quarterly and annual objectives assigned by management.
This role requires:
A creative, strategic problem solver who can bring innovative ideas, a new perspective or a new strategy to the table to challenge the status quo.
Strong technical and intuition for business ideally gained within a sophisticated software solution environment
Strong communication and relationship building skills, an excellent networker with the ability to navigate a wide map of internal stakeholders and external account relationships to CxOs level and in particular CIOs.
An engaging presenter and storyteller.
Deep industry expertise in the aligned Industry Sector.
Track record of solution engineering, consultancy, or delivery, for an enterprise software solution organisation.
Shown oral, written, presentation, and interpersonal communication and relationship skills.
Confirmed time management skills in a dynamic team environment.
Ability to work as part of a team to address problems in dynamic, energising environments.
Inquisitive, practical, and passionate about technology and sharing knowledge and best practices
Willing and able to travel occasionally.
Experience will be evaluated based on alignment to the core competencies for the role.
