Sales Solution Architect

Role Overview

• Ensure the value proposition of brightfin’s solutions are communicated to prospects at the mid management level or above
• Partner with Direct Sales team to provide detailed business understanding, process & technical expertise – drive discovery, perform presentations and solution demonstrations
• Demonstrate authoritative knowledge of current business challenges and opportunities and explain how brightfin supports business growth and helps customers take advantage of new trends and technologies supported by brightfin solutions
• Demonstrate brightfin’s technology, listen to customer questions, and explain how our technology can solve customer challenges, and improve their productivity
• Engages the client in productive discussions to understand the needs and define the business case
• Gathers information required to develop a solution
• Analyzes customer requirements to identify gaps
• Ensures that the brightfin Product and solution will meet customer requirements; refines requirements with the customer as needed
• Identifies pain points and directs customers to focus on processes or needs for which the brightfin product can show immediate value
• Understands and translates needs into a targeted solution that can be delivered effectively (cost and time) by the brightfin services organization
• Can demonstrate the value that will be delivered through the brightfin solution using modeling tools, Proof of Concepts, and whiteboard presentations
• Identifies gaps in the implementation and presents solutions – training, need for SME, resource needs, etc.
• Lead packaging & appropriate pricing of solutions
• Ownership of RFPs, InfoSec Questionnaires and SOWs
• Assist in Transition from sales to the Implementation phase
• Communicate solutions based on business value and clearly articulate the business benefits to the prospect/customer
• Able to separate short-term from long-term strategy and goals
• Has a deep understanding of the business value provided by brightfin solutions in all areas of the business, current and emerging
• Maintains strong relationships with delivery teams and stays abreast of pipeline activity providing customer feedback to help shape solutions
• Ensure consistent communication and management of client needs
• Develop a strong rapport with prospects by building credibility through knowledge and value
• Identify customer needs and develop effective solutions that meet expectations
• Ensure clear communication of customer expectations throughout the brightfin organization – Executive team, Services, Product, and Support
• Address prospects concerns and need head-on; recruiting the appropriate resources needed to meet expectations

Requirements

• At least 5 years of business experience solving complex business challenges
• Broad industry and business experience, possibly gained through business consulting
• Strong communications skills; the ability to articulate the value of brightfin’s products/solutions in a clear manner to senior business leaders as well as operational staff
• Ability to listen, understand and communicate customers' needs verbally and in writing
• Ability to interact with others in a cooperative fashion to build strong rapport based on credibility
• Ability to analyze and understand data and the relationships within the data and how it is used by the business (specifically IT & telecommunication information)
• Proficient with Microsoft Office Suite or related software to build compelling content and presentations
• Ability to demonstrate an online platform and present other material such as ROI sheets and Process flowcharts in person and remote
• Ability to stay up-to-date and learn new platform functionality & messaging for demonstrations
• Aptitude for staying abreast of emerging technology and how innovative adoption of technology and business practices can deliver competitive advantage
• Knowledge of the Technology Expense Management industry including products/services and processes
• Knowledge of the Telecommunications industry including products/services and processes
• Knowledge of enterprise software usage and implementation
• Potential for moderate to high travel based on customer meetings and assignments 30% travel through the US

Benefits

• comprehensive health, dental and vision benefits package
• Paid time off
• work-life balance
• 401K with employer match