Digital Solution Area Specialist

About the role

Collaborates with account teams, partners, or services to track, qualify, and expand new opportunities. Develops an understanding of external stakeholders' mapping. Implements strategies to help accelerate the closing of deals in collaboration with other team members. Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell, up-sell, and co-sell products, solutions and services.

Manages and/or orchestrates sales and delivery success through the account team and pursuit team. Participates in rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory. Collaborates with extended sales team, partners, and marketing to conduct business analysis to pursue high-potential customers and develop a target list of potential business.

Manages the end-to-end business of the assigned territory. Sales Excellence Manages the end-to-end business of the assigned territory; conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.

Collaborates with partners and resources and leverages customer insights or industry knowledge; contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation. Participates in rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory.

Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience; manages and/or orchestrates sales and delivery success through the account team and pursuit team.

Sales Execution Identifies customer business needs and technical readiness; collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs; leverages the value propositions to communicate business impact of proposed solutions.

Implements strategies to help accelerate the closing of deals in collaboration with other team members; implements close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure.

Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry; has a fundamental understanding of customers' business to initiate conversations with customers on digital transformation in a single solution area, in collaboration with partners and services; shares learning on digital transformation through seminars, workshops, Webinars, and direct engagement.

Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are; participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's/partner's business.

Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]); for licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners; identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.

Scaling and Collaboration Applies the orchestration model to support deal closure by identifying and aligning internal stakeholders and leveraging relationships with partners.

Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell, up-sell, and co-sell products, solutions and services; identifies new partners by researching and discussing with partners on customer scenarios; develops joint proposals and consumption plans with partners; implements partner strategies to scale the business.

Bachelor's Degree in Information Technology, Business Administration, or related field AND 3+ years of technology-related sales or account management experience OR 4+ years of technology-related sales or account management experience.

Bachelor's Degree in Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience OR 5+ years of technology-related sales or account management experience. 2+ years of solution sales or consulting services sales experience Digital Solution Area Specialists IC3 - The typical base pay range for this role across the U.S. is USD $31.15 - $64.95 per hour.

There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $48.37 - $69.18 per hour. Certain roles may be eligible for benefits and other compensation.