Follows up on implemented solutions and identifies new opportunities that complement the work that was completed.
Researches and reviews customer profile information; applies knowledge of the vertical to develop customer intimacy prior to sales calls and/or strategy sessions.
Assists customer in understanding their equipment maintenance contracts, upgrade needs, and renewals; analyses the most cost-effective approach for the customer (e.g., renew the contract or purchase new equipment and contract.)
Uses various tools to calculate the Total Cost of Ownership and/or Return on Investment and explains to customers and Sales the business value of a solution and its benefits.
Articulates to customers the Practice’s value proposition; articulates audience-centric version of the value proposition to customers, account managers, and partners and uses it to generate additional revenue opportunities.
Guides (compares and contrasts) customers in their decision making within Tier 1 Partners Technologies/Solutions (EMC vs. NetApp, EMC vs. IBM); influences, guides and partners with customers to develop their IT strategy.
Leads business-focused technology solution presentations at corporate, Customer, and Partner events and meetings in your territory.
Uses technology assessments and demos as a sales tool for furthering sales opportunities; identifies cross sell-and/or up-sell opportunities for an engagement, equips/assists FSAs and Sales to pursue it.
Collaborates with Partners, Inside Solution Architects (ISA) and Account Executives (AE) to drive mapped opportunities; fine tunes strategies and approaches to achieve greater sales results.
Operates in a regular cadence with multiple partners to educate, plan, and execute on joint strategies in collaboration with multiple stakeholders (ISA, AE, Sales Managers, Field Sales); understands partner alignment in geography and leads customer opportunity mapping exercises; coordinates on-site partner visits.
Develops a detailed and ambitious Territory Plan in collaboration with Partners, AEs, and ISAs and uses it to manage their business.
Understands profit margin and how to increase profitability; works cooperatively with field sales to ensure healthy profitability. Leverages and maximizes partner pricing, partner registration programs, incentive programs, and special pricing, to win business and ensure healthy profitability, provides input on pricing to Account Managers, Field Sales, FSAs, and Partners to increase margin and deal size and position company for future opportunities; Produces marketing-type documents and materials (e.g., presentation) to customer in territory.