• Participate with the Sales Teams during Portfolio Optimization (Territory Planning)
• Deliver the right Solution Assessment to align with Customer needs and the Solution Area Sales Plays
• Recommend Solution Assessment Partner and coordinate handoff to migration Partner
• Scale through our “Solution Assessment as a Service” suppliers
• Allocate 1st or 3rd Party discovery tool (e.g. Movere, Azure Migrate, Lab3, Unify Cloud, CAST, etc.) and orchestrate funding
• Align analysis to the Customer solution outcome and Cloud journey incorporating cloud economics

Responsibilities

Assessment

• Leads pre-sales and pipeline targeting and/or generation efforts for a specific geography, segment, partner, or customer. Provides input into engagement identification for large-scale and/or strategic deals. Outlines framework for engagements within specific territories, often managing multiple engagement campaigns at a time. Determines orchestration, toolsets, and budget needed for an engagement kickoff. Aligns with and enables partners and/or suppliers to scale engagements within budget accountability.
• Works closely with customer account executives for specific accounts/territories to deeply understand their history, infrastructure, and critical issues. Proactively engages in customer and accounting team research to gather insights for solution assessment planning. Connects information across previous projects to inform current engagement efforts. Provides recommendations for account planning and coverage.
• Drives partners and/or suppliers to conduct discovery analyses and case studies. Oversees end-to-end solution assessment of first and/or third party tools, scanning the customer environment to see what is running and to locate all tool assets, deployed estate, and licensing entitlements. Works with partners to prove out results and quality of the analysis prior to reporting.

Implementation

• Delivers plans with or through partners that are directly aligned to customers' migration and modernization goals. Determines and advises on the best assessment type to move plans forward. Supports partners to land plans which drive consumption. Maps customer information to additional products which target desired outcomes and drive consumption. Determines correct and/or supplemental funding models to deliver assessments.
• Presents solution assessment results and plan options back to customers directly with or indirectly through partners and/or suppliers, acting as a trusted advisor to consult on effective plan deployment. Advocates for advantages of modern tools and processes that cater towards customer needs. Helps partners and/or suppliers adjust messaging and tactics to communicate technical information clearly and accessibly (e.g., using storytelling, visualizations, imagery). Proactively communicates about the migration and next steps. Deepens understanding of their personal key performance indicators (KPIs) and general knowledge of their area/ subsidiary's KPIs using centralized reporting.
• Advises on how to maximize solution assessments and migrate customers' current tools, identifying opportunities to incorporate business value analysis. Drives the deployment of solution assessments for their segment and/or target customer list. Ensures solution assessment plans include a deployment path and initial orchestration with selected deployment partner. Considers how to optimize return on investments. Integrates migration funding resources, expertise, and partner perspective to aid in deployment and/or to allow partners to extend work with customers.
• Transitions post-assessment work to internal teams (e.g., Specialists) and migration partners. Connects internal teams with customers to continue building relationships (e.g., to check on ongoing progress and needs). May facilitate the design of centralized reporting to measure customer success. Ensures internal teams keep them informed, and raises critical concerns to determine how to mitigate or avoid future issues.

Collaboration

• Develops strong, collaborative relationships with extended partners, suppliers, and/or assessment desk to execute solution assessments. Selects the right partners to work with customers. Gains traction and alignment on which partner will own the engagement as well as critical plan components to prioritize. Facilitates partner onboarding and training (e.g., tools, warranty, priorities).
• Builds relationships with a large group of global stakeholders, both internal and external (e.g., executive leadership, partners, field sellers). Works across stakeholders and cross-functional teams (e.g., marketing, business groups) to orchestrate and align on solution assessment components. Contributes to building a network of advocacy across the organization and partner community to promote solution assessment work using data-driven examples (e.g., sharing outcomes and customer win stories).

Strategy

• Works closely with and connects across account teams and segment leadership to drive components of an area's solution assessment strategy. Adjusts strategy execution to deliver value to customers. May assess cloud-based demand generation in partnership with marketing team and business groups. Contributes to analyzing and selecting new accounts.
• Drives solution assessment and cloud migration optimization. Deeply understands elements that drive consumption and customer migration triggers. Identifies aspects of customer organizations which drive cloud governance and multi-cloud consumption. Articulates the benefits of solution assessments and cloud-based adds to gain buy in for usage directly with customers. Considers how to increase cloud consumption and revenue growth by proving out technical and financial value of migration plans.
• Demonstrates expertise in solution assessment and cloud migration, including solution assessment discovery tools. Clearly articulates the business value in using various tools and/or Independent Software Vendors (ISV) Solutions. Refines and maintains sales perspective to identify, assess, validate, and influence customers' needs and vision. Begins to leverage technical knowledge to act as a thought leader and advisor to customers. Develops an awareness of trends in the market, competitors, and local/governmental influences.

Qualifications

Required Qualifications

• 7+ years of technology-related sales or account management experience
  • OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years of technology-related sales or account management experience.

Preferred Qualifications

• 9+ years of technology-related sales or account management experience
  • OR Bachelor's Degree in Information Technology, or related field AND 8+ years of technology-related sales or account management experience
  • OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years of technology-related sales or account management experience.
• 6+ years of solution or services sales experience.