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Business Solutions Consultant Aravo Solutions
Company:Aravo Business Solutions Consultant with focus on the sale of Supplier Information Management (SIM) product offerings. Domain expertise in Supply Management, Procurement/Sourcing, Supply Chain, Risk Management, or Supply Chain Finance is a plus. Expertise in relevant industry/industries preferred.
Required Skill Sets:
The following skills are critical for the position listed above:
10+ years proven presales success in software sales (SaaS experience a plus)
Process-oriented Consultative Selling Skills (e.g. Solution Selling)
Business Process Consulting and/or project management experience a plus
Experience with corporate software solutions such as ERP, Sourcing/Procurement or Supply Chain is preferred
Business acumen to understand the whole picture while executing at the detail level
Ability to orchestrate resources in a team selling environment
Thorough domain knowledge (requires vertical expertise plus functional expertise in at least one area)
Functional: Sourcing/Procurement, Supply Management, Supply Chain, Finance, Risk Management
Vertical: Flexible (Pharmaceutical Manufacturing & Telecom Services, Manufacturing (non Oil & Gas, Hi-Tech, & Automotive), Agriculture, Food & Beverage, and Restaurant, Retail & Attire)
Exceptional Demonstration Skills
Adept learner with deep product knowledge ability
Ability to administer personal demo environment via the web
Excellent oral & written communication skills appropriate at all levels of the prospective client's organization
Proficient with the use of Microsoft Excel, Word, and PowerPoint applications
Results-oriented, money-motivated, strong sense of urgency
Versatile and confident, calm under pressure
High-energy approach to doing business, action oriented, "can do" attitude, self starter
Ability to function effectively in virtual teams that could be across the country or around the world
Ability to prioritize & make good decisions in the face of incomplete, evolving, and/or conflicting objectives
Excellent time management and organizational skills
SHORT-TERM EXPECTATIONS: (30 Days)
Understand Aravo's solution offerings
Understand Aravo's core technology and SaaS architecture
Deliver standard demos (live or screencams) in their core area of expertise to a relatively non-adverse audience
Deliver product presentations in their core areas to a relatively non-adverse audience
Assist in needs assessment meetings with prospective clients/clients to assist with vision match or discovery of pain areas, helping to move the sales opportunity forward
Capable of supporting personal demo environment via the web without the need for excessive support from IT or another Business Solutions Consultant
MEDIUM-TERM EXPECTATIONS: (60 to 90 Days)
Help to create an initial vision match and help to qualify accounts
Deliver standard and custom demonstrations within the core area to all audiences
Develop and deliver closing demonstrations tied to the value prop
Provide technology, product and application expertise to account sales team and prospective client/client
Begin to provide competitive knowledge to account sales team
Participate in RFI/RFP process, providing written sections to the document as requested
Begin to deliver demos and product presentations outside of core area
Provide product feedback to Product Development and Product Marketing
Support Assessment in the following areas:
Assist in assessment interviewing
Collect appropriate information during assessment
Determine legacy data sources and assist Professional Services in the initial deployment scoping
Assist account sales team with Return on Investment (ROI) analysis
LONG-TERM EXPECTATIONS: (90 Days and Beyond)
Deliver product/solution presentations across multiple domain and solution areas
Deliver standard and custom demonstrations across multiple domain and solution areas
Establish oneself as a key influencer and contributor to account sales strategies and closing deals
Co-lead, with Sales Director, the creation of the Return on Investment (ROI) analysis for applicable sales opportunities
Mentor new Business Solutions Consultants
Lead the technical effort of multiple Business Solutions Consultants for a given large account opportunity
Proactively contribute to overall BSC practice development in the areas of demo development, process improvements, training, and technical selling skills
CRITICAL REQUIREMENTS
The critical requirements for success are stated in terms of knowledge, skills and abilities (KSA's). These will fall into the following general categories.
Requirement: Domain Knowledge
Possesses a working domain knowledge of the prospective client's business and problem areas with the ability to convey this expertise during the sales process
Effectively uses the "domain language" to communicate with audience
Good understanding and domain expertise in the area(s) of Supply Management, Procurement, Manufacturing, Supply Chain, Risk Management or Finance.
Vertical expertise in Pharmaceutical Manufacturing & Telecom Services, Manufacturing (non Oil & Gas, Hi-Tech, & Automotive), Agriculture, Food & Beverage, and/or Restaurant, Retail & Attire
Requirement: Consultative Selling Skills
Ability to determine the prospective client's business pain areas and promote awareness of same in establishing a vision match
Ability to establish good relationships with the key business and technical staff at prospective clients, clients, and partners
Good understanding and use of value-based selling
Requirement: Demonstration Skills
Can fluently present a scripted demonstration that ties the product capabilities with the prospective client's problem areas such that the business value of the solution becomes clear to the prospective client
Can build a custom demonstration using Aravo. This will include some data and process modeling
Requirement: Oral Communication Skills
The ability to create and deliver a presentation designed to persuade. Possesses a confident style that will gain technical buy-in/respect from the prospective client/client
Can stand at a blank whiteboard and effectively discuss a technical topic with clarity
Requirement: Results-oriented
Results focus vs. activity focus.
Staying with a position or plan until the desired objective is attained or is no longer reasonably achievable.
Possesses a can-do attitude to do whatever it takes to solve the problem in the face of incomplete instructions or support
Requirement: Knowledge of Enterprise Software Solutions
Good working understanding of enterprise-wide business solutions (e.g. Procurement, ERP systems) from their business impact to the use models
Requirement: Knowledge of Technologies
Good understanding of technologies in the areas of:
Software as a Service (SaaS)
Legacy system/IT technologies ? networking, hardware/software platforms, etc.
Requirement: Written Communication Skills
Excellent writing skills as evidenced by requirements documents, proposals, SOWs, marketing brochures, etc.
Ability to make convincing argument in written form
Requirement: Initiative
The ability to determine the correct course of action and when to seek help
| Location: | 400 Montgomery Street Suite 1040 San Francisco, CA 94104 United States |
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Aravo Solutions
Investors: Flywheel Ventures, The Halo FundAll Jobs: at Aravo Solutions
| Web Site: | www.aravo.com |
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| Headquarters: | 400 Montgomery Street Suite 1040 San Francisco, CA 94104 United States |
| Industry: | Software |
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