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Senior Business Consultant

Reston
US

ABOUT THE JOB

The Senior Business Consultant (SBC) role within the sales process is to fully understand a prospect’s business problem and lead a virtual team to construct a business case to justify the value of the investment. The Senior Business Consultant exhibits a high level of sales and business maturity, operates independently in sales activities and has the proven ability to quickly understand business problems and find the appropriate technology offerings and differentiators.

 

Objectives:

Business Case and Discovery Workshop: The SBC will lead virtual teams in Software AG’s most strategic prospects and accounts to understand the business problems and construct a business case to justify the value of the investment.  The SBC will lead the solution architect and systems engineers to ensure that the proposed solution is in alignment with the expected return on investment.  The SBC will partner with the account manager to ensure that the results match the clients’ expectations.

    

Business Value Assurance: The SBC will lead virtual teams in Software AG’s most strategic customers to determine if the customer is receiving the expected value from their software investment, and if not recommend concrete actions to

    

Solution Thought Leadership: The SBC will provide thought leadership to the organization aligned to Software AG’s core go-to-market strategies and solution areas, including but not limited to Big Data and Process Excellence.  The SBC will work with Marketing to help disseminate key lessons learned and best practices to help drive new opportunities to the organization.

 

Essential Job Functions 

Prospect and Customer Facing

  • Own and progress opportunities through the definition, proof/evaluation, proposal and closure stages of the sales cycle with attention to timelines.
  • Engage with the sales representative and prospect to ensure a prospect’s business needs can be addressed with Software AG’s go-to market capabilities.
  • Listen, understand, and analyze the prospect’s business requirements and compose, validate, and present an overall business case
  • Lead teams of Systems Engineers and Architects for a business case discovery workshop.  Ensure the result fulfills the prospect’s business requirements, highlights the business case, and emphasizes Software AG’s differentiators.
  • Work with the RSM to structure the proposal that meets the prospect’s key pain points and aligns with strategic company objectives.

 

Prospect and Customer Liaison

  • Establish trust relationships with customers and prospects and understand their objectives. Solicit and provide product feedback from customers and prospects.

 

Internal Facing

  • Engage with Marketing and the Industry Solutions team to participate in the authoring of early stage marketing materials (presentations, solution white papers, customer success stories, and marketing slicks) and related business solution demonstration scenarios that highlight Software AG’s capabilities.
  • Advise internal senior management on the technical and business strategy within active deals.
  • Identify new potential solution areas and inform senior management as required.
  • Keep up to date with any new Software AG solutions across the business lines. Understand functionality and interoperability of Software AG components.
  • Exchange business case best practices and share knowledge within SBC and solution Community
  • Guide Solution Architects and SEs in mapping business pains to key product capabilities

 

WHAT YOU CAN EXPECT

  • Health Insurance starts your first day on the job
  • Three weeks paid vacation & three weeks paid sick leave
  • 10 paid holidays (including a floating holiday and a community service day)
  • 401(k) Plan with up to 5% employer match

 

Software AG is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration without regard to race, age, religion, color, marital status, national origin, gender, gender identity or expression, sexual orientation, disability, or veteran status.

 

Click on the link to view the full EEO statement http://www.softwareag.com/corporate/images/EEO_Statement_tcm16-130491.pdf

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 


Nearest Major Market: Washington DC

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