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Senior Business Consultant

Reston
US

Senior Business Consultant 

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.  A qualified candidate will have a strong and diverse background in technology, experience working in a presales role at one or more software firms, and have experience building a strong business case and presenting the results to the business.

 

Objectives:

  • Business Case and Discovery Workshop: The SBC will be part of the account team 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, systems engineers and professional services or partners 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. The SBC will be responsible to create and deliver the business case investment artifacts to justify the investment the client needs to make to deliver on their business needs.
     
  • 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 IoT, Integration/APIs and Business and IT Transformation. The SBC will work with Marketing to help disseminate key lessons learned and best practices to help drive new opportunities to the organization.

 

  • Drive Business Value Engineering Enablement: The SBC will work with Sales Organization to help them better understand the Value selling and services provided by Business Value Engineering team in the sales process. Working closely with AE’s in account, territory, and opportunity planning to strategize when to engage BVE, which influencers to target and what is the best BVE service to apply to maximize opportunities.

 

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 AE 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

 

Requirements 

Skills:

Customer-Oriented Skills

  • Experience engaging with senior leaders (CxO level) on various solutions and business problems. Able to listen and analyze a prospect’s requirements and present to a compelling business value message of a solution
  • Demonstrated ability to present technology solutions to executive levels with a focus on solutions selling
  • Provide business case justification support to the largest, most well-qualified deals
  • Ability to define a business case which includes ROI “Return on Investment”, TCO “Total Cost Of Ownership”, or other means of justifying the investment of a software solution.
  • Demonstrated ability to map key business pains to technology benefits and differentiators
  • Able to work independently and multi-task while managing multiple customers at a time
  • Ability to guide and consult customers on various levels of the organization.

 

Business and Leadership Skills

  • Demonstrate a team attitude and leadership
  • Ability to act as a mentor due to outstanding character, judgment and knowledge
  • Excellent written and verbal communication skills
  • Proven ability to manage time and deliver on deadlines
  • Experience developing and presenting clear and concise product briefings
    • Proven ability to unearth business requirements & Drivers
    • Proven ability to map business drivers & initiatives to technology offering & differentiators
  • Able to lead teams of Systems Engineers and Architects on Business Case Discovery workshops

 

Technology and Consultative Skills

  • Strong understanding of the market in which Software AG’s products and platforms play with a proven ability to leverage these in the sales cycle.
  • Strong experiences with implementation of enterprise software technologies in customer projects or Proof of Concepts.
  • Provide planning, architecting and managing of solutions to highly complex problems and challenges
  • Strong understanding and speaking knowledge about the enterprise software space, products and capabilities
  • Strong facilitation skills to lead customer and internal Technical and Business meetings to guide attendees to a common goal.
  • Strong project management skills to effectively lead consultative value based engagements with Solution Architects, Systems Engineers, Industry Subject Matter Experts, Professional Services and partners.

 

Education and Experience

  • BS Degree in Computer Science, Mathematics, Engineering
  • 10+ years in the software industry
  • 5+ years in technical presales in the software industry
  • 3+ years in consulting management including, business development, mentoring, technology solutions development, basic marketing and relationship management
  • Experience with creating Business Plans to justify project investment and calculating benefits, ROI, NPV etc.
  • Ability to speak with both a technical and a business audience
  • Understanding of business infrastructure technology, network architectures and distributed computing
  • Industry Domain Knowledge in Financial Services, Supply Chain, or Manufacturing a plus.
  • Proven track record in working with opportunities and driving the opportunities to a successful sales closure.

 

Culture
We have an open-minded culture and many exciting projects where you have the freedom to “be your best you”. You’ll have opportunities for international collaboration on top of a comprehensive training and development program that encourages professional growth. We are in an innovative market and offer future-proof products. Most importantly, an overall a pleasant team-oriented working atmosphere.


This is a fast-paced environment - we are looking for smart, high energy candidates who are driven to make a big impact and who want to work alongside a growing team. We collaborate often so you must be team player! The perfect candidate will thrive on the prospect of taking on new challenges and helping Software AG increase its leadership in the digital transformation marketplace!

 
What to Expect

  • The employees are smart, friendly and welcoming
  • Health Insurance starts your first day on the job
  • 6 weeks of PTO – 3 weeks of vacation and 3 weeks of sick leave
  • 14 paid holidays (including a floating holiday and a community service day)
  • 401(k) Plan with up to 5% employer match
  • Parental Leave
  • Corporate discount purchase programs
  • Group legal plans
  • Pet Insurance
  • And MANY more

 

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

 

 

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Nearest Major Market: Washington DC

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