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Senior Business Consultant

Reston
US

The Senior Business Consultant (SBC) role within the sales process is to assist the customer in quantifying the business justification rationale working with the sales team and presales to accurately articulate the cost and benefits of a prospect’s investment. The Senior Business Consultant exhibits strong level of sales and business maturity, assists in sales activities, and has the proven ability to apply correct value propositions to solutions 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.

  • Business Case Development: The SBC will be part of the account team in Software AG’s most strategic prospects and accounts to develop business case to justify the value of the investment.  The SBC will assist 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 assist 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.
     
  • Financial Analysis: The SBC will perform financial analysis associated with qualified sales opportunities.  Identifying and qualifying business value associated with proposed solution.  Comparative TCO analysis and modeling associated with various licensing models.  Perform demand analysis to forecast the license consumption for sales opportunities.
  • Solution Value and Competitive Differenation : The SBC will identify value proposition associated with the products and solutions that are relevant to a customer’s business requirements.  The SBC will work with the Sales team to understand, qualify, and quantify the competitive differentiators specific to a Sales opportunity and Software AG’s go-to market capabilities.

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
  • Assist 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.
  • 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:

Customer-Oriented Skills

  • 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.
  • 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.

Education and Experience

  • BS Degree in Computer Science, Mathematics, Engineering.
  • 5+ years in the software industry.
  • 3+ years in technical presales in the software industry.
  • 2+ 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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