Sales Consulting
Business Solutions Consultant
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. Reports to the Director, Business Solutions Consulting.
Skill Sets
- 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
30 Day Expectations
- 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
60-90 Day Expectations
- 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
90 Days and Beyond Expectations
- 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.
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
- 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
- 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
- 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
- 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
- Good working understanding of enterprise-wide business solutions (e.g. Procurement, ERP systems) from their business impact to the use models
- Software as a Service (SaaS)
- Legacy system/IT technologies - networking, hardware/software platforms, etc.
- Excellent writing skills as evidenced by requirements documents, proposals, SOWs, marketing brochures, etc.
- Ability to make convincing argument in written form
- The ability to determine the correct course of action and when to seek help
If you are ready for this challenging opportunity, send your resume to jobs-sales@aravo.com.
"Our mission is to add value by providing a rapid return on investment for our clients, delivering results for our investors, and furthering the advancement of our employees."
—Tim Albinson, Executive Chairman, Aravo
