Solution Specialist Sales/Presales Virtualization

Solution Specialist Sales/ Presales Virtualization

Work Experience Requirements :

- Candidate must have minimum 3 to 5 years of experience selling virtualization solutions.

- Candidates with channel partner experience will be preferred.

- In depth knowledge and understanding in sizing/designing virtualization solutions using available tools and resources.

- Hands-on experience on virtualization solutions.

- Able to understand complex and diverse IT environments and architect the appropriate virtualization solution using best practices.

Job Purpose :

- Providing pre sales support and consultation on Virtualization products & technologies to partners/customers.

- Typically involved from the presales or planning stages of a customer engagement & shall be responsible for conceptualizing and designing an overall solution to a detailed level.

Primary Duties and Responsibilities :

Planning :

- Understanding the customer's business and technical requirements and/or competitive landscape and design an effective solution.

- Team up with internal sales teams for enabling and developing the channel so as to drive business effectively via the network of Client's Channel partners and thus achieve the organization's business targets on the assigned Solution Practices.

- Increase the reach & readiness of Client within the given territory.

- Providing technical assistance on specific growth initiatives and marketing activities: regional workshops,, Sales Seminars and Trade Shows etc.

Execution :

- Opportunity identification & validation

- Design and architect solutions for end-customers based on IBM products and allied technologies after assessing their pain points and business needs

- Presenting and demonstrating the solution benefits to all levels of the organization including executive level and overcome objections leading to closure. Ultimately, ensuring the customers know how we can provide value and solutions with our products and services.

- Proof of concept setup and deployment.

- Partner enablement & training's on various IBM products& solutions & helping them with sales & technical certifications.

- New partner on-boarding

- Expected to assist in the timely closure of sales opportunities by effectively executing plans developed in conjunction with sales and technical team members involved in the account.

Administration :

- Supporting Sales/Marketing team for business development

- Provide assistance for RFP/RFI responses, initial solution designs, and Solution Assurance Reviews and Readiness Planning for partners

- Operational discipline & collaborative influence: task focus, prioritization, quality execution, adherence to timelines, ownership of action, driving actions to closure via active collaboration.

- Upgrade skills and knowledge on new technologies, products and solutions from time to time.

Product Specification :

- In depth knowledge and understanding of Virtualization architecture and design.

- Basic hands-on technical skills to back the solution building skill sets of Virtualization.

- Basic experience of selling storage solutions, possess broad knowledge of the features, function and benefits of storage solutions, qualifies demand using a consultative approach, effectively uses available tools and resources to design and sell storage solutions.

- Present to all levels of the organization including executive level, coordinating complex solution developing process and overcoming objectives to closure. Ultimately, ensuring the customers know-how we can provide value and solutions with Virtualization products and services.

- Deep knowledge and understanding of storage design and architecture in general.

- He needs to have understanding of the fundamentals storage product's terminology.

Education And Certification Requirements :

- University Degree or equivalent

- Please provide certifications required.

- Relevant vendor certifications required.

Job Related Competencies :

Understanding The Business :

a) Functional/Technical Skills : Possesses required functional and technical knowledge and skills to do his or her job at a high level of accomplishment; demonstrates active interest and ability to enhance and apply new functional skills.

b) Business Acumen : Understanding and utilizing economic, financial, and industry data to accurately diagnose business strengths and weaknesses, identifying key issues, and developing strategies and plans. Knows the competition, is aware of how strategies & tactics work in the market place.

Making Complex Decisions :

a) Problem Solving : Uses analysis, wisdom, experience, and logical methods to make good decisions and solve difficult problems with effective solutions; appropriately incorporates multiple inputs to establish shared ownership and effective action

Getting Organized :

a) Planning : Accurately determines the length and difficulty of tasks and projects; sets clear, realistic and measurable goals; sets priorities and time parameters to accomplish tasks and projects; anticipates roadblocks and develops contingencies to redirect tasks so momentum is not lost.

b) Time Management : Uses his or her time effectively and efficiently; concentrates his or her efforts on the most important priorities; adeptly handles several tasks at once.

Managing Diverse Relationships :

a) Customer Focus : Commits to meeting the expectations and requirements of internal and external customers; acts with stakeholders in mind; values importance of providing high-quality customer service.

b) Drive for Results : Pursues everything with energy, drive, and a need to finish; does not give up before finishing, even in the face of resistance or setbacks; steadfastly pushes self and others for results

Demonstrating Personal Flexibility :

a) Personal Learning & Development : Is personally committed to and actively works to continuously improve himself or herself; recognizes the need to change personal, interpersonal, and managerial behavior; actively seeks feedback.

Relating Skills :

a) Interpersonal Savvy : Is warm and easy to approach; builds constructive and effective relationships; uses diplomacy and tact to diffuse tense situations; has a style and charm that immediately puts others at ease and disarms hostility.