The Solution Consultant is responsible for partnering with Sales Account Managers to drive revenue by helping to qualify sales opportunities and then bring those qualified opportunities to closure.  The Solution Consultant will manage compelling solution-based value propositions demonstrations RFI/RFPs technical validation activities and implementation strategies that address the prospect’s critical needs and business requirements. Solution Consultants will lead development of the solution to propose and be the technical resource coordinator for solution specific sales cycles where needed.
Excellent onboarding training will set you up for success whilst ongoing development will continue to advance your career through its upward trajectory. Our sales environment is fast-paced and supportive. Always part of a team you'll be surrounded by leaders and colleagues who are always willing to help and be helped – as you support MVPs and proofs of concept (PoC) that compel clients to invest in IBM's products and services.
A Solution Consultant’s specific job responsibilities are:
- Perform Discovery: Assist in the identification of potential sales opportunities and in discovering a particular prospect’s IT business management challenges and vision for a solution to those challenges.
- Create RFI/RFP Responses : Lead the creation of a response to a specific prospect’s request for information or proposal including creating and formatting the content ensuring the quality of the response and ensuring timely delivery of the response.
- Create Presentations and Demonstrations: Lead the creation of specific prospect’s requirement presentations highlighting challenges solutions and value. Align these capabilities with an associated demonstration of solution capability using the Apptio software. Contribute to the overall presentation and demonstration creation enabling the presales community to leverage common created content.
- Perform Product Presentations & Demonstrations : Deliver product presentations and configured demonstrations to prove Apptio’s ability to meet a prospect’s IT Business Management challenges.   The resulting demonstration and subsequent outcomes are initial proofs as to how Apptio can deliver value around IT business and financial management based on what was learned about that prospect in a Discovery session and throughout the engagement. These are to be delivered both live and remotely.
- Perform Apptio Architecture / Technical Components Overview: Deliver an in-depth overview of Apptio’s technical architecture and proprietary product capabilities that provide its unique value in the market.
- Execute Technical Validation Events: Manage to successful conclusion the sometimes necessary technical validation events that require IBM Apptio Presales to leverage data and other information provided by a prospect to show that prospect in detail specific to them the value of leveraging IBM Apptio’s solution.
- Share Lessons Learned: Share your selling and technical experience with the rest of the Apptio Presales team both formally and informally.
- Provide Collaboration and Support : Assist other Solution Consultants in the execution of the above responsibilities.
- Provide feedback :Â Â Provide feedback to product management about the successes and failures in the field.
- FinOps TBM or Agile competency and/or certification
- Demonstrated written and verbal communication and presentation skills
- 5+ Years experience in enterprise software solution selling or consulting
- Bachelor’s Degree or similar
- Cloud provider certification either: AWS Azure GCP
- Experience with Application and Infrastructure Management
- Experience with basic financial and accounting concepts
- Experience with common data transformation concepts (API's Normalization etc...)
- Experience leading or implementing one or more IBM Apptio solutions (Apptio Cloudability or Targetprocess)