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The Opportunity Lead is a presales leader that supports the presales process by shaping and scoping deals according to customer’s requirements.
Works closely with sales and delivery teams to define and scope quality solutions. The Sales Opportunity Lead manages the customer solution design process and should possess a comprehensive understanding of the solution areas and the challenges customers face through the digital transformation of their organizations.
The Opportunity Lead delivers deal scope, solution approach, accurate cost estimates, staffing plans, financial costs, risks and contingency / risk reserve requirements, and budgetary estimations.
Key Responsibilities :
Engage with customers from different industries and company sizes to understand their business needs and transformation plans to identify opportunities and fulfill these needs with the company offerings.
Communicate effectively with technical experts, delivery senior management, sales senior management and external partners to develop and implement enterprise service solutions.
Build trust relationships with stakeholders that are critical to the success of deal pursuit. Expected to drive profitable use of presales resources and develop relationships with area sales, proactively engage stakeholders to influence deal qualification, advise on deal readiness, and set domain expectations.
Responsible for overall solution / quotation design and development based on the company offerings and required customizations to address client requirements.
Be accountable for deal quality. This includes the production of well-crafted artifacts that lead to profitable engagements and meet customers’ expectations for scope, timelines, and deliverables.
Acknowledged of the team dynamics to work effectively with remote team collaborations, achieve goals and successfully plan and execute activities
Skills : Business Acumen :
Business Acumen :
Assess and prioritize deals based on sales, customer, value, and strategic fit.
Describe to pursuit team and stakeholders the financial components of the deal.
Gather and assimilate information in pursuits to better manage the risks and business impact.
Customer Focus :
Lead cross functional teams.
Communicate project risks and complex delivery models to audiences ranging from executives to technical personnel.
Lead and facilitate the development of solutions.
Relationship Management :
Assist with crafting messages and presentations with the appropriate impact and influence.
Collaborate with account and delivery teams to ensure overall account goals are met.
Demonstrate relevant solution knowledge in customer, partner, and internal interactions.
Sales excellence :
Coach sellers on value selling and big deal qualification techniques.
Position reusable Intellectual Property (IP) and repeatable solutions with customers.
Manage pre-sales investments and resources in partnership with the Services Sales.
Project Management :
Lead the pre-sales engagement process.
Lead scoping calls with seller and solution architect.
Manage clear stakeholder communications.
Record necessary artifacts and approvals.
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Background in delivering and / or selling complex technology solutions and services to a variety of enterprise clients.
2+3 years of experience in Sales.
Knowledge and understanding of the financial and operational roles of a delivery organization, able to match this to best meet customer needs and drive customer outcomes.
Experience evaluating work breakdown structures, cost estimations and resource loading for complex solutions.
Able to develop strong, productive relationships with colleagues and management to meet targeted objectives.
Experience as a project manager, through planning, budgeting, overseeing, and documenting all aspects of the specific project.
Bachelor’s Degree (B.S. / B.A.) or equivalent experience
Equal Employment Opportunity Statement
All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law.