An extraordinarily talented group of individuals work together every day to drive TNS' success, from both professional and personal perspectives. Come join the excellence!
Overview
The Global Solution Consulting Practice supports the sales function by engaging with customers and internal stakeholders to identify and scope sales opportunities, co-design solutions, and hand-over their execution to the delivery teams. The Practice spans across all TNS regions: 1) North America, 2a) the United Kingdom and Northern Ireland, 2b) Mainland Europe, 3) the Asia Pacific, and 4) Latin America.
This role will help the Sales Group in the <region/global> to identify payment solution opportunities within a complete commerce framework (specifically with TNSPay Orchestration), define business problems and solutions via in-depth investigation and gathering of technical and non-technical information, outline detailed requirements for solutions and hand over to delivery to ensure opportunities are completed successfully. Assisting the sales team by providing technical support, advice to target customers, and demonstrations (including proof of concept deliveries) to ensure services and solutions are fully qualified and designed to achieve the customer’s requirements. Additionally, to enable the Sales Managers to successfully win business with both our new and existing customers.
Scope may include internal and customer business problems, process definition, training delivery and execution, and support to the Sales Group and Solution Consulting Practice.Responsibilities
A Typical Day Includes:
Bookings from designed / customized services solutions for client base, prospects, and new market targets
Creation of business, functional, and technical requirements to deliver these services solutions that meets or exceeds client expectations.
Execute on the processes and behaviors that will result in the sales of these new services
Digests and absorbs all training materials that facilitate the execution of solution design sessions
Stay well versed in new and emerging technologies to develop new ways to solve client challenges.
Work with sales personnel to effectively identify opportunities for customized solutions and introduce the sales engineer in specific sales campaigns
Participate on an as needed basis on deal desk calls with strategic account and field sales teams to strategize on the optimal strategy to sell new services within our top accounts
Ensure that closed won services deals are being successfully implemented within the client, as designed, and assist with any modifications that may be needed to ensure success
Creates business cases that demonstrate value to the Customer, show the feasibility of the services solution, including timelines
To Be Successful In This Position You Will Excel In:
Technical Selling Approach
Handling different technical selling scenarios; setting a pre-sales demo agenda; contributing key technical selling content to Call Plans; following sales process guidance and tool usage; adopting technical best practices for sales situations; serving as a sales-specific role model to other SEs; thought-leading customers via innovative selling approaches
Discovery and Problem Definition
Performing technical discovery; extracting data and conducts interviews; running reports and diagnostics; assembling information obtained; interacting with customer/prospect to determine discovery possibilities; creating Discovery Plan, capturing and communication details of the problem; quantifying the problem to address it with company solutions and generate customer interest in the result
Technical Objection Handling
Planning and assessing level of objection risk; executing sales campaigns when obstacles are presented due to competitive pressure, price restrictions, or unforeseen external challenges; following corporate objection handling guidelines; advancing sales campaigns by handling objections
Business Case Development
Understanding and presenting cost justification methodologies relevant to the technical buyers; quantifying technical/cost information in a way that it can be rendered in a financial analysis, utilizing technical Use Cases as the foundation of the business case for your solution from competitive offerings; developing technical ROI and financial justification models used by peers; upselling and cross-selling through technical financial modeling
Value Provisioning
Extracting value from each customer/prospect interaction; bridging the gaps in your product/solution; determining the gaps in a prospect/customer environment; combining your company's solutions for customers; connecting architectural/technical features to business problems
Technical Storytelling
Developing Use Cases specific to solutions; creating storyboards; engaging customer/prospect staff to tell a story; understanding flow and content of a technical story; command a room of technical and business staff in articulating the company story; building the components of the story from internal and external sources
Demonstration Building
Assembling the technical components of a demo; integrating customer/prospect staff in creating the demo environment; re-purposing demo environment specifics from previous company efforts; creating demo essentials and documentation so future pre-sales resources can leverage the demo; linking the demo to marketing messaging; delivering the demo on time and in accordance with customer/prospect expectations
Technical Collaboration
Working with partners and peer SE resources; offers solution ideas and FAQ-like info for internal consumption; working with Marketing and Product Development to push/pull content of value to them; working with prospect technical staff to learn/teach concepts
Learn New Products
Demonstrating understanding of new products and solutions; presenting new products to customers; integrating product solutions into existing campaigns; upselling; generating interest in new products; attaining customer understanding of new solutions
Creativity
Developing technical and/or architectural solutions to problems that defy easy resolution; finding approaches to pressing problems; capturing ideas to using out-of-the-box thinking; brainstorming and ideation; producing work that is impactful on customer decision-making; developing visual images and multi-media objects that affect sales campaigns
Independence
Working without guidance; taking initiative; contributing ideas and suggestions to assist organizational efforts; developing plans of action; setting individual goals and priorities; working remotely; producing sales results when not actively managed
Adaptability
Flexibility to changing circumstance in a sales campaign; accommodating views and guidance from management when it conflicts with personal opinions; functioning in work environments of frequent change; accepting approach of others even though different than your own; executing effectively while things are in a constant state of flux; attitude towards organizational change
Persuasion
Using language and other communication skills to influence business partners and customers to do what the individual wants them to do; convincing peers their point of view is correct; providing input into sales rep give-get frameworks; presenting to general technical audiences, industry thought leaders, and business partners; presenting company technical value prop and solution business cases
Team Player
Engendering unity among peers; displaying selflessness in who takes credit for accomplishments; using words of affirmation; building alliances within company and customer organizations; proactively sharing technical best practices with co-workers; participating in team-building and team motivating activities; contributing to a strong sense of camaraderie from among support and other sales staff
Qualifications
The Ideal “You” …
Experienced Performer. 3 - 5+ years of sales engineering or product development and design experience
Problem Solver. Proven ability to conceptualize customized solutions and sell these solutions to clients
Technical Expert. Experience with software engineering related solutions and/or information/intellectual property
Project Manager. Strong capacity to communicate with executives and drive alignment on common objectives
Collaborator. Proven ability to work with field sales representatives and sales management
Customized Solution Professional. You serve as the bridge between the product, technology, and sales departments to create service solutions that are achievable and profitable
You work with Sales and Customer Success teams to conceptualize, design, sell, and assist with implementation of customized solutions
You assist with the creation of business cases to showcase value of customized solution over standard solutions
You work with the Director of Solution Engineering to design new solutions that are scalable and address a common problems across markets
Hi-EQ Communicator. You judge well, both what to say and how to say it.
Talent Magnet! Your presence at TNS makes other A-Players want to join one of the best companies in the world!
For this role, we anticipate paying $150,000k - $160,000K. This role is eligible for variable pay, issued as a monetary bonus or in another form. Any compensation range provided for a role is an estimate determined by available market data. The actual amount may be higher or lower than the range provided considering each candidate’s knowledge skills, abilities, and geographic location. TNS offers a competitive benefit package including medical and dental coverage, life insurance, paid holidays and vacations, and a 401K plan with company match.
If you are passionate about technology, love personal growth and opportunity, come see what TNS is all about!
TNS is an equal opportunity employer. TNS evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.
