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about the roleJob Description Summary
Business Solution Advisors are highly skilled professionals who work closely with the Sales and Account Management teams to analyse needs and organizational benefits.The Business Solution Advisor is a trusted advisor to prospects, helping them make optimal decisions about their investment management SaaS solution investment.The role involves the ability to identify, define, and communicate propositions that evidence mutual benefit to senior decision-makers.Duties & ResponsibilitiesBusiness Value
Help build and establish a common platform for helping customers understand Business Value, Benefits, Assumptions, Current cost of IT operations, ROI, and other business-relevant aspects of investing in the client's SaaS solution. This includes ensuring the enablement of team colleagues, establishing relevant value execution models, and building a foundation for growth within the client's SaaS space.Discovery
Analyse the prospect's business environment through interviews with senior stakeholders and translate this into the initial financial scope. Document and classify this knowledge according to the standard business value methodology, identify potential business outcomes, and adjust the business case accordingly. Use the discovery process to identify strong differentiators against competitors.Business Value Assessment (BVA)
Deliver BVA presentations, workshops, and business cases, ensuring high quality and effectively impacting the prospect's decision path. Articulately communicate the benefits and value of the client's SaaS solution. Collect prospect feedback and share it with internal stakeholders. Facilitate detailed knowledge transfer from the sales process to presales and other relevant client entities.Sales Process
Obtain a thorough understanding of the client's sales model and relevant processes, and use these concepts in all sales cases.Client Knowledge
Maintain knowledge of the client's product and service portfolio, capabilities, and other offerings. Develop knowledge outside your current area of expertise.Industry Knowledge
Maintain and expand understanding of the Asset Management industry and Financial Markets. Leverage commercial insights, industry practices, and anecdotes into prospect interactions with messages tailored to stakeholders.Business Solution Advisor, SaaS
The Position
The client is an independent provider of buy-side investment management solutions. They service the largest investment managers around the world as their backbone system for the entire investment management process. As a company transitioning from providing software to delivering technology-enabled cloud services, they are seeking a presales specialist to guide clients through this transformation.Key Responsibilities
The client has launched its flagship product as a fully managed cloud-based Software as a Service (SaaS) offering. This has generated significant interest in the market, and as a Business Solution Advisor, you will help turn that interest into results.- As a Business Solution Advisor, you will join the Global Cloud Sales Team, responsible for driving technical sales processes for the cloud-based SaaS offering.
- You will support the business value sales aspects of deals and act as the customers' trusted advisor from value proposals through estimation and pricing to finalization.
- Throughout the sales process, you will counsel clients on Managed IT services, Cloud-based solutions, and Financial Benefits, particularly within the Financial Sector. Experience in these fields is foundational for your success.
- You will also represent clients to internal stakeholders and product teams, providing input to guide the overall direction for cloud-based products and services.
Your Qualifications
As the ideal candidate, you thrive in both commercial and technical domains, and can navigate and bridge across both. You will have extensive customer contact, both commercial and technical, so strong presentation skills, both in person and online, are essential.- 5+ years of business value consulting, value selling, sales, sales engineering, or architect experience with public cloud and managed IT services.
- Degree in Business Studies, Physics, Mathematics, Computer Science, Engineering, or a related field.
- Deep understanding of business value generation and business outcomes in a regulated industry.
- In-depth knowledge of value management processes and platforms.
- Understanding of enterprise and application architecture in Financial Services.
- Team-player mentality with a can-do mindset.
- Embrace change and motivated by learning new technologies and working practices.
- Fluent in English, both spoken and written. Business proficiency in other languages is a plus.
- Relevant educational background, preferably in Business and IT, Computer Science, or related fields.
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