The Sales Solutions Engineer collaborates directly with the sales or account team by acting as a technical expert in all of the events that lead to a buying decision. With direct responsibilities that include pre-sales technical consulting, pricing recommendations, data security or compliance requirements, technical demonstration setup, and client presentations, this individual will act as an invaluable partner to the entire sales organization and a crucial part of the sales cycle.
The SE exhibits a deep technical understanding of the product(s) that they are responsible for within the sales cycle. This individual must be comfortable presenting to lower level influencers and high-level decision makers alike, and most importantly, adjusting the level of technical depth to suit the audience. The Senior Sales Solutions Engineer is responsible for collaborating with sales team, delivery teams, and account management teams. This role can be broken into four key areas:
Product Pre-Sales Consulting:
· Assist the sales team to provide expert technical direction or consulting to the client as a pre-sales exercise, including assistance in qualifying opportunities.
· Develop a standardized consulting approach to assist the sales team with budgetary estimates and pricing exercises.
· Possess a broad understanding of JLLT product offerings to be able to recognize opportunities adjacent to and in addition to the current product offering.
Product Demonstrations:
· Work with product infrastructure and ensure that all out-of-the-box demonstration environments are available, performing adequately, and configured in preparation to the client’s needs.
· Improve the speed of response by establishing and maintaining an out-of-the-box demo dataset as well as demo scripts.
· Innovate by establishing advanced demonstration sets that can be more tailored and unique to client challenges and business requirements.
· Collaborate with the sales team to recommend configurations, identify required customizations, and/or uncover unique opportunities in support of each sales pursuit.
Product Innovation and Continued Expertise:
· Develop his/her own learning path to ensure that all functional areas of selected products are understood at expert-level. There should be a cyclical nature to this path: Learn, Repeat, Teach, and Innovate.
· Contribute to continuous innovation efforts led by the JLL technical delivery team by understanding the broader JLL technology ecosystem, market trends, competition, and industry demands.
· Act as a liaison between the Sales Enablement Team and the product delivery leader for continual product improvement, ideas sharing, and general collaboration.
· Expand your product knowledge to include JLL Technologies products and 3rd party solutions to provide a more well-rounded consulting experience for prospective customers.
Product Bid Response Efforts:
· Participate in RFP response efforts as needed. This could include collaborating on technical responses, example deliverables, system graphics training guides, and pricing exercises. This could also be connecting to the correct resource internally to help, as well.
· Make recommendations to the bid management team on improvements to proposal language and technical deliverables.
· Attend sales pursuit debriefs to provide feedback on the sales cycle, team approach, win themes, and client engagement.
Key Responsibilities:
· Product demonstrations
· Product presentations
· Collaboration with sales pursuit teams
· Collaboration with product delivery teams
· Collaboration with bid management teams
· Establishing standardized product demo environments, demo data sets, and demo scripts to increase our speed of response
· Develop a personalized learning program and cadence to continually deepen subject matter expertise while also educating partners internally
· Develop standardized pre-sales consulting approach for product pricing and functional area mapping to create a consistency, efficiency, and accurately in our client recommendations
· Assist in pricing and proposal development
· Continuous improvement in products and process.
