Solutions Consultant
Upland
Toronto,Canada
6d ago

Description

At Upland Software, you’ll find smart, creative teams who love working together to deliver value for our customers, and a global culture of growth and possibility.

Our operating model has always supported remote work and as we keep growing and evolving our workplace, that won’t change.

We’re passionate. We’re proactive. We take pride in our work, and we love a good challenge. Sound like you?

Opportunity Summary :

Upland Software is seeking a Solutions Consultant (Pre-Sales Engineer) to position the value of Upland’s family of solutions serving both IT organizations and companies looking for industry-leading solutions to control their value chains.

Our broad portfolio of tools includes professional services automation, portfolio / program management, telecom expense management, IT financial management and manufacturing supply chain automation.

As the product Subject Matter Expert (SME), the Solutions Consultant will differentiate Upland products during the sales process and communicate the functional and technical value proposition.

The value proposition is established by obtaining a clear understanding of the needs, requirements, objectives and priorities of a potential Upland customer.

The information is then leveraged to prepare and demonstrate tailored content via an Upland product offering. The Solutions Consultant also acts as a liaison with services, technology and product for areas such as deployment strategy, statements of work integration and roadmap.

The objective is to provide an excellent level of support to sales based on assigned opportunities while ensuring an effective transition from pre-sales to professional services.

We expect the Solutions Consultant to build thought leadership in the markets we sell to. This includes writing blogs, articles, discuss market trends with prospects and potentially participate in speaking opportunities at different industry events.

Primary Responsibilities :

Responsibilities include :

  • In collaboration with a Sales Account Executive, the Solutions Consultant will provide product and technical level expertise to new prospects throughout the sales process.
  • Prepare and present tailored Upland product demonstrations to prospective clients, via on-line web conferences on live on-site.
  • Identify projected financial and business benefits that will be delivered to prospects through implementing Upland based solutions.
  • Contribute to creating business cases and ROI content.

  • Participate in potential prospect debrief to build deeper understanding of requirements and expectations that can then be positioned in Upland sales proposition and business case.
  • Lead the response process to Request for Information (RFI) and Request for Proposal (RFP) using in-house tool Qvidian
  • Contribute to opportunity plans and account plans and participate in weekly deal reviews
  • Create pre-sales Statements of Work for prospect in collaboration with the Service team
  • Support marketing and analyst focused activities including targeted Webinars.
  • Requirements :

  • 7 + years of experience in enterprise business software
  • 3+ years of related experience in a pre-sales role
  • Expert communicator, with well-developed skills in listening, building rapport, presenting and writing
  • Telecom Expense Management (TEM) or IT Financial Management (ITFM) Experience would be an asset
  • Demonstrated technical knowledge, consultative and problem-solving skills to assess a problem and determine an effective course of action required.
  • Attention to detail and creative in methods of presenting solutions to large and diverse audiences
  • Well-organized and focused on results, motivated and works without constant supervision
  • Bachelor's degree or equivalent work experience
  • Periodic travel will be required
  • Presentation and communication skills in French would be a plus but not required
  • Desired Skills :

  • Prior success selling one of the following software products : telecom expense management (TEM), IT financial management (ITFM), professional services automation, program / project management, or lean supply chain automation
  • Prior experience with market competitor like Tangoe, Simplex, Apptio
  • Prior experience working in a software as a service organization
  • Prior experience working in a direct sales or sales support role
  • Strong computer skills in the Microsoft suite of tools, particularly Excel
  • Previous Sales Methodology training, CRM experience, and strong customer references
  • Highly Motivated and pro-active individual with a drive to succeed
  • Upland Software (Nasdaq : UPLD) is a leader in cloud-based tools for digital transformation. To learn more, visit .

    Upland Software is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or other legally protected status.

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