Mgr Solution Consulting

ACI Worldwide   •  

Richmond, VA

Industry: Business Services

  •  

8 - 10 years

Posted 350 days ago

JOB ACCOUNTABILITIES:

Understands, adheres and enforces all Corporate Policies to include but not limited to ACI Code of Ethics and Global Information Security.

 

Manages Team Resources (Capacity, Allocation, Prioritization)

  • ·         Leads global team of Strategic Product Solution Consultants in accordance with corporate and functional goals and objectives.
  • ·         Prioritizes and coordinates Solution Consultant allocation, in order to manage capacity in line with the organization’s strategic priorities whilst also maintaining support to the Sales organization.
  • ·         Coordinates resources to represent ACI in industry groups and events to create internal and external awareness of functional solutions.
  • ·         Partners with global counterparts to ensure adoption of global best practices. Drives collaboration and partnership with cross-geo and cross-functional teams. Manages conflicts across geographies and internal organizations (e.g., sales, products).

 

Talent Development of Team (Training, Career Development, Compensation)

  • ·         Engages, develops and manages talent to maximize team efficiency and support individual development.  Provides regular feedback, conducts performance appraisals and provides mentoring to team and less experienced personnel. Provides rigorous talent development through on-the-job training, classroom training, and learning through industry events.
  • ·         Represent Solution Consultant interests for career development and compensation decisions.
  • ·         Ensures that plans and policies are from the Solution Consulting Leader are communicated, understood and administered by the team.

 

Engages in Product / Value Prop Development

  • ·         Ensures the team of Strategic Product Solution Consultants defines the value propositions and long term solution strategies for specific opportunities and that they assist the channel in progressing deals against those plans in conjunction with Product Marketing and Product Management.
  • ·         Contributes team’s market perspectives to the development of solution/product roadmap and supports identification and production of key value propositions (use cases) developed by the team of Strategic Product Solution Consultants.
  • ·         Support Market Product Managers and Product Marketing in defining the unique differentiators for ACI solutions in the marketplace and development of the value map.
  • ·         Oversee team as they maintain value proposition tool and update ROI calculators by working with the customer and Account Executive. Maintain value proposition’s algorithms and KPI’s for accounts.
  • ·         Ensures team is participating as strategic product representative in Virtual Account Team (VAT) and contributing to the development of specific account solutions.

 

Supports Sales Processes

  • ·         Identifies business development opportunities as a result of knowledge gained from both customer and external industry engagements.
  • ·         Supports the Market Product Management leader in the deal review and approval process.
  • ·         Defines value propositions and long term solution strategies for specific opportunities and assists the channel in progressing deals against those plans.
  • ·         Participates as strategic product representative in Virtual Account Team (VAT) and contributes to the development of specific account solution.
  • ·         Identifies, and presents the appropriate solutions to customers/prospects. 
  • ·         Provides advice and business consultancy to prospects/customers on solution design options, impacts of modifications on the existing system and how to establish and operate related aspects of their business. 
  • ·         Provides product demonstrations.
  • ·         Ensures a smooth transition from the Sales process to the Project process.  Ensures that all client business objectives are met as identified through the sales process and planned for in the implementation process.
  • ·         Creatively build presentations, proposals and papers designed to assist in the sales of product solutions.
  • ·         Provide a highly focused level of sales support for Account Executives
  • ·         Cooperatively build a sales strategy for each account and each sales engagement.
  • ·         Collaborate in this role with customer account team members including other solution consultants, account representatives, customer managers, project managers, and the executive leadership team.
  • ·         Coordinate customer engagements as appropriate to facilitate contract closes against the sales target.
  • ·         Provide advice and business consultancy to prospects/customers to gather requirements for product enhancements and add-on sales. 

 

Engages in Continued Self Development

  • ·         Accountable for creating and executing against an individual development plan, with support from their manager.
  • ·         Has direct engagement and participation in external industry forums such that individual furthers development of knowledge in the payments industry for their specific market segment.
  • ·         Keeps current with new trends, products, and technologies in the payments industry.

 

Additional Responsibilities

  • ·            Supports the Market Product Management leader in the deal review and approval process.
  • ·            Builds and maintains effective relationships with major customers, suppliers, bankers, government agencies, etc.
  • ·            Develops and/or improves tools, systems, processes, and procedures to increase team or functional efficiency and effectiveness.
  • ·            Drives performance measures and incentive programs for their team.         

Knowledge, Skills and Abilities

  • In-depth payments industry knowledge in relevant market segment
  • Knowledge of multiple industry solutions, products and applications
  • Understanding of fit for industry products, services and solutions across a number of industry sectors
  • Understanding of the effect of technology on business
  • Understanding of the sales cycle and customer buying motives and criteria
  • Ability to support solution and cross-product sales and consultancy efforts and implementations
  • International business experience
  • Clear understanding of enterprise software implementation and technical services, sales, customer management and support services requirements  
  • Effective communication and strong executive presence
  • Excellent problem solving, critical thinking and process design skills
  • Strong organizational, leadership, motivational, planning and management skills
  • Strong conflict resolution and persuasion skills
  • Highly effective relationship and interpersonal skills
  • Independent decision making skills
  • Excellent teamwork and lateral management skills
  • Must be customer focused, demonstrated attention to detail and ability to exercise excellent judgment
  • Working business knowledge of industry products and services
  • Ability to work in high pressure, politically sensitive environments
  • Ability to use a personal computer with proficient skills in business applications

 [GJ1]Nebraska Telecommuter or Midwest region ok?

 

Qualifications

 

Minimum Requirements Needed:

  • Bachelor’s degree or equivalent experience
  • 7 years as top “Subject Matter Expert” in specific market segment
  • 5 years business consulting experience in financial industry systems
  • 5 years of professional consulting background for enterprise software solutions
  • Minimum of 3 years leadership experience

Highly Desired Skills:

  • In-depth payments industry knowledge in relevant market segment
  • Knowledge of multiple industry solutions, products and applications
  • Understanding of fit for industry products, services and solutions across a number of industry sectors
  • Understanding of the effect of technology on business
  • Understanding of the sales cycle and customer buying motives and criteria
  • Ability to support solution and cross-product sales and consultancy efforts and implementations
  • International business experience
  • Clear understanding of enterprise software implementation and technical services, sales, customer management and support services requirements  
  • Effective communication and strong executive presence
  • Excellent problem solving, critical thinking and process design skills
  • Strong organizational, leadership, motivational, planning and management skills
  • Strong conflict resolution and persuasion skills
  • Highly effective relationship and interpersonal skills
  • Independent decision making skills
  • Excellent teamwork and lateral management skills
  • Must be customer focused, demonstrated attention to detail and ability to exercise excellent judgment
  • Working business knowledge of industry products and services
  • Ability to work in high pressure, politically sensitive environments
  • Ability to use a personal computer with proficient skills in business applications

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