Job Description:What is the opportunity?As a Solutions Consultant in the digital workspace industry, you will play a crucial role in bridging the gap between our technical solutions and our clients' needs. You will be responsible for understanding the intricacies of our product portfolio and effectively communicating their value proposition to your customers. You are: A technical resource who uses your industry, product and solution expertise to educate customers on solutions that are aligned to their business objectives. A partner to your sales counterpart who designs and implements a plan that aligns with the goals of the team - making quota, providing successful outcomes for customers, creating an effective and enjoyable working environment and relationship. A highly valued member of the sales team who is a master resource in the sales kit, one who creates trusted advisor level relationships with customers to round out the sales/SE 'divide and conquer' partnership
Here is a breakdown:
- Build and maintain strong relationships with your customers acting as a trusted advisor who is responsible for the end-to-end technical relationship at the customer.
- Develop a deep understanding of customer's technical environment, business objectives, any business challenges or pain points and align those with the right solution(s).
- Provide input on opportunities using tight collaboration with your sales counterpart in account planning, campaign development and active engagement in progressing sales stages 3 through 5 - Validate, Prove, Proposal = ownership of technical closure.
- Demonstrate strong knowledge in End User Computing, Digital Transformation, and industry developments including tackling competitive threats and comparisons in sales opportunities.
- Respond to RFPs/RFIs
- Presenting our technology vision and value proposition to all levels of audience from executives to technical practitioner at customers and industry events.
- Pro-actively drive meetings, exhibit strong communication skills and the ability to influence decisions through effective presentations, product demonstrations, and technical discussions with customers at all levels from Executive (CISO) to practitioner.
- Take full ownership of your accounts by providing thought leadership and perspective while ensuring customer's best interest takes priority.
- Deep understanding and product knowledge used in explaining the most up to date product features/benefits and competitive position, understanding and responding to the competition, gathering, and applying market knowledge.
- Utilize resources and tools to manage whitespace and accuracy of the Install Base to drive expansion in current product lines as well as adoption of additional product lines and/or features.
- Building and implementing strategic, technical account plans that target cross-platform solutions.
- Orchestrating applicable supporting resources to ensure a one-team approach that properly services the needs of the customer driving to a defined outcome.
- Partner with multi-functional teams such as Specialists, Customer Success Managers, Product Management, Support, Technical Account Managers and Engineering to drive success across the customer journey.
- Performs special projects related to the Solutions Engineering function as assigned by management.
- Continuously investing in yourself to develop technical and professional skills that drive your ever-increasing contributions to customer success while actively participating within the SE community and at industry events.
What will you bring to Omnissa? - Build strong relationships with customer IT leaders (CIOs, CTOs, Architects) and guide them through their digital transformation journey
- Lead technical pre-sales efforts including presentations, demos, workshops, and RFP responses
- Collaborate cross-functionally with Customer Success, Professional Services, and Support to drive customer outcomes
- Present our Digital Workspace technical & business value proposition at industry events
- Identify new business opportunities and support the sales team in expanding account value
- Influence product direction by sharing customer insights and industry trends
- What You'll Bring
- 5-7 years in a pre-sales solution engineering role or a related customer-facing role; big plus for experience with End User Computing experience.
- Strong understanding of enterprise architecture and Windows desktop/application management
- Proven ability to deliver compelling demos and presentations to technical and executive audiences
- Experience with subscription-based go-to-market models and customer adoption strategies
- Excellent communication, problem-solving, and stakeholder management skills
Location: Remote New York, New Jersey, Maryland
Education: Technology related 4-year degree preferred, or equivalent
This role is eligible for commission and the typical On-Target Earnings (OTE) range is
USD $190,000 - 249,000 per year. Actual compensation offer may vary from posted hiring range based upon geographic location, work experience, education, skill level, or other relevant factors. In addition to competitive compensation, Omnissa offers a variety of benefits such as employee ownership, health insurance, 401k with matching contributions, disability insurance, paid-time off, growth opportunities, and more
