Role Overview:
This position is responsible for the technical sales/solutions engineering support for designated opportunities and client accounts across healthcare, healthcare insurance, financial services, manufacturing and retail/franchise industries. Must have the ability to empathize with customers and quickly discern their true technical needs by asking detailed and clarifying questions and presenting solutions that target those needs.
Responsibilities:
- Successfully engages with customers and prospects, using compelling, prebuilt content, decks, and demos that highlight our differentiator, with solutions built to support their individual business requirements; inspire our prospects and customers and illustrate the value of OneTouchPoint.
- Lead / participate in deal opportunity reviews. Actively work on deals, proposing strategies to help ensure the success of opportunities. Responsible for client demonstrations, technical deep dives, training and implementation (set up site in stage & production, conduct QA).
- Train support team beyond launch (Customer Service/Sales/etc) to handle account needs post launch date
- Provide technical sales support and consulting, including system and configuration suggestions, understanding and communicating system, solution, and production capabilities, project execution, SLA request feasibility, testing execution, and criteria, risk analysis, contract support.
- Collaborating with the greater pre-sales teams (sales, IT, product, marketing, product marketing) and business units at OTP. Successfully work with teams and individuals with diverse skills and perspectives to achieve common goals.
- Initiate and maintain liaison with Customers, Sales Department, IT, and all internal departments to facilitate scope creation activities.
- Serves as the liaison between client and IT to ‘translate’ business needs into technical requirements.
- Consult with product experts, IT team and internal teams as needed to ensure a complete scope of work. Discuss quotation scope of work documentation and ensure that all the requirements are captured, communicated and agreed on with customers and IT.
- Provide sales support as needed to facilitate opportunity development and accurate scope creation.
- Attend customer attended activities and demonstrations to capture information critical and required to include in scope of work.
- The SE is responsible for organizing activities, teams, and ensure resulting documentation (quote, testing documents, proposals, etc.) is completed by appropriate teams.
- Assist in maintaining the opportunity history with all required documentation and system entry requirements to assist in communication, hand-off and business continuity.
- Partner with the business (sales, IT, product, product marketing, marketing and your SE peers) to provide insights, ideas, creativity and action to ensure your team is working on the right things, at the right time and in the right manner to optimize positive outcomes
- Work successfully with key sales stakeholders to help develop compelling account and opportunity strategies, engage the appropriate pre-sales and marketing teams to support execution of the opportunities, influence 1:1 messaging and demo strategy to inspire our prospects and customers and illustrate the value of OneTouchPoint.
- Participate in continuous improvement / business improvement initiatives to ensure continuous improvement within the Sales / Solutions Engineer team.
- Expected to lead or participate in projects and initiatives across Solution Engineering to help solve problems and improve as a business. This includes such activities as managing the quality of preparation and delivery / implementation of our client work.
Execution Tasks:
- Collaborate with sales management and CCO to plan account strategies through participation in informal and formal account reviews to help ensure a customer centric approach to winning
- Personally engage and help drive deal progression on key opportunities and engage where needed to help manage activities and ensure that SE investment and activities are well planned and executed
- Create / enforce consistent presales processes, including opportunity management, preparation sessions, discoveries and workshops with the customer, dry-runs, validations, etc
- Ensure world-class demos and presentations, resulting in flawless execution
- Ensure consistency and quality in SE preparation and delivery of sales cycle steps
- With select accounts, build strategic partnerships with key decision makers in customer organization
- Be excellent and compelling at delivering presentations to customers and to internal stakeholders
- Collaborate with your SE peers to share practices, optimize resources.
- Be resourceful, creative and a true problem solver
- Ensure achievement of SE goals and objectives
- Maintain a positive work atmosphere by acting and communicating in a respectful manner to get along with customers, co-workers and management
Requirements:
- Bachelor’s Degree preferred
- Minimum 8-10 years of proven work experience in a related field preferably in healthcare, healthcare insurance, financial services, manufacturing or retail/franchise. Print production / fulfillment knowledge preferred.
- Proficient knowledge and experience with computers including all Microsoft applications, in particular Excel. Experience with SaaS based technology preferred.
- Current valid U.S. driver’s license
- Must have the ability to frequently travel within North America occasionally
- Strong leadership skills and the ability to work in a team environment
- Ability to successfully manage multiple projects and priorities
- Excellent customer service, business development and interpersonal skills
- Excellent technical communication (writing and presentation) skills
- High level of organization and attention to detail
- Must be a motivated self-starter and able to follow direction and take instruction
- Drives Result by consistently achieving results, even under tough circumstances
- Potential for up to 20% travel
General Info + Required Training:
- HIPAA Training (every 2 years)
- Safety Training (upon hire)
- Background Check (before hire and every year)
- OIG/SAM Check (monthly)
- Drug Screen (before hire)
- Office Hours (8 A.M – 5 P.M.)
- Medical, Dental, Vision, 401k, Paid Vacations(PTO)/Holidays/Sick Days
- Gas mileage reimbursement of $0.52, cell phone reimbursement, laptop
- While performing the duties of this job, the employee is regularly required to stand and to use hands to handle, or type; occasionally required to walk; required to sit, stoop, kneel, crouch, or crawl. Must be able to talk and to listen. The noise level in the work environment is low.