Presales Solution Architect CME (Communication, Media & Entertainment)

Job Description

Overview:

• She/He be responsible for providing commercial and/or technical leadership for multiple accounts within CME vertical by championing the entire portfolio of solutions and products through technical thought leadership relevant to this industry.
• Critical aspect of this role is to maintain vertical Industry knowledge , integrating it with technology specific trends into sales engagement efforts. Leveraging the CME industry knowledge, the incumbent should apply hunting sales technique to acquire newer customers and expand existing account to drive incremental business growth in CME which will require-
• Charting out the road map based on Digital transformation initiatives in Telecom using IOT, data management, Big data /analytics to offer the right solutions which will address customer drivers, challenges, and business requirement objectives.
• Creating the technology and solution roadmap including a focus on bridging from existing to newer IT strategies over time in the CME industry
• Working closely with the EAMs to contribute to the Account Business Plan.

Key Responsibilities

• Effectively exercises the sales capabilities essential for prospecting and qualifying opportunities, formulating and proposing solutions, negotiating and closing deals. Also establishes, nurtures, leverages and manages solid customer relationships to influence buying decisions.
• Engages proactively with the customer and partner with account managers & executives to create/discover opportunities and to drive an on-going stream of deals and opportunities.
• Leverages a solid understanding of the customers industry (CME) commercial strategy, concepts, terminology, broad technical and business drivers, competitive landscape, and long-term business objectives - to build a consultative influence in the account; understands how the customer is differentiating themselves within the industry
• Influences key account IT strategy and investment using thought leadership focused on commercial issues, evolving market and customer industry trends in CME space. Customizes messaging and focus to optimize interactions with different key customer roles such as CxO, CMO, Global Strategy etc., and incorporates an understanding of technology trends within the IT industry, as well as the customers industry (CME), using industry-specific language, not generic terminology.
• Combines knowledge of and experience in the industry, market trends, regulatory issues, an understanding of the target industry competitive arena, and architecture/technology trends (IT and in CME Space) to drive business in this sector
• Demonstrates a deep understanding of the partner ecosystem in order to identify and include startups and new types of partners in innovative solution maps for the customer; understands partner strategies and capabilities deeply enough to identify differentiation in customer service capabilities
• Develops a customer-centred business plan and executes account activities to implement the plan, improving HPEs financial metrics of the account, and leveraging extended resources to deliver business value.
• Develops an open and authentic mindset and credibility, freely sharing talent and expertise, exerting a positive influence over others, and contributing to the success of the whole organization. Effectively advises the account team on technology, products and strategy, providing relevant resources, technical benefits and product advice.
• Responsible for strategizing with account managers to address key end-customer IT trends, requirements and business/technology challenges in CME Space to offer the right solutions to the customers.

Knowledge and Skills

• Expert knowledge of the customers industry, trends, emerging technologies, methodologies, competitors and companys strategy and solutions which apply to CME
• Deep understanding of NFV and preferably should spearhead the complex projects in this area
• Deep financial and business acumen, including typical KPIs and measurement of key executives, particularly CxO; knowledgeable about TCO/ROI concepts and calculations, understand how customers generate revenue.
• Solid understanding of the customers commercial strategy, concepts, terminology, broad technical and business drivers, long-term business objectives and how the customer is differentiating themselves within the CME industry.
• Preferably Well recognized across the CME industry in India and sought out as an SME in this space within IT industry
• Demonstrates expert sales skills, including presenting, whiteboarding, objection handling, and closing skills.
• Should have a sound understanding of Telco Network as a domain and the Network Functions of Telco Network
• Should have the understanding of Workloads of a typical Telco Network and the KPIs of these workloads
• Should be able to articulate the value proposition of IT Infra for these Workloads of Telco Network

Keyskills :
usiness growthcommercial strategycustomer servicethought leadershiptechnical leadershipglobal strategybigdatabusiness acumentechnology trendsit strategykey accountaccount managementfinancial metricsobjection handlingconsultative selling