Solutions Consultant, South Africa at Concur

Job description

Job Overview

Position Description

Provide Presales and business process consulting assistance to sales team members to facilitate closing sales. Identify specific areas of prospect need and demonstrate how Concur’s applications fill those needs.

Reports to: the Director of Solutions Consulting

Responsibilities

• Be knowledgeable in Concur’s solutions and service offerings, including SaaS business solutions and Implementation methodologies.
• Build personal credibility and professional experience to ensure that engagements promote practical best practices.
• Establish personal expertise in one or more of Concur’s solutions, methodologies and services offerings, to act as a Subject Matter Expert.
• Use your Concur knowledge and expertise to become a ‘trusted advisor’ for prospects, customers and partners when considering Concur’s solutions and service offerings.
• To assist sales colleagues in discovering prospects needs, concerns, and values. In particular undertaking specific ‘discovery’ meetings with prospects.
• Participate with sales team colleagues to identify the most effective approach, particularly related to Concur’s products and services capabilities.
• Deliver demonstrations for all Concur services & solutions effectively, whether this be online (WebEx) or on-site.
• Understand prospects and customers implementation needs, and be able to position and explain Concur’s Global Service offerings and ‘templates’ as appropriate.
• Undertake other sales focused activities such as answering prospect emails and phone calls, and contributing to team engagements such as Requests for Information (RFQ) and Requests for Proposal/Quotation (RFP/RFQ) in a timely, professional and ‘added-value’ approach.
• Regularly report on progress of individual sales consulting activities (e.g. Demo, RFP Response) for prospects and customers.
• Provide necessary ‘hand-over’ guidance, information and advice to Concur Global Services implementation teams for each new Customer.

Qualifications

Position Requirements

Education, Experience & Training Required

• Bachelor degree in related field or related-experience in job function and/or industry.
• Experience in a field relating to Concur’s product lines and/or functional financial pre-sales functions (i.e. Travel industry applications or ERP financials)
• Strong experience as Solution Consultant, pre-sales consultant, with a software applications provider, preferably in the SaaS Cloud Internet based applications marketplace
• Broad business knowledge: ability to interpret and utilize industry information on competitors.
• Demonstrated experience in making formal presentations and demonstrations, including ability customise messages, content and delivery to meet specific needs.

Job Specific Specialized Knowledge & Skills

• Uses professional concepts and company policies to solve a wide range of difficult problems in imaginative and practical ways.
• Exercises judgment within generally defined practices and policies to select methods for obtaining solutions.
• Receives no instruction on routine work and only general instruction on new assignments.
• Interacts with other Concur employees at all levels.
• Travels up to 50% of time.
• Critical Performance Competencies
• Demonstrates different influence styles as appropriate to situation while maintaining positive relationships.
• Builds and maintains trusting relationships with associates and customers.
• Effectively transfers thoughts and expresses ideas using speech, and listening skills to influence others and gain support.
• Adjust to new, different, or changing requirements.
• Listens with objectivity and checks for understanding.
• Persists despite obstacles and opposition or setbacks.
• Competitive, high achiever.
• Holds self-accountable for results.
• Conveys a sense of urgency and drives issues to closure.

Value Competencies

• Displays passion for & responsibility to the prospect, customer and partner.
• Assists in the hiring and development of team colleagues as appropriate.
• Displays leadership through innovation in completing activities.
• Displays a passion for the role and has a drive to improve.
• Displays a relentless commitment to win.
• Displays personal & corporate integrity.