VP: Solutions
We love our customers and want them to get the most out of what we have to offer them. That’s where the role of VP: solutions comes in – to guide our global customers, resellers and integration partners expertly through pre-sales solution validation, full-solution design, and successful integration and business roll-out.
The ideal candidate
The VP: solutions is hands-on, leading the teams that work with Entersekt’s customers to ensure they get the most from our products and solutions. This includes pre-sales consulting, solution design and implementation, go-live transition handholding, and to a certain degree post go-live business value realization. In this role, you will ensure that Entersekt products and solutions are installed and integrated successfully. You are a trusted technical and business advisor, leading our global solutions capability, while your teams guide our customers when making solution implementation decisions. The ideal candidate can also establish and maintain relationships up to C-level executives.
In this role, you will need to visit customers, regional teams, and partners, requiring periodic global travel.
Responsibilities
You will be responsible for leading a team of experienced solution consultants, integration engineers, and solution architects. This includes defining the methodologies and playbooks required to successfully and consistently deploy solutions across our global markets using geographically located teams. In South Africa, you will work closely with many of Entersekt’s early customers, and in other territories, you will be the competency lead and global thought leader on solution methodologies and experiences.
Pre-sales consulting
- Develop and propose pre-sales solutions designs for use in late-stage proposals
- Contribute to boiler plate solution templates that can be re-used in the sales cycle
- Engage with our key customers’ technical stakeholders to articulate key Entersekt solution components and integration approaches
- Understand and articulate customer requirements to ensure they are met by the proposed solution
- Assist in preparing strategically important RFP responses
Solution design
- Ensure solution designs are practical and achievable using Entersekt products
- Develop strategies for closing product fit gaps
- Develop solution blueprints for customer projects
- Define commercial propositions for implementing and integrating proposed solutions
- Define and design customizations and extensions appropriate for each customer
Solution integration
- Configure, install, and integrate Entersekt solutions on customer projects
- Work with project managers to develop and update integration plans
- Work with customer integration teams to design, build, test, and deploy products with necessary integrations
- Use appropriate Entersekt extension APIs and SDKs to extend the product where customization is required
- Hand over custom extensions to post-implementation support (customer or contracted)
POCs and first projects
- Work directly with Entersekt customers to trial new product features or partner integrations
- Develop integration and solution templates and playbooks for new or updated Entersekt products and product features
Partners
- Develop a community of global solutions integration partners who are skilled, and trained to integrate and extend the competency for Entersekt, and work with regional GMs to provide appropriate resources for customer and product mix
People and financial management
- Schedule work on projects for the solutions teams in a visible and measurable way
- Ensure that the costs and revenue of the solutions teams are accounted for, and work with the commercial team on appropriate charge structures
Reporting and knowledge
- Develop a global solutions scorecard, and ensure that the key metrics for solutions work is published
- Actively advance the global reputation of Entersekt’s solutions teams
- Maintain a global customer experience database that encourages the re-use of leading thinking and previous customer project artefacts
Metrics for success
Success for this role will be measured by:
- Customer satisfaction score (post implementation) and net promotor score
- Quality metrics (post go-live issue counts)
Personality Attributes
- Solid team player, self-starter, an entrepreneurial mindset, and the ability to work in a matrix organization
- Strong technical communication skills: the ability to articulate the key differentiators of our solutions and engage in technical discussions with customers
- The ability to facilitate design workshops
- An empathetic and articulate leader who naturally takes teams along on the journey
- Comfortable with a fast-changing environment
- Knowing what will work: the ability to empathize with customers’ needs and frustrations, while maintaining a professional relationship and meeting commitments
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