Business Solution Advisor SaaS

Introduction

My client is a leading provider of investment management solutions to the world’s largest financial services organizations.
They service the largest investment managers around the world as their backbone system for the entire investment management process.
This is an exciting time to join as they are currently on a transformational journey from providing software to delivering technology-enabled cloud services. We are looking for a Business Solution Advisor to help guide their clients through this transition.

Position

• As a Business Solution Advisor, you will join the Global Cloud Sales Team, who are responsible for driving technical sales processes for their Cloud-based software as a service offering.
• You will be supporting the business value sales aspects of deals and act as their customers’ trusted advisor from value proposals through estimation and pricing and on to finalization.
• Throughout the sales process you will counsel their clients on Managed IT-services, Cloud-based solutions, and Financial Benefits thereof to the Financial Sector, so experience in these fields are foundational for your success.
• You will also represent their customers to internal stakeholders and product teams, giving input for the overall direction for their cloud-based products and services.

Duties & Responsibilities

Business Value Help build and establish a common platform for helping customers understand Business Value, Benefits, Assumptions, Current cost of IT operations, ROI and other business relevant aspects of investing in my client’s SaaS including ensuring enablement of team colleagues, establishment of relevant value execution models and building a foundation for growth within the my client’s SaaS space.
Discovery Analyse the prospect’s business environment through interviews with senior stakeholders and translate into the initial financial scope. Document and classify this knowledge according to the standard business value methodology, identify potential business outcomes and adjust the business case accordingly. Use the discovery process to identify strong differentiators against competitors.
Business Value Assessment (BVA) Deliver my client’s BVA presentations, workshops, business cases, ensuring high quality and effectively impacting prospect’s decision path. Articulately communicate the benefits and value of my client’s SaaS. Collect prospect feedback and share with internal stakeholders. Facilitate detailed knowledge transfer from the sales process presales and other relevant my client entities.
Sales Process Obtain a thorough understanding of my client’s sales model and relevant processes and use these concepts in all sales cases.
Knowledge Maintain knowledge of my client’s product and service portfolio, capabilities and other offerings. Develop knowledge outside current area of expertise.
Industry Knowledge Maintain and expand understanding of the Asset Management industry and Financial Markets. Leverage commercial insights, industry practices and anecdotes into prospect interactions with messages tailored to stakeholders.

Qualifications

As the ideal candidate, you thrive in both commercial contexts and in technical domain, and can navigate in both contexts, and bridge across them. You will have lots of customer contact, both commercial and technical, so presentation skills, both in person and online are essential.
• +5 years of business value consulting, value selling, sales, sales engineering, or architect experience with public cloud and managed IT-services.
• Degree within Business Studies/Physics/Mathematics/Computer Science/Engineering.
• A deep understanding of business value generation and business outcome in a regulated industry.
• In-depth knowledge about value management processes and platforms.
• Understanding of the enterprise and application architecture in Financial Services.
• Equipped with a team-player mentality individual with a can-do mindset.
• Embrace change and is motivated by learning new technologies and working practices.
• Fluent in English both spoken and written. Business proficiency in other languages is a strong plus.
• Relevant educational background, preferably Business and IT, Computer Science, or other relevant fields.

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Business Solution Advisor SaaS