Carina Software
Job title:
Solution Consultant
Company
Carina Software
Job description
About Us:
Ascertra operates under the umbrella of the Vela Software Group, a division of Constellation
Software Inc. – a world leader in acquiring, managing, and growing software companies that are
essential to their industries.Ascertra’s product portfolio includes leading solutions such as Proarc, Coreworx, and Mpower,
each addressing critical challenges and risks related to managing information and resources
across complex capital projects and asset operations.Ascertra customers use our software to manage the volumes of information and processes that
go along with the planning, engineering, construction, and operation of complex capital projects,
such as offshore oil rigs, refineries, offshore wind farms, and power generation plants – and that
makes us proud.Role Overview:
The Solution Consultant will bridge the gap between account executives and
customer/prospect, bringing the advanced product and process knowledge required to build
customer confidence and increase sales throughout the attract, nurture, and align stages of the
Ascertra CEP (Customer Engagement Process).This role is primarily responsible for determining the overall strategic, operational, and technical
solution scope of new business opportunities with customers and prospects. Part business
analyst, part technologist, part salesperson, the solution consultant works closely with sales and
implementation teams to understand clients’ strategic business issues and then craft and
communicate solution strategies.Solution consultants spend almost 100% of their time in the pre-sales stage of the sale –
anywhere from prospecting through business development (qualification) to close of sales
transaction.Key Responsibilities:
- Working collaboratively with an account executive and client stakeholders to map strategic business issues and desired business outcomes to Ascertra’s product portfolio.
- Primarily focused on taking our standard product offerings and working with the client to map their requirements, compelling events, value justification (business case) to an Ascertra solution scope – comprised of software and services ‘bill of materials’ (leading to formal schedule of work (SoW) by Ascertra services delivery team).
- Deliver on activities such as discovery calls, solution presentations, value justification activities, introductory and tailored (proof) demonstrations, formal tender proposals, technical assessments, software evaluations, leading client meetings/workshops, etc.
- Building deeper relationships and confidence with decision makers, ultimately helping Ascertra convert and win more deals as a key element of the sales team through maturing value or solution selling methodologies and tools.
- Define success criteria with new customers to allow post implementation measurement and continuous improvement on future implementations.
- Development and ownership of a library of standard documents and sales assets to support the sales process.
- Apply standard tools, engagement methodologies, and sales assets to support the sales process.
- Own implementation of demonstration environments ensuring ‘current’ data, process examples, and structures which match with sales messaging.
- Work collaboratively with the marketing team offering technical and process input into marketing material and campaigns.
- Help to understand and define our market and our competition, leveraging this information towards prioritizing our resources on the right deals with the best potential to win.
Qualifications:
- This team is consultative in the way they engage the prospect/customer, taking a challenger approach to help the client assess why Ascertra and why the Ascertra solution being proposed (as we are NOT typically the low-cost provider – we are premium).
- Customer facing, so naturally comfortable and confident in talking with customers.
- Product/solution expert, having a keen ability to translate feature/function against measurable business value and desired business outcomes leveraging our deep and rich industry/process knowledge.
- Have excellent written and presentation skills; and support regular usage of HubSpot for capturing ‘voice’ of customer, interactions with customer, and details that expand opportunity knowledge and strategy, and competitive positioning.
- Knowledge of target customer challenges, and approaches to problem resolution.
Nice-to-Have:
- Expert knowledge in functionality and processes in 1 Ascertra product line.
Accessibility:
If you require any accommodations during the recruitment process, please let us know through
your selected application method. We are committed to ensuring equal opportunities for all
candidates.Join us in shaping the future of sales and customer success at Ascertra. Apply now and unleash your potential with us!
Expected salary
Location
Stavanger, Rogaland – Oslo
Job date
Tue, 14 Jan 2025 23:40:40 GMT
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