Solutions Specialist

Title: Solutions Specialist

Summary of Role

The Command Alkon Solutions Specialist is part of an All-Star Team, playing a key role between Sales and Product Teams as the Trusted Advisor. They are the primary technical sales resource focused on helping support and collaborate with the team to drive sales with prospective companies, as well as upselling and growing the existing customer base. Solutions Specialists are customer driven, helping understand customer’s business challenges, recommending best solution to achieve their desired outcomes and deliver value to help drive and grow their business. They are responsible for actively driving and managing the technology evaluation stage of the sales process in conjunction with sales, customer success, and professional services teams.

How You’ll Succeed

• Establish strong relationship with the sales team to partner and work together to engage and drive sales opportunities
• Build respect, trust, and credibility with prospects and customers by understanding industry and business drivers while focusing on their unique needs
• Deliver product presentations and demonstrations mapped to the customer’s desired positive business outcomes (and how they can avoid negative consequences)
• Clearly articulate our competitive advantage (key value drivers / differentiators) for your respective products
• Take the lead and ownership of the products you're responsible for selling. Think strategically and be proactive in engaging with team to pursue opportunities.
• Collaborate and partner with Product Management to:
• Ensure sales alignment on product vision, strategy, and roadmap
• Effectively message to sales team and to customers
• Convey customer and prospect feedback and collect competitive intelligence during sales activities
• Achieve product sales goals by meeting or exceeding quarterly and annual bookings targets

What You Bring

• Knowledge of the regional differences on all aspects of how Command Alkon engages with customers and prospects relative to each region
• Familiarity with the products and technology used in the heavy building materials, civil construction, or telematics industries
• Demonstrated experience in a consultative/technical selling approach with both SaaS and on-premise software solutions.
• Demonstrated ability to organize and present technical material in an easily understood manner
• Proven ability to uncover business challenges and articulate the value Command Alkon products bring to achieve desired positive business outcomes and avoid/eliminate negative consequences
• Passion for products and technology and how they improve customers business operations
• Sales-centric with an enthusiastic, self-starting, entrepreneurial approach
• Demonstrated passion to improve and optimize processes (continuous improvement) to progress the team forward

Who You Are

Business Insight: You apply knowledge of business and the marketplace to advance the organization's goals.

Ensures Accountability: You hold self and others accountable to meet commitments.

Action Oriented: You take on new opportunities with a sense of urgency, high energy, and enthusiasm.

Builds Networks: You effectively build formal and informal relationship networks inside and outside the organization.

Communicates Effectively: You develop and deliver multi-mode communications that convey a clear understanding of the unique needs of different audiences.

Persuades: You use compelling arguments to gain the support and commitment of others.

Situational Adaptability: You have an adaptive approach and demeanor in real time to match the shifting demands of different situations.

All Company Core Competencies

Customer Focus: You build strong customer relationships and deliver customer-centric solutions.

Cultivates Innovation: You create new and better ways for the organization to be successful.

Collaborates: You build partnerships and work collaboratively with others to meet shared objectives.

Instills Trust: You gain the confidence and trust of others through honesty, integrity, and authenticity.

Self-Development: You actively seek new ways to grow and be challenged using both formal and informal development channels.