Director, Solution Consulting

Director, Solution Consulting, Italy & Iberia

Location:                           Remote, (Preferred Italy Based)

Employment Type:          Full-Time

Summary

The Director of Solution Consulting is a business partner who drives the services Sales pipeline by assessing client functional and technical requirements to deliver solutions that drive improved efficiency, transparency and value. The role blends your functional and business acumen requiring an industry expert in CPM/EPM and understands the scope and needs of the office to propose a solution that meets the needs of the client and grow OneStream. In doing so, this role also develops markets and promotes new and strategic OneStream offerings targeting the office of finance and sustainability. This role involves being a strategic business partner to the CRO organisation whose Key Performance Indicators (KPIs) is growing new and existing Annual Recurring Revenue (ARR).

Primary Duties & Responsibilities

• Strategic Sales Partnership
  • Develop and manage strategic plans with key stakeholders to support OneStream growth in your region
  • Engage in thought leadership in regional events targeted at finance transformation and CPM/EPM processes
• Tactical Sales Partnership
  • Help develop great opportunities and account strategies and engage the appropriate presales team members to support them.
  • Run and attend deal clinics and reviews, dry runs and dress rehearsals.
  • Act as a sponsor or a lead for certain key deals and accounts.
  • Run regular business reviews with sales management to ensure alignment on priorities and progress on key deals.
• Sales Execution Tasks
  • Collaborate with sales management and sales account executives to plan account strategies through participation in informal and formal account reviews.
  • Demonstrate innovative approaches to sales cycle and pipeline development.
  • Balance the required Presales investment with the value of each opportunity, challenging when appropriate.
  • Engage the appropriate people for qualified sales opportunities, including the identification of a Presales lead/solution captain.
  • Enforce consistent presale processes, including CRM-based opportunity management, dry-runs and discovery sessions, to ensure superior demos and presentations.
  • With select sales cycles, build strategic partnerships with key decision makers in customer organization.
  • Monitor the impacts of each presales team members through each sales cycle in order to fairly compensate each member once the deal closes.
  • Maintain high-level knowledge of OneStream’s entire solution suite and key competitors.
  • Balance the utilization level of the team, including investment in business development activities, necessary to build the pipeline for the aligned sales teams.
  • Qualification of sales opportunities.
• Team Management
  • Create and sustain an environment where your team is inspired, informed, educated, enabled, recognized and rewarded with the goal of ensuring you have a successful team and, above all, a happy team. Typical activities include: Team meetings, 1:1’s, Best Practice sharing. Participate in coaching, formal performance management reviews.
  • Monitor the development activities towards industry and solution learning goals.
  • Provide feedback and coaching after dry-runs, demos and presentations in order to help them hone their skills.
  • Help develop the larger presales organization through leadership of a solution- or industry-focused community of practice which provides enablement and a voice on the field to solution management.
• Business Improvement Activities
  • You will be expected to lead or participate in projects and initiatives across Solution Consulting to help solve problems and improve as a business.

Required Education & Experience

• Previous experience leading and implementing transformational projects for enterprises using OneStream or similar CPM tools.
• 5-10+ years’ experience in sales/presales capacity.
• Extraordinary presentation and public speaking skills.
• Must have the ability to lead technical discussions and identify the right solution for our customer’s needs.
• Versed and experienced with business analysis and financial modelling.
• Background in Finance/Accounting.
• Impeccable attention to detail.
• Strong listening skills.
• Willing to travel as needed

Preferred Education & Experience

• MBA or relevant Master’s degree optional
• Industry certification(s)

Knowledge, Skills & Abilities

• Ability to articulate the value of advanced EPM functionalities, including Close and Consolidation, FP&A/xP&A , ESG Reporting and AI portfolio.
• Excellent communication and presentation skills.
• Credible, professional, and results-driven.
• Detail-oriented and able to multi-task.
• Comfortable interacting with C-level executives.
• Excellent communication skills.
• Works well in team environment.

Supervisory Responsibilities

• This position has supervisory/management responsibilities over the I&I Presales department (3 - 4 FTE)

Travel Requirements

• Regular travel is expected for this position around 50%

Who We Are

OneStream is how today’s Finance teams can go beyond just reporting on the past and Take Finance Further™ by steering the business to the future. It’s the only enterprise finance platform that unifies financial and operational data, embeds AI for better decisions and productivity, and empowers the CFO to become a critical driver of business strategy and execution.  Our vision is to be the operating system for modern finance, digitizing core financial functions and empowering the CFO to become a critical driver of business strategy. To learn more visit www.onestream.com.

Why Join the OneStream Team

• Transparency around corporate structure, salary, and benefits
• Core value of customer success
• Variety of project work (not industry specific)
• Strong culture and camaraderie
• Multiple training opportunities

All candidates must be legally authorized to work for any company in the country where this position is located without sponsorship.

OneStream Software is an Equal Opportunity Employer.

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