Sales Solution Architect (US Based)

brightfin

2d • Remote

About The Position

brightfin is a revolutionary, subscription-based software provider of Technology Expense Management and Digital Workplace Solutions. Built natively on ServiceNow, brightfin helps companies centralize and manage IT assets and expenses across mobile, telecom (fixed / voice & data), and cloud. brightfin partners with enterprises and government agencies globally to provide cost savings, deep insights, efficiency through automated workflows, and industry-leading services such as UEM, lifecycle management, bill pay, and more. The company has been recognized as a Visionary on Gartner’s Magic Quadrant for Managed Mobility Services, Global.

Job Summary: Solutions Architects are responsible for helping deliver profitable bookings and revenue. This includes:
Presenting, explaining, and demonstrating brightfin’s business value and solutions to customers, prospects, and partners.
Supporting the sales organization (direct and indirect) in conveying the value of brightfin’s solution to address business and market challenges including emerging and disruptive technology using knowledge and experience of the broader market, industry trends and brightfin’s mix of solutions.
Providing business, process, and technical assessment, understanding client’s challenges, and portraying this as a gap-analysis that brightfin can address at a detailed and executive (up to C-Level) level within the organization

Requirements

• At least 5 years of business experience solving complex business challenges
• Broad industry and business experience, possibly gained through business consulting
• Strong communications skills; the ability to articulate the value of brightfin’s products/solutions in a clear manner to senior business leaders as well as operational staff
• Ability to listen, understand and communicate customers' needs verbally and in writing
• Ability to interact with others in a cooperative fashion to build strong rapport based on credibility
• Ability to analyze and understand data and the relationships within the data and how it is used by the business (specifically IT & telecommunication information)
• Proficient with Microsoft Office Suite or related software to build compelling content and presentations
• Ability to demonstrate an online platform and present other material such as ROI sheets and Process flowcharts in person and remote.
• Ability to stay up-to-date and learn new platform functionality & messaging for demonstrations
• Aptitude for staying abreast of emerging technology and how innovative adoption of technology and business practices can deliver competitive advantage
• Knowledge of the Technology Expense Management industry including products/services and processes
• Knowledge of the Telecommunications industry including products/services and processes
• Knowledge of enterprise software usage and implementation
• Potential for moderate to high travel based on customer meetings and assignments
• 30% travel through the US

Responsibilities

• Ensure the value proposition of brightfin’s solutions are communicated to prospects at the mid management level or above.
• Partner with Direct Sales team to provide detailed business understanding, process & technical expertise – drive discovery, perform presentations and solution demonstrations
• Demonstrate authoritative knowledge of current business challenges and opportunities and explain how brightfin supports business growth and helps customers take advantage of new trends and technologies supported by brightfin solutions
• Demonstrate brightfin’s technology, listen to customer questions, and explain how our technology can solve customer challenges, and improve their productivity.
• Engages the client in productive discussions to understand the needs and define the business case
• Gathers information required to develop a solution
• Analyzes customer requirements to identify gaps
• Ensures that the brightfin Product and solution will meet customer requirements; refines requirements with the customer as needed
• Identifies pain points and directs customers to focus on processes or needs for which the brightfin product can show immediate value
• Understands and translates needs into a targeted solution that can be delivered effectively (cost and time) by the brightfin services organization
• Can demonstrate the value that will be delivered through the brightfin solution using modeling tools, Proof of Concepts, and whiteboard presentations
• Identifies gaps in the implementation and presents solutions – training, need for SME, resource needs, etc.
• Lead packaging & appropriate pricing of solutions
• Ownership of RFPs, InfoSec Questionnaires and SOWs
• Assist in Transition from sales to the Implementation phase
• Communicate solutions based on business value and clearly articulate the business benefits to the prospect/customer. Able to separate short-term from long-term strategy and goals.
• Has a deep understanding of the business value provided by brightfin solutions in all areas of the business, current and emerging. Maintains strong relationships with delivery teams and stays abreast of pipeline activity providing customer feedback to help shape solutions.
• Ensure consistent communication and management of client needs
• Develop a strong rapport with prospects by building credibility through knowledge and value
• Identify customer needs and develop effective solutions that meet expectations
• Ensure clear communication of customer expectations throughout the brightfin organization – Executive team, Services, Product, and Support
• Address prospects concerns and need head-on; recruiting the appropriate resources needed to meet expectations

Benefits

• brightfin offers a comprehensive health, dental and vision benefits package.
• Paid time off. We strongly believe in work-life balance and taking time for yourself.
• 401K with employer match

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed