Sales Solutions Consultant

Country:

United States of America

Location:

CAMAO: Carrier-Home Massachusetts Remote Location, Remote City, MA, 01001 USA

Sensitech’s Life Sciences Industry Solutions Consultant plays a crucial role within our global sales team. Collaborating closely with Account Managers, this role involves a deep understanding of our clients' unique needs. Leveraging Sensitech's extensive range of supply chain visibility, quality, and supply chain resilience software and hardware, the Solutions Consultant crafts impactful solutions that delight our prospects. These are enterprise sales, and you’ll work across borders in a globally coordinated fashion. You will thrive in a dynamic environment, tackling diverse customer challenges, and delivering solutions that significantly enhance the efficiency of our clients' supply chains and the quality of their pharmaceutical products. As a strategic advisor, you offer tangible solutions and insights, showcasing why Sensitech is the optimal partner for addressing their supply chain visibility needs.

Sensitech, a dynamic division under the Carrier umbrella, boasts over 30 years of continuous growth and maintains extensive partnerships with leading pharmaceutical and biologics companies worldwide. This role will occupy a pivotal position at the heart of several prominent strategic endeavors within our organization as we embark on a series of innovative solutions, building upon our existing product portfolio. You'll be at the forefront, engaging prospects with pioneering services, while also enjoying the attentive ear and support of the broader organization.

Principal Responsibilities:

• Primary responsibility is to drive forward and support the sale of Sensitech’s real-time and Lynx SaaS solutions. Successful implementation of these services can have a huge impact on our customers bottom line and product quality benefits. They also require a more detailed understanding of complex and dynamically changing elements at our customers and within our offerings. Specifically, our solutions are always improving with new features and technical enhancements. In this role you’ll want to engage with those new features to thoroughly understand the value they provide.
• In this role you’ll have or develop an excellent understanding of the challenges our customer face and be able to translate those challenges to our solutions and/or work with Product Management teams to define future feature enhancements.
• You’ll work both independently and alongside Key Account Managers and will serve as the first level technical/knowledge resource. Your skills are in-demand, and every question is as unique as our customers.
• You understand how culture impacts buying decisions and can tailor your approach to your global audience.
• This role is pre-sales to close but an important part of what we do is making sure the solution is stable before facilitating an organized handover to our colleagues in Customer Success. While your role involves a lot of strategic thinking you aren’t shy to roll up your sleeves and tactically execute your well thought out plan.
• You love successful customer outcomes and ensure success criteria are clearly documented, achievable and realized during proof of concept/pilot testing. You’ll create customer champions by making them look good.

Specific Responsibilities:

• Collaborate with Sensitech Key Account Executives in qualifying/evaluating opportunities and expanding relationships to develop enterprise solution sales
• Ensure consistency in solutioning/pilot process and clearly communicate results and requirements of discovery and scoping, ultimately fostering a smooth transition to the implementation and program management team

• Leverage technical, operational and sales expertise to lead the expansion into broader, larger, more sophisticated projects and programs.
• Use your innate sense of curiosity to uncover and understand customer problems while leveraging strategic thinking to scope the impact of the problem and the pain of failure to solve.
• Thoroughly research, refine and document customer requirements. Develop and deliver compelling value propositions based on customer requirements.
• Leverage technical, operational and sales/consulting expertise to support the sales opportunity and determine the best solution to maximize ROI.
• Work to document project updates appropriately within the Salesforce CRM tool.
• Write proposals and support responses to RFIs/RFPs/RFQs.
• Support marketing activities by occasionally attending trade shows, conferences, associations, and other marketing events.
• Directly and indirectly work with a cross section of roles at the prospect, including high level executives, to build and deliver compelling presentations, demonstrations, and proposals.
• Collaborate with Product Marketing Management to document specific use-cases and the broader Voice of the Customer to help in the definition of market needs that support the development of new products and services.
• Provide training and product support material for other members of the sales team.

REQUIRED QUALIFICATIONS

• 5+ years of experience with enterprise SaaS solutions
• Reside within the Continental United States - Sensitech is headquartered in Massachusetts occasional non-traditional working hours may be required.
• Travel required, occasional international, approximately 40%

PREFERRED QUALIFICATIONS

• Bachelor’s Degree
• Highly motivated individual who thrives in a dynamic team environment
• Knowledge of Pharma, logistics, regulatory compliance, and transportation a plus
• Excellent communicator with proven ability to clearly convey complex ideas and data in written, presentation and spoken formats to high-level stakeholders often under time constraints.
• Experienced needs identification and value-based software demonstration skills
• Team player with cross functional project leadership skills
• Position may require non-standard working hours

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Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.

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