As part of the rapidly scaling Box Consulting practice, the SMB Solutions Consultant is responsible for positioning and selling high-value, outcome-oriented consulting engagements to Box’s Mid-Market & SMB Customers. We expect this individual to be able to execute as a leader for the region and work with both the sales reps ("Account Executives") as well as the Commercial Sales Leadership to drive BC effectively for both net new deals (attach Box Consulting on new license deals) and existing deals (drive standalone Box Consulting engagements). The ideal candidate has a track recording of delivering high value, complex technology consulting project and directly leading the end to end sales process (solution design/ scoping/ negotiating) with enterprise customers.
The SC will interface directly with C-Suite and Director level contacts of strategic enterprise accounts to pitch, solution, negotiate and close consulting deals. The SC will work jointly with Box’s Sales to craft the value proposition of a proposed solution and Box Consulting SMEs to properly scope and estimate the level of effort. The ability to help shape and lead a deal as well as to think critically and leverage other resources effectively is a "must-have" for this role.
The Solutions Consultant also leads the creation, presentation and delivery of the final Statement of Work (SOW) in order to ensure Box enterprise customers are set up for successful consulting engagements. The SC may work with the Account team during the initial discovery and demonstration process to ensure that the customer’s requirements are fully understood and included in the implementation SOW.
This role has responsibility to meet quarterly and annual quota objectives working in tandem with the Sales organization. The Solutions Consultant will also have responsibility for maintaining, scaling and enhancing Box Consulting’s sales infrastructure, methods, processes, templates, and tools. The SC is also responsible for ensuring successful internal project hand-offs once the Statement of Work is sold and maintenance of an ongoing relationship with the Customer to identify future opportunities to help customer accelerate their content management maturation and journey.
Why Box needs you
Box is growing fast. Real fast. Every business in the world is looking to modernize the ways they work. As the leader in Cloud Content Management, Box is the only company that can help enterprises transform how people work together.
We are the market leader for Cloud Content Management. Through our continued innovation, we have developed a set of solutions that allow organizations to more effectively manage their content, collaborate with employees and customers, and utilize our best in breed platform to develop their own applications. We have an amazing opportunity to further establish ourselves as the leaders in this space, and we need strong sellers who can help us realize that goal.
By joining Box, you will have the opportunity to help capture the majority of this developing market and define what content management looks like for the digital enterprise.
Why you need Box
Innovation and speed are our greatest competitive differentiators. You will be challenged to think about how to sell Box to enterprise customers, find sticky use cases, and drive a value-based conversation with a diverse set of customers.
Box is committed to developing careers and helping you hone your consultative selling skills. We have a comprehensive sales training program, so expect to come in ready to learn about how to effectively sell our solution into Enterprise customers.
Who you are
In order to be a successful Solution Consultant for Box Consulting, you need to have the "sell, delivery, sell" mentality. Ideally you come from a professional services/ consulting background especially with SaaS/ Enterprise technology experience. You need to be able to work with Sales team members, Solution Architects, and Customer Success Managers to validate in and out of scope requirements and assist with solutioning as necessary. You must work effectively with the Box Consulting management team to determine best approach to consulting service offerings based on prospect and scope. You can fluently participate in pricing and Statement of Work discussions to customers to present and discuss contents of an SOW; mapping their budget & priorities to the scope and deployment strategy. Above all, you value the ability to not just "hit a number" but the ability to be part of a team that can help truly move the needle for our Customers and drive impact to the overall business.
Here's the fine print...
- 5+ years of consulting/ professional services and solutioning experience in an enterprise content management discipline or SaaS solution
- Experience with doing discovery, scoping, and selling Statements of Work
- Ability to sell the vision of our technology solution and also be able to paint the art of the possible
- Ability to understand Customer's technology stack and make specific recommendations on how Box Consulting can help drive business outcomes