Newly Created Role to Drive Growing Services business for Leading Solutions Analytics Company

 

POSITION SUMMARY

The Solution Consultant is an individual contributor role for the Global Customer Success Team that has direct reporting responsibility for solutioning of services as part of Minitab’s portfolio of service offerings.  Under general supervision from the Sr. Director Global Customer Success, The Solution Consultant provides a high level of expertise and knowledge of the Minitab Software Suite and Solutions. Using this knowledge, the Solution Consultant is responsible for directly partnering with the Sales and Customer Success Managers to analyze customer and prospect needs and recommend Solutions to meet those needs. The Solution Consultant acts as a core component to drive the recommendation to a proposal and ultimately a statement of work.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Solution Selling

  • Support Sales through partnership with CSM's and Software Account Teams to engage clients/prospects through demos, scoping calls, and customer touch points to support the full life cycle of account and opportunity development.
  • Design / recommend solutions to meet the customers goals and business objectives.
  • Develop compelling presentations where needed to showcase value of services, ROI for services for customers, and value propositions.
  • Contribute to the ongoing service book that sales and Customer Success Teams will have at their disposal to generate leads from.
  • Participate in strategic and tactical account planning with Sales and CSM to target possible Services opportunities.
  • Develop appropriate pricing for services proposals to produce appropriate margins. Will be responsible for evaluation of existing service book comparing it to market services to capitalize on market changes where price increases are warranted.
  • Develop and enhance processes to maximize Solutions Engineering and drive efficiency
  • Partner with R&D, Marketing and Engineering to discuss product needs to effectively strategize on how to monetize features or products by way of Services.
  • Conduct interviews and product analysis to gather user requirements via workshops, questionnaires, surveys, site visits, workflow storyboards, use cases, scenarios, and other methods
  • Performs preliminary product audit with customer and determines requirements
  • Translate business concepts into technical requirements

 

Service Proposals and Statements of Work:

  • Translate requirements to Proposals and Statements of Work for negotiation and execution.
  • Maintain all documentation from marketing collateral, SOW templates, and other documentation that support the processes of selling Minitab Services.

Cross Functional Operations:

  • Develop and Maintain Enablement Process in conjunction with Research and Design and Software Development teams to communicate roadmaps, enhancements, and new products in a timely fashion.
  • Liaise with marketing to coordinate marketing activities focused on Deployment and Technical Services within the Customer Engagement Lifecycle.
  • Liaise with Sales Enablement where applicable when rolling out process, services or projects requires documentation in Lessonly or other internal Employee systems

 

EDUCATION, KNOWLEDGE, AND EXPERIENCE

  • Bachelor’s Degree or Equivalent Work Experience in SaaS Environment
  • Minimum 4 years prior selling software or technology services and/or implementation consulting experience and 10+ years direct relevant industry experience
  • Experience with relational databases in conjunction with an ETL or similar integration platform for use with analytical, statistical, and/or data mining platforms preferred. Experience with both data preparation and visualization/dashboarding platforms is a plus. 
  • Knowledge of API integration and SQL preferred.
  • Ability to communicate confidently and effectively at all levels within an organization
  • Strong organizational and time management skills
  • Ability to facilitate organic conversation around products and services
  • Ability to think and plan strategically
  • Demonstrated success solution selling services for an organization
  • Ability to effectively plan and schedule assignments as well as meet stringent deadlines
  • Proven ability to lead inter/intra department projects
  • Demonstrated a customer and business focused approach to solving problems
  • Excellent collaboration, interpersonal and communication skills with ability to build productive relationships
  • Ability to effectively plan and schedule assignments as well as meet stringent deadlines
  • Ability to learn quickly in a fast-paced environment and balance multiple priorities
  • Excellent organizational & time management skills
  • A focus on outcomes and able to drive team goals to align with company goals 
  • Strive for constant progress and provide a continual evaluation of processes and procedures

QUALIFICATIONS, SKILLS, AND ABILITIES

  • Understand Solution Selling Concepts that align with the following:
    • Pre-call discovery planning
      • Needs Analysis – demonstrated by an understanding of what Customers share and are able to translate to questions used to gather data
      • Listening Skills – demonstrated by providing solutions that meet the needs of the customer versus a menu of standard services
      • Proposal Skills – demonstrated by writing value-based proposals
      • Closing Skills – demonstrated by being able to get customers to commit to a solution
    • Understanding of the sales cycle and being able to juggle priorities to handle both short and long sales cycles based on prospect customer timing.
    • A drive to meet the needs of the customer.
    • Leadership – Demonstrates the ability to coach and mentor others around their area of expertise to help elevate other sales team members.
    • Exceptional interpersonal skills with a focus on rapport-building, listening, and questioning.
  • Expert mentoring skills.
  • Ability to schedule and lead conference calls while having the correct resources involved to meet the customer’s needs.
  • Extensive experience working in a team-oriented, collaborative environment.
  • Expert experience gathering requirements and writing Professional Services SOW’s.
  • Expert experience supporting enterprise applications.
  • Strong computer literacy skills with the ability to understand the technical aspects of software and its functions.
  • Strong documentation skills.
  • Ability to learn quickly in a fast-paced environment and balance multiple priorities.
  • Analytical problem solver with the ability to use conventional and unconventional methods for problem identification and resolution.
  • Ability to define problems, collect data, establish facts, and draw valid conclusions.
  • Ability to effectively present information and respond to questions from groups of managers, clients, and customers.
  • Ability to effectively prioritize and execute tasks in a high-pressure environment and effectively use time and resources to accomplish support group operations.
  • Highly self-motivated, self-directed, and attentive to detail.
  • Flexibility to changes in schedule, responsibilities or role based on customer requirements.
  • Position requires frequent travel to Customers and periodic office locations if remote
  • Work comfortably and respectfully across diverse cultures and customs.

 

 

Minitab is a Federal contractor and is following all applicable COVID-19 vaccination requirements.

LI-#Remote

Apply for this Job

* Required

resume chosen  
(File types: pdf, doc, docx, txt, rtf)
cover_letter chosen  
(File types: pdf, doc, docx, txt, rtf)


Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Minitab ’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.


Form CC-305

OMB Control Number 1250-0005

Expires 05/31/2023

Voluntary Self-Identification of Disability

Why are you being asked to complete this form?

We are a federal contractor or subcontractor required by law to provide equal employment opportunity to qualified people with disabilities. We are also required to measure our progress toward having at least 7% of our workforce be individuals with disabilities. To do this, we must ask applicants and employees if they have a disability or have ever had a disability. Because a person may become disabled at any time, we ask all of our employees to update their information at least every five years.

Identifying yourself as an individual with a disability is voluntary, and we hope that you will choose to do so. Your answer will be maintained confidentially and not be seen by selecting officials or anyone else involved in making personnel decisions. Completing the form will not negatively impact you in any way, regardless of whether you have self-identified in the past. For more information about this form or the equal employment obligations of federal contractors under Section 503 of the Rehabilitation Act, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition.

Disabilities include, but are not limited to:

  • Autism
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, or HIV/AIDS
  • Blind or low vision
  • Cancer
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or hard of hearing
  • Depression or anxiety
  • Diabetes
  • Epilepsy
  • Gastrointestinal disorders, for example, Crohn's Disease, or irritable bowel syndrome
  • Intellectual disability
  • Missing limbs or partially missing limbs
  • Nervous system condition for example, migraine headaches, Parkinson’s disease, or Multiple sclerosis (MS)
  • Psychiatric condition, for example, bipolar disorder, schizophrenia, PTSD, or major depression

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.