Infor Global Solutions
Job Posting
Infor delivers fully integrated enterprise solutions for a wide range of industries, as well as best-in-class, stand-alone products that address the essential challenges its customers face in areas such as enterprise resource planning, supply chain planning and execution, customer and supplier relationship management, asset management, product lifecycle management, financial and performance management, and business intelligence. With 8,100 employees and offices in over 100 countries, Infor provides enterprise solutions to more than 70,000 customers. For additional information, visit www.infor.com.
POSITION: Pre-Sales Solution Consultant, Public Sector (Technical)
LOCATION: US – Several Locations /Remote
SUMMARY: The Solutions Consultant is responsible for providing product line assistance to the sales organization, Lawson prospective clients and Lawson clients. A Solutions Consultant is responsible for understanding prospective client’s critical business issues in order to present and demonstrate Lawson’s software capabilities for the best possible solution to win the business. S/he is also responsible for understanding product line strengths and weaknesses in comparison to the competition in the marketplace. The Solutions Consultant must be able to effectively team with the sales organization in order to win business.
JOB RESPONSIBILITIES:
Management of Solutions Consultant Team– 50%
Maintain common demonstration data to be used in presentations.
Prepare unique demonstration data to address the needs of specific scripted presentations.
Explain product features, but more importantly, benefits and values to sell full product lines.
Learn/understand partner software and demonstrate as needed.
Share product knowledge with other Solution Consultants regularly.
Work with other Solution Consultants to maintain highest quality demo data.
Maintain a high and accurate level of knowledge of business concepts, business processes and structures and efficiency factors in order to demonstrate ways of increased performance and business excellence for prospects
Write and make use of competitive analyses
Gather market/business requirements as input to Product Development process
Formally approve proposed solution including complex sales
Sales Organization Support– 50%
Develop detailed knowledge and understanding of a particular industry and/or product to enable effective pre-sales solution design activities
Answer functional questions related to product lines in Requests for Proposals.
Creates empathy with the audience, shows great presence including entertaining communication of selling points and values.
Actively involved in the qualification process.
Continually explore and learn knowledge of latest releases of software.
Conduct site surveys and/or phone surveys with Sales/Account Executives to determine prospects’ needs
Establish strategy with the AE and other Solution Consultants prior to the survey.
Determine the prospect’s critical business issues.
Position the strengths of Lawson products during the survey, laying potential traps for the competition.
Determine ability of Lawson applications to address prospect’s business issues and assist AE in determining degree of Lawson “fit” for each deal.
Determine an agenda and set appropriate expectations for the demonstration.
Work with the AE to coordinate demonstration strategy planning for the sales team.
Tailor demonstration to specifically address proof of Lawson’s capabilities to solve the prospect’s critical business issues.
Prepare appropriate demonstration data and handouts for the presentation.
Position product strengths against the competition.
Handle objections professionally and respond thoughtfully to client’s questions.
Maintain control of the agenda during the presentation.
· Maintain revenue generation goals by maintaining activity levels consistent with established standards.
Assist Sales/Account Executives with timely follow-up by addressing any outstanding product line issues with prospects
Provide feedback to sales management and product marketing management on any issues in the field
Sales Support – 20% of above
· Coordinate demonstration strategy planning with the AE and solution Consultants, including coordinate the process and working with other Solution Consultants to ensure quality data.
· Work with the AE to determine an agenda and set appropriate expectations for the demonstration.
· Assist Solution Consultants in preparing for demonstration.
· Present high level business processes for all Lawson product suites.
· Work with marketing on new product and vertical initiatives.
Mentor new Solution Consultants by working with Solution Consultants on a training plan, reviewing responses to RFP’s, participating in peer demo reviews and providing feedback.
Team Leadership– 20% of above
· Lead role is a leadership position, coaching and mentoring employees.
EDUCATION & EXPERIENCE:
§ 3-5 years direct or pre-sales consulting experience with Business Applications software and/or Lawson Software experience. Knowledge of Public Sector.
§ Minimum of one year as Solution Consultant
§ Information technology industry experience.
§ Business Application software vendor experience.
§ Vertical market experience.
Infor Global Solutions offers a competitive compensation and benefits package. Infor respects and embraces diversity in our workforce. EOE/AA M/F/D/V
To apply, please click on the following link: www.infor.com