Presales Solution Engineer - Communications
Vlocity is a fast-growing enterprise applications company focused on bringing industry-specific business processes to the cloud. With 400 employees around the world and customers on six continents, Vlocity has been the fastest-growing independent software vendor on the Salesforce platform for two years running. Vlocity is currently shipping version 18 of its application suite, and has raised over $100MM in capital from investors including Salesforce.com, Accenture and Sutter Hill Ventures.
Vlocity develops software to help communications, media & energy providers, insurance carriers and government agencies digitally engage customers through their channels and devices of choice. We serve dozens of the world’s Fortune 5000 companies including Sky Italia, Telecom Italia, TELUS, 3, Telecom Argentina, Cellcom, New York Life, Farmers Insurance, Harvard Pilgrim, and Anthem. Our solutions run on our customers’ web sites, in their contact centers and on the mobile devices of their service and sales professionals – providing a compelling, modern, omnichannel experience. Despite the complexity and sophistication of the enterprise business processes we enable, we believe the user experience should be as simple and compelling as a consumer application.
Vlocity is hiring experienced Sales Consultants to help sell our Communications, Media and Energy (CME) Vertical Industry Applications.
Our Sales Consultants are deep product and industry experts who are teamed with our account executives to develop sales strategies and solutions that address customer needs in new and existing accounts. This role will interact primarily with Fortune 1000 (Enterprise) clients and will require effective communication skills, the ability to deliver dynamic software demonstrations and a confident knowledge of the related industry processes and best practices.
This role requires that you be experienced and comfortable working with deals of all sizes and a comfort interacting with levels ranging from individual contributor to CEOs of large corporations. Primary responsibilities include –
- Providing pre-sales / SC leadership in a teaming environment
- Articulating the Vlocity value proposition and vision
- Configuring and presenting software demonstrations that are both functionally compelling and most importantly, relevant to the specific business processes of interest to the customer / prospect
- Developing technical peer relationships in key accounts
Prior experience working with Salesforce, Siebel Industry Applications or other Telecom / Comms specific applications is preferred, along with a deep industry expertise in the target vertical of Communications, Media and Energy (CME).
Additional Responsibilities & Expectations
- Understand customer needs through detailed discovery of their industry processes to identify value and challenges that can be addressed with the Vlocity platform
- Develop high-quality presentations, proposals and software demonstrations for a specific customer / prospect
- Work with the sales team to build, manage and maintain customer relationships
- Work closely with the Sales Director and Director of Solution Consulting to prioritize opportunities
- Be responsible for the 'technical win' by providing functionally compelling and relevant demonstrations
- Provide customer feedback to the product management and engineering teams to capture new customer requirements and enhancements
- Lead and collaborate with interdisciplinary project teams
- Provide recommendations for overcoming technical sales objections
- Bias to making those around you successful; you are comfortable working as a team player and a mentor in a fast growing organization
- Contribute to building a positive, can-do, high-performance culture
- Demonstrate a proven track record of successful delivery of customer projects, preferably enterprise CRM implementations
Experience
- 7+ years of Communications industry software sales consulting
- Proven success as a sales consultant at other software companies
- Industry domain experience in Communications is required
- Experience working in a fast moving, agile company and sales team
- Experience configuring and demonstrating the Salesforce Sales or Service Cloud Apps, or a similar leading CRM application is preferred
Skills
- Strong understanding of modern systems architecture including on-premise and cloud based systems
- Technical proficiency with salesforce configuration and components (service cloud and force.com including APEX, VisualForce and lightning components)
- Familiarity with modern web and mobile front-end systems including the tools, processes and technologies behind a company’s digital strategy (for example Angular, CSS and Javascript)
- Expert knowledge of the complete sales lifecycle with extensive experience responding to sales RFIs / RFPs and configuring software demos at very high levels of quality
- Capability to translate business requirements into compelling software demonstrations
- Excellent leadership, communication and teamwork skills
- High degree of confidence in presenting software demos and leading technical pre-sales discussions
Desired Certifications / Qualifications
- Bachelor's or Master's degree in Computer Science, Software Engineering, Business or a related field, or equivalent experience