Solutions Specialist

Role Overview:

As a Solution Specialist, you will play a crucial role in driving revenue and profit within a dedicated sales segment and/or region aligned with specific brands and product sets. Working closely with Account Managers, sales leadership, and partners, you will identify and capitalize on whitespace opportunities, driving net new business growth for both the company and the assigned brands. Your expertise in partner products, programs, and market strategies will be instrumental in fostering strategic relationships and achieving sales objectives.

Key Areas of Responsibility:

• Subject Matter Expertise: Become proficient in designated partner products, programs, and go-to-market strategies. Effectively communicate these to sales teams.
• Field Alignment and Account Mapping: Assist in aligning the company sales efforts and mapping accounts within the assigned territory.
• Customer Engagement: Attend customer-facing events and conference calls to articulate the value proposition of the company and its partners.
• Training and Enablement: Conduct trainings on partner products, services, and programs within your assigned territory.
• Promotional Support: Collaborate with partners and Product and Partner Management (PPM) to develop messaging and promotions tailored to specific customer sets.
• Sales Planning and Execution: Develop and execute quarterly sales plans, monitoring engagement, pipeline, and market trends through monthly scorecards.
• Relationship Management: Cultivate strong relationships between partner sales teams, Sales, and Leadership teams.
• Alignment and Improvement: Act as a liaison between Sales and PPM to identify opportunities for product, program, and partner alignment improvements.
• Market Analysis: Understand market trends and customer needs within the assigned segment/region. Communicate business wins and challenges internally and externally.
• Competitive Insight: Stay informed about the competitive landscape within the assigned segment/region and its impact on the company and partner strategies.
• Service Offerings: Demonstrate thorough knowledge of the company service offerings and processes, ensuring alignment with client needs.
• Tool Proficiency: Proficiently use company tools and processes such as SPS, AS400, bid desk, and returns systems.
• Reporting: Provide comprehensive internal and external reports on brand and category performance, industry trends, and market share.
• Success Metrics: Meet or exceed revenue and margin expectations for assigned partners and regions. Obtain necessary partner and industry certifications as required.

Qualifications:

Education and Experience:

• Bachelor’s degree plus 2 years of sales/marketing experience, OR
• 6 years of experience in sales/marketing, OR
• 4 years of PPM experience plus 2 years of experience in sales/marketing.

Other Required Qualifications:

• Excellent verbal and written communication skills.
• Proficiency in Microsoft Office applications.
• Ability to multitask effectively.
• Strong financial and business acumen.
• Strategic thinking and analytical skills.
• Strong willingness to learn and adapt.

Preferred Qualifications:

• Bachelor’s degree plus 4 years of experience in Sales and/or Marketing.
• Established relationships and 3+ years of selling experience.
• Track record of achieving monthly and quarterly sales targets.
• Experience in quote-driven sales environments.
• Exceptional phone, platform speaking, and presentation skills.
• Familiarity with enterprise-level sales proposals and contracts.
• Strong working knowledge of the assigned market with a focus on continuous learning.
• Relevant industry certifications.