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Solutions Consultant Senior

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Company: Concur Technologies

Location: England, AR

Date Posted: January 7, 2014

Source: Concur Technologies

Concur is a leading provider of integrated travel and expense management solutions. Concur’s easy-to-use cloud-based and mobile solutions help organisations and their employees control costs and save time. Concur® Connect is the platform that enables the entire travel and expense ecosystem of customers, suppliers and solution partners to access and extend Concur’s T&E cloud. Concur is trusted by thousands of organisations in more than 100 countries and reaches millions of employees worldwide.

Job Overview:
Provide product and business process consulting assistance to sales team members to facilitate closing sales. Identify specific areas of prospect need and demonstrate how Concur’s applications fill those needs.

Reports to: the Team Lead - Solutions Consulting.

Responsibilities:

* Become knowledgeable of Concur’s solutions and service offerings, including SaaS business solutions and Implementation methodologies and advanced service offerings. Understand important documents and processes, including Product Roadmaps, upcoming product enhancements etc. Maintain this knowledge ...

Concur is a leading provider of integrated travel and expense management solutions. Concur’s easy-to-use cloud-based and mobile solutions help organisations and their employees control costs and save time. Concur® Connect is the platform that enables the entire travel and expense ecosystem of customers, suppliers and solution partners to access and extend Concur’s T&E cloud. Concur is trusted by thousands of organisations in more than 100 countries and reaches millions of employees worldwide.

Job Overview:
Provide product and business process consulting assistance to sales team members to facilitate closing sales. Identify specific areas of prospect need and demonstrate how Concur’s applications fill those needs.

Reports to: the Team Lead - Solutions Consulting.

Responsibilities:

* Become knowledgeable of Concur’s solutions and service offerings, including SaaS business solutions and Implementation methodologies and advanced service offerings. Understand important documents and processes, including Product Roadmaps, upcoming product enhancements etc. Maintain this knowledge through use of online training, attendance at training activities, and also interacting with colleagues for example in Product Management and Global Services.

* Build personal credibility and professional experience to ensure that engagements promote practical best practices and confirm understanding and compliance with local legal and fiscal requirements etc.

* Establish personal expertise in one or more of Concur’s solutions, methodologies and services offerings, to act as a Subject Matter Expert (SME), and thereby be a focus for developing the knowledge of colleagues. Contribute to the SME forum and also act as a ‘go-to-person’ for specific advice and assistance.

* Use this knowledge and expertise to become a ‘trusted advisor’ for prospects, customers and partners when considering Concur’s solutions and service offerings.

* To assist sales colleagues in discovering prospects needs, concerns, and values. In particular undertaking specific ‘discovery’ meetings with prospects. Understanding and contributing to the discovery documentation prepared by the sales team, including the Customer Value Illustrator (CVI) document.

* Participate with sales team colleagues to identify the most effective approach, particularly related to Concur’s products and services capabilities, that will result in the prospects pains and needs being addressed, along with a compelling and unique vision of how Concur’s offerings will benefit the customer in the future. Leading to the customer purchasing, implementing and adopting Concur’s services & solutions.

* Following guidance from Sales and Solution Consulting colleagues prepare and agree demonstration scripts and scenarios, configure demonstrations and supporting presentations as needed. Confirm preparation in ‘run-through’ sessions with colleagues to ensure scenarios, anecdotes etc. are appropriate, focus on key needs, provide value, and can be demonstrated smoothly.

* Deliver demonstrations for all Concur services & solutions effectively, whether this be online (WebEx) or on-site. Ensure that the demonstration takes account of attendee needs, and questions are recorded, answered with consideration, and that any follow-up actions are agreed and completed.

* Understand prospects and customers implementation needs, and be able to position and explain Concur’s Global Service offerings and ‘templates’ as appropriate. This may also require working with colleagues, in Sales Consulting and Global Services to ensure the correct approach is advised, positioned and sold.

* Undertake other sales focused activities such as answering prospect emails and phone calls, and contributing to team engagements such as Requests for Information (RFQ) and Requests for Proposal/Quotation (RFP/RFQ) in a timely, professional and ‘added-value’ approach.

* Following a demonstration, or other Sales Consulting prospect, partner or customer based activity participate in an ‘after action’ review and feedback session to understand if the goals for the activity were achieved, areas for improvement and communication to colleagues, and to confirm and initiate ‘next actions’.

* Regularly report on progress of individual sales consulting activities (e.g. Demo, RFP Response) for prospects and customers. This includes timely updates to Salesforce.com, Sales Consulting management, and other internal sales tools, pipeline reports, and processes as appropriate.

* Provide necessary ‘hand-over’ guidance, information and advice to Concur Global Services implementation teams for each new Customer.

* Maintain thorough knowledge of Concur’s competitor’s solutions, company direction, financial stability, etc. Also to keep current with industry events, solution offerings, etc.

* Be a formal mentor to other Solutions Consultants as requested, including having new Solution Consultants shadow activities and learn from direct engagement.

* Provide advice and guidance to other Solution Consultants as requested.

* Provide thought leadership to entire Solutions Consulting organization through contributions to knowledge bases, training sessions, knowledge development and weekly sales updates.

* Provide input on prospect requirements/concerns to Solution Marketing and Product Management teams as requested.

* Provide assistance at trade shows, user conferences, product launches etc. as planned and organised by Concur Marketing colleagues.

* Interact with sales, marketing and external customers.

* Operate under moderate supervision with reviews of work.

* Be aware of, and comply with, all corporate policies.

Position Requirements

Education, Experience & Training required:

* Bachelor degree in related field or minimum 10+ years related-experience in job function and/or industry.

* 3+ years experience in a field relating to Concur’s product lines and/or functional financial pre-sales functions (i.e. Travel industry applications or ERP financials)

* 5+ years experience as Solution Consultant, pre-sales consultant, with a software applications provider, preferably in the SaaS Cloud Internet based applications marketplace

* Desirable: Knowledge of the Travel Industry (systems, practices and organisations such as TMC’s and GDS’s), expense management, reporting and VAT requirements compliance.

* Broad business knowledge: ability to interpret and utilize industry information on competitors.

* Demonstrated experience in making formal presentations and demonstrations, including ability customise messages, content and delivery to meet specific needs.

* Excellent written and verbal communication skills.

* Ability to pass a background check.

Job Specific Specialized Knowledge & Skills:

* Uses professional concepts and company policies to solve a wide range of difficult problems in imaginative and practical ways.

* Exercises judgment within generally defined practices and policies to select methods for obtaining solutions.

* Receives no instruction on routine work and only general instruction on new assignments.

* Interacts with prospects at all levels in order to determine business needs and concerns and to illustrate the value & benefits of the proposed solutions.

* Interacts with other Concur employees at all levels.

* Travels up to 50% of time.

Critical Performance Competencies:

* Demonstrates different influence styles as appropriate to situation while maintaining positive relationships.

* Builds and maintains trusting relationships with associates and customers.

* Effectively transfers thoughts and expresses ideas using speech, and listening skills to influence others and gain support.

* Adjust to new, different, or changing requirements.

* Listens with objectivity and checks for understanding.

* Persists despite obstacles and opposition or setbacks.

* Competitive, high achiever.

* Holds self-accountable for results.

* Conveys a sense of urgency and drives issues to closure.

Value Competencies:

* Displays passion for & responsibility to the customer

* Hires, develops & rewards great people

* Displays leadership through innovation in everything you do

* Displays a passion for what you do and a drive to improve

* Displays a relentless commitment to win

* Displays personal & corporate integrity

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