Solution Design Director

Posted 7 February by SSI Europe UK Limited T/A ServiceSource Featured

Company Information

ServiceSource (NASDAQ:SREV) is a global leader in providing outsourced, performance-based revenue growth and customer success outcomes. ServiceSource’s Revenue-as-a-Service platform is designed to measurably accelerate customer ROI by helping companies to more efficiently and effectively find, convert, grow and retain their B2B customer relationships. Trusted by more than 65 global market leaders in the cloud/XaaS, software, technology hardware, medical device and diagnostics and industrial IoT sectors, ServiceSource sells, manages or renews $9+ billion of revenue annually on behalf of its clients. By leveraging a robust technology suite, predictive data models and more than 3,000 revenue delivery professionals, only ServiceSource brings to market over 17 years of expertise and the ability to drive recurring revenue growth in 35 languages to more than 170 countries. To learn more, visit www.servicesource.com.

Job description

The Director of Solution Design role is a high impact position within ServiceSource’s Go-To-Market organization. Solution Design works closely with the Outside Sales team to bring in new clients and expand relationships with existing clients, and works closely with the Client Delivery team to ensure these new partnerships are successful. The Director of Solution Design plays a critical role in our sales and expansion discussions by providing subject matter expertise about renewal sales, analysing prospect and client renewals businesses, providing benchmarks and best practices, and designing effective solutions to achieve client goals. This position will report into the VP of Solution Design. The role will require frequent travel within Europe.

Responsibilities

  • Lead the Service Performance Analysis (SPA) process with prospects and clients. The SPA is a comprehensive, highly consultative process that explores & analyzes a company’s services strategy, operations, and results. The analysis is both qualitative and quantitative, and leverages ServiceSource’s proprietary benchmarking tools and industry intelligence. The result of the SPA is a consulting - like report which assesses the company’s services business, identifies recommendations, and provides the foundation for a proposed solution and business case
    • Conduct interviews with various stakeholders inside prospects and clients, including senior executives and operational managers and spanning many functions - finance, sales, service, IT, and channel
    • Conduct quantitative analyses on historical performance and opportunity data
    • Compare quantitative analyses with proprietary industry benchmarks and compare qualitative practices with best practice standards
    • Develop a presentation and/or report to effectively convey the findings
    • Present and defend the findings and recommendations to client and prospect stakeholders, again spanning multiple levels within the organization
  • Drive the development of an internal solution, winning pricing model, and solid business case
    • Work collaboratively with internal groups - sales, client delivery, finance, and solutions to define the appropriate solution to help the client or prospect achieve its goals
    • Develop a winning pricing model that effectively meets internal requirements and is structured to fit within client and prospect business needs
    • Work closely with the client or prospect’s Finance group to develop a financial business case to convey the benefits of a partnership to the client or prospect
  • Contribute to sales meetings as a subject matter expert
    • Present ServiceSource’s complete solution, highlighting key value propositions and describing and demoing specific technical components
    • Respond to detailed operational questions that arise
    • Convey deep operational expertise to help support ServiceSource’s value and credibility with the client or prospect
  • Work cross-functionally within ServiceSource to ensure new engagements are set up for success in the sales cycle
    • Ensure solution consistency from sales pursuit to delivery: taking ownership of and delivering on commitments made in the sales cycle; ensuring commitments made are reasonable
    • Work collaboratively with Inside Sales during sales pursuit to rationalize and confirm assumptions regarding the proposed solution and its deployment
    • Effectively transfer knowledge and client relationships to Implementation Manager for on-boarding
  • Drive continuous improvement in ServiceSource’s internal processes related to all of the above Solution Design responsibilities
    • Provide feedback to the Solutions team as a critical input into the product roadmap
    • Develop the next generation of tools and deliverables related to the SPA process
    • Work with client delivery to ensure the most successful client experience

Desired Skills and Experience

Qualifications & Experience

  • Several years of experience conducting qualitative and quantitative analyses of business issues, either in a consulting, sales or industry environment
  • Demonstrated ability to discuss business issues with and present findings to senior executives
  • Experience managing or working on operational issues. An interest in and attention to the detail of how operations work is critical to success in the role
  • Very strong intrinsic problem solving and analytical skills, including the ability to complete complex data analyses in Excel and other tools
  • Very strong communication and team work skills
  • Attention to detail, thoroughness and high level of accountability
  • Applicant must be self-starter who sets priorities and drives deliverables to execution with minimal supervision and team players who are resourceful, creative and like to win
  • MBA or other advanced degree preferred
  • Prior experience working on or with a sales team is valuable for this role

Reference: 33979149

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