Description
- Own the end to end pre sales cycle for assigned opportunities at Certinia
- Become a trusted advisor to our sales team to help drive forward key opportunities
- Proactively build and manage relationships within prospects independently of the sales team
- Uncover and understand customer business issues, problems and solutions to map back to the Certinia product suite through research, discovery, requirements analysis and workshops
- Design and build innovative presentations to meet customer goals and challenges
- Deliver engaging, value centric, story driven demonstrations that differentiate Certinia, painting a vision for prospects of how our solution can help their business overcome key challenges
- Own and drive the creation of technical content for prospects (including technical RfX responses, proposals and value / benefits materials)
- Build and maintain strong relationships with sales, services, partners and product teams
- Support field events and pipeline generation activities as required
- Contribute to Sales and Partner enablement initiatives as required
- Provide real world feedback to product development and product strategy teams
- Acquire and maintain expertise on business domains, Certinia product suite, underlying platform, as well as complementary and competitive solutions
- Creative problem solving and positive objection handling skills
- Excellent listening skills as well as presentation and communication skills (both verbal and written)
- Positive and collaborative attitude with a real dedication to customer success
- Ability to influence thinking and shape discussion to gain solution acceptance
- Ability to communicate complex concepts to a business or technical audience
- Willingness and drive to work collaboratively across internal and external teams (technical, business and executive level)
- Ability to translate features and functions into value and benefits
- A working knowledge of SaaS and PaaS delivery models
- We would welcome candidates with backgrounds in Customer Success and Professional Services or project and experience working with other CS Solutions such as Gainsight, Totango, Custify, Chrinzero
- Experience in Professional Services or related toolsets a plus
Certinia annually assesses our compensation and benefits strategies to ensure a best-in-class total rewards package. New hire base pay is dependent on job-related, non-discriminatory factors such as experience, tenure, growth potential, team parity, geo, etc. Base pay is one part of the Total Rewards that Certinia provides to compensate and recognizes employees for their work. Certinia provides other elements including best-in-class benefits, variable pay offerings, remote work opportunities, flexible time off, parental leave, 401(k), HSA and FSA plans, and more.
Certinia is an affirmative action and equal opportunity employer. As an equal opportunity employer, Certinia does not discriminate against any applicant or employee based on race, color, sex, sexual orientation, gender identity, marital status, religion, national origin, ancestry, age, disability, military or veteran status, genetic information or any other basis protected by applicable federal, state, or local laws. Certinia also has an accommodation process to reasonably accommodate applicants and employees with disabilities. For more information or if you have a need, contact [email protected]. If applicable under the San Francisco Fair Chance Ordinance or any other applicable federal, state, or local law, Certinia considers qualified applicants with arrest and conviction records for employment.
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