Position Description: The primary focus of a Solutions Architect (SA) is to become a domain expert in Minitab’s products, solutions, and markets (both industry and functional areas), enabling them to effectively discover, develop, position, and differentiate Minitab’s unique value proposition to both prospects and customers. The SA role is focused on supporting the enterprise sales teams on strategic and large sales opportunities as a member of the Virtual Account Team by contributing to and executing on both account and opportunity plans leading to the generation of software license/subscription, maintenance, services, and training bookings. Provide sales support to the Sales Teams through the delivery of in-depth discovery, customer presentations & demonstrations, primarily face to face or through web conferencing. In addition, develop and create content for sales enablement via LMS courses and industry and business use-case standard data sets and demonstrations, as necessary. Considerable travel is required for this role (40-50+%).
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Responsibilities:
Account Management
- Partner with enterprise sales team to gain extensive knowledge base of accounts, including their business profile, key players, competition, application, and technology footprint, buying processes, compelling events, political environment, and strategies, and defined “white space”.
- Within supported accounts, seek to expand and strengthen Minitab’s presence by establishing proactive relationships with influential people.
- Attend and participate in account team meetings and communicate regularly with virtual account team members to ensure customer satisfaction.
Opportunity Management
- Support enterprise sales team in proactive discovery, assessment and close of new sales opportunities through the successful execution of CEL.
- Position Minitab to win new business within the account by developing, communicating, and supporting effective selling strategies that are based on well-defined customer-specific value propositions.
- Leverage and effectively communicate Minitab’s solutions within the accounts to broaden Minitab’s footprint and create new opportunities by challenging the customer/prospect with tailoring for resonance and teaching for differentiation.
Account Team Leadership
- Understand what technical resources are required within the virtual account team for opportunity success in all assigned accounts.
- Lead the technical strategy and participate in internal virtual account team meetings and communicate with virtual team members to ensure successful execution of strategy.
- Provide input to Development for product enhancements as driven by market needs and customer base requirements.
- Provide input and assist with Marketing for appropriate messaging and positioning for Minitab solutions, including content for both marketing and field enablement material.
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Knowledge:
- Minitab’s Market (Knowledge of Six Sigma, Lean and other Continuous Process Improvement methodologies found within Service markets)
- Minitab’s Solutions (all products and services)
- Key Industries Served by Minitab and their Drivers
- Database Architecture and Cyber Security for Minitab’s Solutions with a focus on Minitab Connect and Real-Time SPC and other cloud based offerings
- Enterprise Level Account Strategy
- Minitab’s Customer Engagement Lifecycle (CEL)
- Minitab’s Account Plan
- Minitab’s Opportunity Plan
- Minitab’s Competitive landscape
- Microsoft 365
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Attributes:
- Instills Trust
- Drives Results
- Customer Focus
- Effective Communication
- Knowledge Driven
- Tech Savvy
- Resilience
- Business Insight
- Collaborative
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Experience: 3+ years of enterprise software pre-sales engineering support experience in analytics information technology market required or 5+ years of consulting experience within the global Fortune 5000 market segment. Demonstrated experience and expertise presenting technology solutions to senior business and IT decision makers by reinforcing the value of the solution to the business’s overall business pain and/or strategic opportunities. Significant experience using analytics and/or data mining software, such as SPSS, JMP, SAS, Python, R, or similar products. Strong experience with data preparation is a plus. History of meeting and consistently exceeding quota and/or other business targets and objectives.
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Education: Bachelor’s degree required; graduate degree preferred. Preferably in statistics, data science or closely related technical discipline with significant statistical coursework. Six Sigma/Lean Manufacturing Black Belt with project experience is a plus.
- Languages: Fluency in Italian and English language is required. Spanish would be a plus.
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