Senior Solutions Principal

Job Location: St Leonards, Australia

GENERAL SUMMARY

Responsible for driving Practice bookings through the EMC field account and services sales teams. Provides sales support and lead proposal scoping and levels of effort with Practice Managers, Program Engagement Managers (if applicable), Lead Consultants, and applicable delivery consultants in order to produce a quality proposal. Partners with the field Account Managers and Client Solutions Director (and/or Managing Client Solutions Director) to maintain coordinated account selling efforts. Partners with the assigned Program Engagement Manager to drive follow-on opportunities within active accounts. Provides sales support in LOE and coordinates the development of Pratice responses to an RFP. Transitions work to delivery organization through MP.

PRINCIPAL DUTIES AND RESPONSIBILITIES

• Acts as a key contributor in a more complex/critical environment. Coordinates opportunities for other practices and coordinates efforts within EMCC. Identifies opportunities for other practices and coordinates efforts within EMCC.
  
• Frequently contributes to the development of new theories and methods. Employs expertise as a generalist or specialist. Proactively coordinates sales between differently Practices in EMCC. Creates complex RFP's and solutions across Practices using new theories and methods. Involved in account planning and provides input for growth markets.
  
• Develops resolutions to complex business problems that require the frequent use of creativity. Uses judgment within broadly to identify, scope, and propose a diverse range of engagements. Can anticipate change and directs or redirects efforts on a regular basis.
  
• Ensure formal contractual mechanisms (i.e. SOW) are established and maintained within active accounts.
  
• Define, develop and implement actions according to account plans on selected focused accounts with account teams Develop new business opportunities on focused accounts.
  
• Develop new business opportunities on focused accounts.
  
• Erroneous decisions or recommendations would normally result in the inability to reach crucial organizational objectives and may have a prolonged effect, as well as result in the expenditure of substantial resources.
  
• EMC Proven Professional Certification desired.
  
• Single point of contact for CSD and coordinates sales initiatives in accounts. May represent the company as the principal customer contact and often performs a leadership role. Interacts with management and senior customer personnel on matters requiring coordination across organizational lines.
  
• Degree or equivalent and 7+ year's business development experience in a consulting and/or professional services environment.
  
• Ideally possess at least 3 years of experience within area of expertise or specific Pratice focus (Telecommunications, Financial Services, Healthcare, etc.)
  
• Proposal writing
  
• Excel skills - modeling

SKILLS

• Presentation skills.
  
• Sense of urgency.
  
• Interpersonal skills.
  
• Conflict resolution skills.
  
• Time management skills.
  
• Negotiation skills.

Job ID: 110321BR

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