Verint Systems, Inc. Solution Principal in Annapolis, Maryland
Location US-Remote (United States)
Job ID 12738
Overview of Job Function:
The Pre Sales Solution Principal role within Verint Public Sector is to improve the outcome of the opportunities in which pre-sales resources are required to represent Verint solutions. The SP reports directly to the Sr. Director of Solution Architecture of the Verint VISS Business Unit and is aligned to the Public Sector Sales Team to develop and execute on Verint’s sales methodology. Together, the SP and the Sales Leads ensure appropriate pipeline development, opportunity strategy and execution, and alignment of Verint resources in achieving a successful engagement and lifecycle outcomes with current and prospective Public Sector customers. This role will leverage their broad solution knowledge to assist with creative solution development, ensuring delivery of the most competitive, value based solution Verint can offer to meet customer objectives.
This role will ensure deals are qualified and ready for presales engagement. They assemble and lead teams pursuing opportunities for the Public Sector region. This position is responsible for presales deal execution and is aligned with Regional Sales VP(s) to drive license revenue for the territory and will contribute to the regional territory and account strategy.
Principal Duties and Essential Responsibilities:
•Qualification of opportunities
oSupport AEs in initial meetings with customers to support the positioning of Verint solutions, qualify resources required to present our solutions, and determine the appropriate timing to engage Solution Consultants.
oWork with AE (and SCs) to scope and position value-based solutions that drive successful business outcomes for our customers and prospects.
oProvide initial overview presentations/demonstrations that highlight differentiators of the Verint solutions at an executive level.
•Alignment of Solution Consultant resources
oOnce business issues are identified, ensure that the appropriate resources are assigned by the VISS COO and/or the acquired Verint solutions that do not report to CES pre-sales.
oWork with SCs that are executing on opportunities to ensure better scale within pre-sales
•Develop Account and Opportunity Strategies
oWorking with AE and VAT, develop comprehensive strategies for key opportunities within your region. Ensure all phases are covered, executive alignment and engagement, white spacing, value alignment and messaging, solution scoping, customer strategy validation, budget process.
oFor strategic customers, work to develop Quarterly Business Reviews to express Verint’s partnership commitment and performance, outline Verint’s strategy, and align to customer’s roadmap objectives.
oWorking with the AE, perform active Account Management with existing customers, ensuring service is meeting expectations, fielding and addressing concerns, and promoting service enhancements and additions from the Verint portfolio.
•Ensure proper Pre-Sales Processes are performed
oEnsure RFP responses are coordinated and approved
Ensure compelling cover letters and executive summaries
oDefine competitive differentiators
oIncorporate Corporate Visions methodology in every opportunity
oEnsure consistency in PowerPoint presentations
oEnsure dry-runs are executed for every customer engagement
oEnsure debriefs are performed after each customer presentation.
oSupport SCs and AEs in customer engagements, by providing customer stories, highlighting differentiation and value, and covering topics that might be outside of the core focus of the meeting.
oEnsure timely delivery of follow-ups, including content and activities
•Ensure Customer Satisfaction throughout lifecycle of contract
oWork with internal teams during escalations
oLead as the voice of sales for all customer interactions post implementation
oParticipate with internal teams (e.g. Services, Engineering, Product Management) in customer facing meetings both face to face and virtual
•Mentoring & Coaching
oProvide presentation feedback to individuals that participate in customer meetings to enhance their effectiveness
oMentor SCs to improve presentation skills and conversations
•Develop Best Practices
oWork to strengthen pre-sales processes and develop best practices that will enhance the effectiveness and efficiency of sales and pre-sales activities
oHelp drive, support and coordinate executive briefing at both Verint Executive Engagement Center as well as customer facilities.
•Efficient delivery of ROI and Blueprints that change the customer conversation
oUtilize DecisionLink to generate Value-based business cases
•Regional AE team development
oTrain new AEs on pre-sales process
oDevelop awareness and understanding for AEs of new solutions
oSupport creation of marketing campaigns for pipeline development
oWeekly calls with AEs in review of their business activity and pre-sales alignment
•Participate in SVP – Public Sector forecast calls (when appropriate)
•Must have at least 10+ years’ pre-sales, technical sales support experience or advanced application consulting to include 5+ years’ experience working with Verint products and/or other call center technologies, WFO solutions, or VOCA solutions.
•Bachelor’s degree in technology or the equivalent experience is required.
•Broad and deep Verint solution knowledge or relevant industry experience
•Familiarity with internal Verint resources and Verint ecosystem (partners, 3rd party products, etc.)
•Strategic thinker with excellent customer selling skills
•Strong in deal strategy and competitive positioning
•Capable of developing creative, value based solutions presentations that are memorable and specific to the opportunity
•Ability to understand value and applicability of new solution capabilities and\or industry trends that can be positioned to improve Verint value proposition
•Ability to manage multiple simultaneous sales opportunities
•Ability to provide candid real-time coaching and deal strategy adjustments
•Successful completion of a background screening process including, but not limited to, employment verifications, credit, criminal search, OFAC, and SS verification.
Preferred Requirements :
•Additional related certifications a plus
As an equal opportunity employer, Verint Systems Inc. prides itself in providing employees with a work environment in which all individuals are treated with respect and dignity. This means we are committed to providing equal opportunity to all qualified employees and applicants for employment without regard to one’s race, color, religion, national origin, age, gender, disability, alienage or citizenship status, marital status, creed, genetic predisposition or carrier status, sexual orientation, Veteran status or any other classification protected by applicable federal, state or local laws. This policy applies to all terms and conditions of employment including but not limited to hiring, placement, promotion, compensation, training, leave of absence or termination.