Solution Architect - Pre Sales

OVERVIEW:

The Solution Architect Engineer is an integral member of the Skillsoft’s Presales organization.  The role is responsible for supporting the sales cycle of new business and key renewal opportunities by strategizing with Skillsoft Enterprise Acquisition and Growth Sales team on sales strategy on discovery, product fit, configuring and performing product demonstrations, managing pilots, setting appropriate expectations during the sales cycle, and supporting other processes in the sales cycle as appropriate.  

As Skillsoft solutions are configuration-based rather than code, Solution Architects are well positioned to surprise and delight customers with creative, benefit rich solution demos that addresses the customer’s strategic business problems and requirements. . Solution Architects are problem solvers and challengers who seek to understand a customer’s “Why?” and who ensure our solutions can deliver on those business outcomes. The SA provides clear, succinct explanation to key stakeholders about usability and impact of solutions on the business, future strategy plans and critical customer success factors.

Superior knowledge in presales methodology, the Talent & Development or eLearning space is preferred.

OPPORTUNITY HIGHLIGHTS & RESPONSIBILITIES:

• Provide pre-sales support by articulating the value of Skillsoft, executing and designing engaging demos, evaluations and pilot requests
• Research and understand the prospect’s business to target demo or other presales activities to the customer’s business problems and requirements
• Maintain and utilize competitive knowledge to set traps in demonstrations, evaluations and during the RFP process
• Serve as “deal captain” for SA-driven opportunities to ensure demo plan processes are followed and key resources (PSAs, Principals, Product) are included as appropriate.
• Lead Structured Pilots including site builds, site configuration, kick-off, marketing, monitoring and results.
• Maintain knowledge of how Skillsoft content can integrate into third-party LMSs and talent systems.  This includes being able to discuss and demonstrate the user experience and best practices for viewing Skillsoft content in third-party systems.
• Conduct regular prospect planning sessions with AEs to identify ways to support the progression of the sales cycle for key opportunities
• Describe and discuss the value of Skillsoft’s customer onboarding and customer success
• Present technical requirements and determine when to engage additional Skillsoft SMEs such as Platform Solution Architects, Product, etc.
• Create and maintain demo recordings and other resources to be used by sales team to be more self-sufficient and to increase the velocity of the deal
• Contribute to the ongoing improvement of process efficiencies
• Maintain industry knowledge and trends relating to Talent and Development, eLearning/LMS technologies, and emerging technologies.
• Stay up-to-date with product knowledge and skills, through ongoing training in Skillsoft product areas including platform and content
• Enter key prospect activities and opportunity progress in Skillsoft’s CRM

SKILLS & QUALIFICATIONS REQUIRED:

EXPERIENCE

• 5+ years of experience in a Pre-sales or Solutions Consultant role in the eLearning/LMS industry with a Bachelor’s Degree in business, education or related field; or equivalent experience
• This is a Field based role with 10-20% travel                         

SKILLS

• Sales Consultancy Skills - incorporates selling mindset into consultative approach in order to achieve goals.
• Experience in presales or related role
• Video creation and editing skills using Consensus or similar tools
• Polished presentation and demonstration skills with a high degree of comfort speaking in large or small groups with executives, IT Management, and stakeholders
• Excellent communication skills with an ability to right level conversations
• Strong questioning and listen skills to complete discovery calls
• Ability to conduct demonstrations of Skillsoft’s offering, both in a virtual or face-to-face situation, by leveraging listening, questioning, and storytelling skills; ability to convey technical concepts to non-technical audiences

DESIRED REQUIREMENTS

• Bachelor’s Degree in business, education or related field; or equivalent experience
• Pre-Sales Certifications
• Experience using Salesforce

Target base salary range for this job requisition is anticipated to be approximately $107,625 annualized with average on target earnings including commissions of approximately $123,000 - $153,750 annually.

We also offer Enterprise benefits including but not limited to: medical, dental, vision, and paid time off

The company may modify salaries, salary ranges and/or Pay Plans from time to time as it deems necessary.