Pre Sales Systems Engineer

Position Overview

The Solution Architect is an integral member of the Skillsoft’s sales organization. The Solution Architect is responsible for supporting the sales cycle of new business and key growth opportunities by strategizing with the Account Executive (AE) sales strategy and product fit that best support customer business & learning needs, and in collaboration with sales, you will drive revenue growth across a broad set of customers. Senior Solution Architects focus on large complex enterprise skill focus customers and are comfortable presenting at the C-Level. They will be configuring and performing product demonstrations, manage pilots, develop POC solutions that best suit customer needs, setting appropriate expectations during the sales cycle, and supporting other processes in the sales cycle as appropriate. The Senior Solution Architect role also serves as a mentor and SA lead representative for the region they support. Senior Solution Architects are also responsible for leading process improvement projects and helping to shape presales resources and processes. Superior knowledge in all Skillsoft’s customer lifecycle and in all the Learning solutions & Products.

Position 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 better consult with sales team on sales strategy and presentation.

· Serve as “deal captain” for SA-driven opportunities to ensure demo plan processes are followed and key resources (PSAs, Services, Product) are included as appropriate.

· Lead Structured Pilots including site builds, site configuration, kick-off, marketing, monitoring and results.

· Support AEs throughout RFI/RFP process including RFP strategy, review of RFP team’s response, follow-up questions, preparing and delivering customer presentation as appropriate.

· Conduct regular prospect planning sessions with AEs to identify ways to support the progression of the sales cycle for key opportunities.

· Leverage their experience in the Talent Management space as well to build rapport and credibility with the customer quickly as well as tell credible stories to better drive the value of the solution.

· Maintain and utilize competitive knowledge to set traps in demonstrations, evaluations and during the RFP process

· Describe and discuss the value of Skillsoft’s customer onboarding and customer success.

· Maintain knowledge of how Skillsoft content can integrate into third-party LMSs and talent systems including the ability to discuss connectors, APIs, file feed options as well as xAPI. This includes being able to discuss and demonstrate the user experience and best practices for viewing Skillsoft integration products.

· Possess a conversational level of technical knowledge around key business and emerging technologies (AWS, Azure, Microsoft, AI, Cybersecurity, etc) in order to confidently speak to Tech and Dev customers looking to purchase content solutions to meet their business needs.

· Maintain industry knowledge and trends relating to implementation,(e)learning technologies, end-user and LMS technologies.

· Maintain knowledge and skills, through ongoing training in Skillsoft product areas including platform and content.

· Design and create persona based templates to highlight how our solutions can solve key business problems and bring value to our customers.

· Lead process improvement projects.

· Coach individual contributor Solution Architects on presenting effective custom demonstrations and pre-sales process best practices.

· Represent the SA organization in the regional and provide insight into business & sales strategy to help drive SA processes/strategies and provide updates as necessary.

· Partner with sales leaders to better understand the marketplace, strategize and identify areas for SA support.

· Enter key prospect activities and opportunity progress in Skillsoft’s CRM.

Job Requirements

· 10+ years of experience in a Pre-sales or Solutions Consultant role in the eLearning/LMS industry/SaaS

· Field based employee with up to 25% travel

Skills Required

· Sales Consultancy Skills - incorporates selling mindset into consultative approach in order to achieve goals.

· Have Sold or supported enterprise software solutions to IT, Learning and Development, and tech leader decision makers

· Experience in presales and working with large and complex customer environment

· Presentation skills with a high degree of comfort speaking in large or small groups with executives, IT Management, stakeholders

· Strong demonstration skills that leverage

· Knowledge of the HR, learning & development market particularly in the region

· Excellent communication skills with an ability to right level conversations

· 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

· Proactively identifies programs and uses logic, data and sound judgement to recommend solutions.

Education and Certifications

Bachelor’s Degree in business, education or related field; or equivalent experience

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