Solutions Architect

The Partner Pre Sales System Engineer is an integral member of the Skillsoft’s Presales organization and integral to supporting the overall success of Skillsoft’s Channel and Alliances organization. The role is responsible for supporting the sales cycle of new business partners as well as helping to enable and coach our partners to better position Skillsoft solutions. As a Solution Architect, you will provide strategy on discovery, product fit, configuring and performing product demonstrations, managing proof of concepts, setting appropriate expectations during the sales cycle, and supporting other processes in the sales cycle as appropriate in the acquisition of new partners or to support co-sell/sell through opportunities. In addition, this role will also be responsible for creating enablement and artifacts for our partners to support their sales cycle. This role will also serve as liaison and coach for key partners in their region on pre-sales strategy and solutioning.

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 solution experts and drive best practice on how to present the value of our solutions to our partners and customers. The SA provides clear, succinct explanation to key partners about usability and impact of solutions on the business, future strategy plans and critical customer success factors.

Superior knowledge in presales methodology, partner ecosystem, 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, proof of concept requests

· Research and understand the partners business to target demo or other presales activities to the appropriate business problems and requirements

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

· Lead Structured Pilots(proof of concepts) including site builds, site configuration, kick-off, marketing, monitoring and results as well as help guide/support partners in their pilots.

· Maintain knowledge of how Skillsoft solutions 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.

· Create resources and artifacts such as short demo videos or scripts to better enable partners to solution for their customers.

· Provide enablement sessions on a regular basis to keep partners up-to-speed on the newest enhancements and solutions as well as best practices in positioning solution value.

· Present technical requirements and determine when to engage additional Skillsoft SMEs such as integration and product specialists.

· Provide coaching and guidance to key partners to help them better solution and support their prospects

· 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

· Experience working in partner ecosystem desired.

· 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 such as partner enablement

· 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

· Understand and communicate technical integration requirements, such as Single Sign-On (SSO) and APIs, at a business level.

DESIRED REQUIREMENTS

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

· Pre-Sales Certifications

· Experience using Salesforce