IIM Senior Sales Business Consultant

Overview

Essential job functions include, but are not limited to the following:

• Collaborate with account executives during lead generation and opportunity qualification.
• Engage with prospective clients to understand their business needs, pain points, and goals.
• Provide expert insight and guidance to shape solutions that align with client objectives.
• Establish the company's credibility as a strategic partner early in the sales cycle.
• Design tailored content management or CRM solution approaches using platforms like SharePoint and Salesforce, enriched with intelligent automation where appropriate.
• Work with technical specialists to develop and deliver compelling presentations, product demonstrations, and proof-of-concepts that illustrate how the proposed solution will address specific client challenges and deliver value.
• Co-author proposal content and contribute to writing Statements of Work.
• Define project scope, objectives, deliverables, timelines, and roles in collaboration with delivery teams.
• Ensure all client requirements are translated into clear documentation. Identify and communicate any assumptions, constraints, and risk factors in the proposed solution.
• Support the sales process through to closure by participating in negotiations and discussions with client decision-makers by addressing objections or questions regarding solution approach, pricing, and implementation. In addition, help finalize contracts, ensuring mutual understanding of deliverables and outcomes.
• Serve as a primary point of contact for client executives and key stakeholders throughout the engagement by building and maintaining strong relationships in providing honest counsel and reliable expertise.
• Regularly communicate project status, insights, and ensure the client's expectations are being met or exceeded.
• Upon project kick-off, work alongside the project manager and technical leads to reiterate the solution vision and client expectations. Remain engaged during project execution to monitor progress and alignment with the sold solution. Provide guidance to the project team, clarify requirements, and make adjustments in consultation with the client if new insights arise. Intervene as necessary to keep the project on track in terms of scope, timeline, and quality.
• During testing and go-live phases, assist in verifying that the solution meets the business requirements and achieves the expected outcomes.
• Post-implementation, support client teams in user acceptance and adoption of the new system. Troubleshoot any high-level issues and ensure a smooth transition to support or next project phases.
• Conduct post-project debriefs internally and with the client to identify successes, challenges, and lessons learned. Document and share feedback to improve future engagements. Identify opportunities for additional improvements or follow-on projects for the client (such as new features, modules, or complementary solutions) and work with the sales team to propose these, thereby contributing to ongoing account growth.
• Mentor and provide guidance to junior consultants and solution engineers. Share best practices in consultative selling, requirements analysis, and solution design. Lead by example in cross-team collaboration, and help improve internal processes, methodologies, and templates for solution consulting and delivery.

• Collaborate with account executives during lead generation and opportunity qualification.
• Engage with prospective clients to understand their business needs, pain points, and goals.
• Provide expert insight and guidance to shape solutions that align with client objectives.
• Establish the company's credibility as a strategic partner early in the sales cycle.
• Design tailored content management or CRM solution approaches using platforms like SharePoint and Salesforce, enriched with intelligent automation where appropriate.
• Work with technical specialists to develop and deliver compelling presentations, product demonstrations, and proof-of-concepts that illustrate how the proposed solution will address specific client challenges and deliver value.
• Co-author proposal content and contribute to writing Statements of Work.
• Define project scope, objectives, deliverables, timelines, and roles in collaboration with delivery teams.
• Ensure all client requirements are translated into clear documentation. Identify and communicate any assumptions, constraints, and risk factors in the proposed solution.
• Support the sales process through to closure by participating in negotiations and discussions with client decision-makers by addressing objections or questions regarding solution approach, pricing, and implementation. In addition, help finalize contracts, ensuring mutual understanding of deliverables and outcomes.
• Serve as a primary point of contact for client executives and key stakeholders throughout the engagement by building and maintaining strong relationships in providing honest counsel and reliable expertise.
• Regularly communicate project status, insights, and ensure the client's expectations are being met or exceeded.
• Upon project kick-off, work alongside the project manager and technical leads to reiterate the solution vision and client expectations. Remain engaged during project execution to monitor progress and alignment with the sold solution. Provide guidance to the project team, clarify requirements, and make adjustments in consultation with the client if new insights arise. Intervene as necessary to keep the project on track in terms of scope, timeline, and quality.
• During testing and go-live phases, assist in verifying that the solution meets the business requirements and achieves the expected outcomes.
• Post-implementation, support client teams in user acceptance and adoption of the new system. Troubleshoot any high-level issues and ensure a smooth transition to support or next project phases.
• Conduct post-project debriefs internally and with the client to identify successes, challenges, and lessons learned. Document and share feedback to improve future engagements. Identify opportunities for additional improvements or follow-on projects for the client (such as new features, modules, or complementary solutions) and work with the sales team to propose these, thereby contributing to ongoing account growth.
• Mentor and provide guidance to junior consultants and solution engineers. Share best practices in consultative selling, requirements analysis, and solution design. Lead by example in cross-team collaboration, and help improve internal processes, methodologies, and templates for solution consulting and delivery.

• Job duties require moderate travel to prospect/customer locations, as assigned and/or as necessary.
• Required job duties are sedentary and normally performed in a climate-controlled office environment or a remote work environment.

• Business Casual dress is required; however, business attire may be required for customer account/management meetings.

• Ability to travel up to 50% of time.

• Bachelor's degree in Business, Computer Science, Information Systems, or a related field.
• MBA or relevant master's degree (preferred but not required).

• 12+ years of professional experience in enterprise software consulting, solution architecture, or pre-sales engineering.
• Proven experience leading complex sales cycles and client engagements in a consultative role. Ideally has taken deals from initial discovery through to successful delivery.
• Significant hands-on experience with Content Management systems, Automation technologies, or CRM platforms (preferably including SharePoint and/or Salesforce implementations). This should include requirements gathering, solution design, and oversight of implementation in real-world projects.
• Industry experience or project exposure in Government, Insurance, or Financial Services sectors is strongly preferred. Understanding of industry-specific regulations, processes, and challenges enhances the effectiveness of the consultant in these domains.
• Demonstrated record of building strong client relationships and achieving high client satisfaction in previous roles.
• Experience in mentoring or leading other consultants or technical teams is a plus.