Solutions Sales Consultant 7
Solution Sales Professional-Global Tax
The Solution Specialist Sales Team is responsible for driving sales of Global Tax Technology into Large and Medium Enterprise Businesses.
The Solution Specialist is responsible to develop and lead opportunities with Customers. They are "business applications sales experts" and drive the sales cycle forward at all stages through their deep understanding of Business solutions selling to the targeted BDMs (Business Decision Makers). Prospecting and opportunity leadership requires Solution Specialists to build tight segment alignment with Tax and Account Business plans and to work closely with other Enterprise Account Team Unit within Thomson Reuters (TR) to ensure they are uncovering Business applications opportunities focused on defined Industry Workloads and scenarios.
1.High level functional understanding of tax code selection procedures in SAP / Oracle ERP / Oracle Hyperion.
2.High level Knowledge of Direct Tax (covering Income Tax returns, Tax Provision, Compliance Management etc) / Indirect tax domain (calculation of tax & return filing along with process knowledge of tax audit).
3.Experience in Big 4 – IT advisory could be as advantage.
1.Territory & Account Planning Plans are aligned to Focus Industry and Corporate Accounts plans to be completed by first month of Q1
2.Engage in segment territory planning to identify the top GLOBAL TAX TECHNOLOGY accounts/industry targets
3.Engages in segment account planning for assigned accounts and ensures that GLOBAL TAX TECHNOLOGY opportunities are identified for prospecting
4.Key partners & TR Consulting Services identified in the plan have the capabilities to match the market opportunity within the territory
5.Engages with selected Partners/ SI & TR Consulting Services to develop joint account plans that enable GLOBAL TAX TECHNOLOGY solution offering to win projects
6.Plans identify marketing planning opportunities for targeted audiences and priority industries for the territory and customer segments
a.Engages with Marketing resources to develop targeted audience marketing that generate awareness, interest and pipeline
7.Plans define accounts: Solution Specialist should be proactively driving opportunities where GLOBAL TAX TECHNOLOGY has the highest probability of winning
8.Leverages the GLOBAL TAX TECHNOLOGY Opportunity Plan to clearly define an opportunity in terms of Pain, Power, Vision, Value, and Control.
Key Success Criteria:
- Create Solution Specialist Account Plans and prioritize "must win" accounts and review with extended sales team
- Engage with Corporate team and Enterprise connect to drive Discovery Profiling in their Account base
- Conduct and maintain competitive analysis for territory by using all available resources, (internal and external) for must-win accounts and determine compete gaps.
- Solution Specialist has completed opportunity plans for 100% of their top and must-win deals.
- This plan clearly communicates the deal attributes (size, close date etc.) as well as Pain, Power, Vision, Value, and Control
- Provide timely feedback to all the relevant stake holder on your list of must win accounts so they can be incorporated into Partner/ Corporate Business Planning,
- Include input from marketing team into territory planning process to ensure marketing events are leveraged within assigned territory
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