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Job Summary:
Pre-Sales Solution Consultants are an engine for commercial growth, a trusted advisor to customers and prospects, and an outstanding cross-functional team player. As an individual contributor, you will be expected to be a Subject Matter Expert (SME) who can demonstrate domain expertise and a strong personal brand of experience, domain/solution/technical knowledge, and practical business applications that build trust and demonstrate value to customers and prospects.
Customer-centricity is key to this role, and you will need to take an “outside-in” approach to solution-selling – identifying client needs/objectives through high-quality discovery; developing and recommending relevant solutions using our portfolio of data, software, and services; and using a value-based selling approach to maximize deal size, frequency, and velocity in partnership with the commercial sales team. Solution Consultants are also thought leaders in their given domain and often contribute to marketing and demand-generating activities, such as participating in webinars and conferences, writing blogs and white papers, and supporting other critical commercial initiatives.
This role will have a primary focus on the EMEA market within the A&G customer segment; but as part of a global team you will be expected to collaborate and contribute best practices and balance demand as required across the team. Commercial targets will be set based on goals for new business and strategic renewals, and a strong pipeline-, process-, metric- and outcome-oriented mentality is required.
Key Responsibilities:
As a Business Consultant, your primary duties will revolve around driving commercial outcomes by building customer trust and confidence in our proposed solutions and associated value proposition. You will work with the customer and commercial teams to define solution packages and identify the set of products, solutions, and services that will best serve their needs. While this role may involve the need to “demo solutions” as a means to an end, the role is primarily focused on building trust through subject-matter expertise, solving customer problems, developing and modeling relevant solutions, and building out the value proposition in a way that leads to the desired commercial outcomes. Additionally, you should be comfortable leading strategic pilots and/or advisory-related client engagements that are meant to demonstrate client value and lead to larger, longer-tail ACV opportunities.
As such your responsibilities include, but are not limited to:
COMMERCIAL PARTNERSHIP
- Partner with leadership and commercial teams to build out and execute against strategic account plans and customer opportunities,
- Demonstrate customer-centricity, teamwork, and collaboration as the way of working
- Drive accountability for commercial and operational KPIs and targets
BUSINESS / DOMAIN EXPERTISE
- Bring and continuously build a reputation as a trusted advisor and domain/customer segment expert/SME that will help strengthen customer relationships and pull-through demand
Breadth of expertise – understand the potential connection points and complementary benefits of data, software, and services from across the entirety of the Clarivate portfolio for the given customer segments, personas, and use cases
Depth of expertise – articulate a solution’s most relevant features, benefits, and impact in tangible, value-based terms that build belief and buy-in from end users/practitioners, key stakeholders/influencers, and executives/decision-makers
Competitive intelligence – understand and be able to defend our solutions and capabilities against competitive offerings
CUSTOMER SOLUTIONING
- Identify customer needs through high quality discovery and qualification, including customer workshops, whiteboarding sessions, and potentially product demonstrations
- Analyze needs, envision/architect detailed solutions, and demonstrate the value of the proposed solutions in customer-centric terms that drive demand and propensity
- Develop/engineer solution bundles, POCs, and/or bridge solutions where appropriate
- Understand how to tailor communications and presentations to various customer segments, scenarios, and personas
- For this particular role, the Clarivate solution area will include, but may not be limited to Science solutions
DEMAND GENERATION
- Develop thought leadership materials and participate as an SME in marketing campaigns required to generate leads and build the top of funnel
- Contribute to RFI/RFP responses and the activities required to build awareness and opportunity to be included/identified for RFI/RFP submissions.
PIPELINE MANAGEMENT
- Work within the key quarterly, monthly, and weekly business cycles, using Salesforce (SFDC) as a key enabler to organize, prioritize, and capture activity planning, client interactions, and other commercial activities
- : Make quantitatively-driven decisions that balance near- and long-term priorities with overall pipeline impact
- : Start with the desired outcome and build/execute goals and action plans that are SMART and drive accountability
COMMERCIAL ENABLEMENT / TEAM BUILDING
- Identify, develop, and share best practices, case studies, and process improvements across the global team
- Provide market and customer feedback to Product Management, Marketing, and other cross-functional partners
Knowledge, Skills, and Abilities Required:
DOMAIN & SUBJECT-MATTER EXPERTISE
- Strong background in A&G, and for this specific role, expertise in Sciences solutions is a plus
- Hands-on/practitioner experience (or extensive client-facing consulting experience)
- Ability to clearly explain and articulate the value of relevant data/content, such as WOS and Life sciences data
- Published research relevant to the customer vertical and domain is a plus
- Must have an ability to gain and retain customer trust, confidence, and respect
CONSULTING & PROBLEM-SOLVING
- Strong problem solving and analytical skills
- Customer-centricity and ‘outside-in’ approach to commercial solutioning
- Ability to “speak the customer’s language” and translate Clarivate terminology and concepts into terms that will demonstrate value to them
- Excellent oral and written communication, presentation, and customer-facing skills
- Managing / leading engagements while assembling resources from across the business to support advisory related projects
TECHNICAL EXPERTISE & SOLUTION ENGINEERING
- General aptitude with common business software applications and quick software learning skills is an absolute must for this role
- Data analytics and relevant programming languages a plus
TEAMWORK & COLLABORATION
- Proactive mentality and ability to prioritize using metrics- and outcome-based approach
- Outstanding time management skills and comfortable working in a very high-pace, dynamic environment
- Ability to work as part of and with remote cross-functional and cross-cultural teams
- Build strong relationships internally and externally with critical stakeholders
- Customer-centric with a track record of consistently delivering on commitments
- Willingness to travel if and when required (potentially 25-75%)
Qualifications:
- Bachelor’s Degree
- Masters or PhD in relevant field is strongly preferred
- Minimum of 5-7 years in pre-sales especially experience that includes using data, software, and services to enable processes, make decisions, and deliver value
- Published academic research and public speaking experience in domain area is a plus
- Previous solution consulting/pre-sales/sales engineering or SME experience is a plus
- Willingness to travel if and when required (potentially 25-75%)
It is the policy of Clarivate to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, pregnancy, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Clarivate will provide reasonable accommodations for qualified individuals with disabilities.
