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Verint Systems, Inc. Solution Principal in Des Moines, Iowa

Solution Principal

Location US-Remote (United States)

Job ID 15696

Overview of Job Function:

The Solution Principal is the single point of contact for the RVP, Sales and regional AE’s. This role will leverage their broad solution knowledge to assist with creative solution development, ensuring delivery of the most competitive, value-based solution Verint can offer to meet customer objectives, delivery of the most competitive, value based solution Verint can offer to meet customer objectives.

This role will ensure deals are qualified and ready for presales engagement. They assemble and lead teams pursuing opportunities for a particular region. This position is responsible for presales deal execution and is aligned with Regional Sales VP(s) to drive license revenue for the territory and will contribute to the regional territory and account strategy.

Principal Duties and Essential Responsibilities:

  • Single point of contact for RVP and regional AE’s and heavily involved with deal qualification and assist with territory planning.

  • Ensures deal is qualified for presales support.

  • Drives sales best practice cycle and ensures all steps are completed discovery process, dry runs, attends key deal events, manages post demo debriefs etc.

  • Collaborates with AE and RVP to define/execute account and deal strategy.

  • Leads or delegates customer discovery calls to discover key business objectives and the corresponding value associated with meeting those objectives

  • Assembles required presales team in coordination with Practice Managers to determine resources best suited to win opportunity

  • Leverages their broad solution knowledge to assist with creative solution development, ensuring delivery of the most competitive, value based solution Verint can offer to meet customer objectives.

  • Drives Sales cycle process and presales team involvement (coordinates discovery process, Leads dry runs, attends key deal events, manages post demo debriefs etc.)

  • Participates/Leads sales support team in key sales cycles for the region; acts as MC, participates as the Senior SME.; provides feedback to Practice Leader on SC performance/skills.

  • Facilitates bi-directional communication; communicates best practices, competitive intelligence, new approaches gathered/developed by presales back to the regional team; communicates regional support needs/trends to Practice leaders.

  • Assists AE with BOM creation, collaborates with Practice Managers and presales consultants where needed.

  • Orchestrates and participates in customer facing events, includes ensuring a Master of Ceremony is assigned for each event (Master of Ceremony may be AE, Solution Principal or presales consultant). This ensures Verint differentiation is reinforced and understood by customers, ensuring transitions are smooth, open items tracked, and required follow-up items are closed.

  • Prioritize opportunities with Sales VP to avoid conflicts.

  • Understands level of effort estimates and is able to have intelligent conversations with sales about the deal and help craft an appropriate strategy to win

  • Regional QBR participation.

  • Directly participates in all regional deals $500K+ in license revenue

  • Leverages Practice Managers or Lead Consultants to assume SD role when SD cannot cover.

  • Shares knowledge with other Solution Principal’s/Practice Managers

  • Communicates with Practice managers on needs in their assigned region

  • Provides presales consultants real time coaching in deals (Debriefs)

  • Provides Practice managers feedback on SC’s performance

  • Good deal qualifier who can identify long shots or costly opportunities and prioritize with Sales VP.

  • Capable of developing creative, value based solutions presentations that are memorable and specific to the opportunity

Minimum Requirements:

  • Bachelor’s degree in technology or the equivalent experience is required.

  • Must have at least 7+ years’ pre-sales, technical sales support experience or advanced application consulting to include 5+ years’ experience working with Verint products and/or other Customer Engagement technologies.

  • Broad and deep Verint solution knowledge or relevant industry experience

  • Familiarity with internal Verint resources and Verint ecosystem (partners, 3 rd party products, etc.)

  • Strategic thinker with excellent customer selling skills.

  • Strong in deal strategy and competitive positioning.

  • Capable of developing creative, value based solutions presentations that are memorable and specific to the opportunity

  • Ability to understand value and applicability of new solution capabilities and\or industry trends that can be positioned to improve Verint value proposition.

  • Ability to manage multiple simultaneous sales opportunities.

  • Ability to provide candid real-time coaching and deal strategy adjustments

  • Successful completion of a background screening process including, but not limited to, employment verifications, credit, criminal search, OFAC, and SS verification.

As an equal opportunity employer, Verint Systems Inc. prides itself in providing employees with a work environment in which all individuals are treated with respect and dignity. This means we are committed to providing equal opportunity to all qualified employees and applicants for employment without regard to one’s race, color, religion, national origin, age, gender, disability, alienage or citizenship status, marital status, creed, genetic predisposition or carrier status, sexual orientation, Veteran status or any other classification protected by applicable federal, state or local laws. This policy applies to all terms and conditions of employment including but not limited to hiring, placement, promotion, compensation, training, leave of absence or termination.

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