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Job Description: Be the focal point of contact for customer success Develop and articulate the value delivery vision for the account. Establish oneself as a trusted advisor; build in-depth knowledge of clients' business priorities, challenges and initiatives that can be translated into opportunities for expanding the ROI delivered by Motive's products and solution. Leverage opportunities/relationships to promote Motive and Motive's ability to deliver solutions that meet the customer's business goals/needs. Comfortable leading initiatives across marketing, business operations, IT and network organizations. Set and effectively manage customer expectations, customer success and customer satisfaction within assigned account(s). Use knowledge of software technology, Motive product strategy, processes, industry expertise, and consultative skills to assess and educate customers on value Motive brings to the table. Work with the account teams to identify growth opportunities. Lead solution definition, scoping discussions, statement of work development, effort and cost estimates for project deliveries. Responsible for resource forecasting for the customer accounts under management. Ensure adoption and adherence to Motive methodology and best practices within the account. Direct continuous customer solution evolutions to ensure alignment with changing needs. Steer success metrics and reporting development to allow for measuring the business value of the solution.
Qualifications Required: 8-10 years of experience delivering enterprise software solutions to the customer. At least 5 years of experience managing large complex enterprise software solution development efforts. Must be able to articulate knowledge of software solution development processes and challenges. At least 4 years of consulting or consultative sales experience. Big-4 consulting experience a plus. Excellent customer interaction and presentation skills. Ability to present to different audiences (technical to SVP levels) and bring the message across in a concise, professional manner. Experience with leading a software consulting team of 25+ and overseeing delivery of multiple simultaneous projects. Prior team leadership or management experience a must. Demonstrated ability to build trust and manage high level, executive relationships (at customer’s VP and C-levels) and growing the account. Experience in structuring, managing and negotiating professional services contracts for delivery of software solutions. Verifiable experience partnering with sales account teams to assist with software license and services sales. Experience driving software consulting methodologies and best practices. Previous consulting experience in the Telecommunications industry is highly desirable. Experience with call center tools and operations is a plus. University degree from a reputable University is a must - a degree in CS/EE or MBA is highly desirable. Strong influencing and negotiation skills.