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Key Account Solution Engineer (SE) Job Profile - HSBC

Profile:

Business:
A Key Account SE has a demonstrable track record of success and strong industry experience. They are seen as a thought leader in their space, can articulate an industry point of view and clearly set out the case for change for their customer, who the SE will know intimately. This SE has world class negotiation skills to effectively challenge the status quo

This individual will have strong business value experience and is able to connect complex business challenges to the required capabilities to deliver positive business outcomes. They exhibit strong project management skills to clearly articulate complex business engagements.

They undertake desktop research, can interpret financial reports, amongst other sources, to gain understanding of the high level financial drivers and the key board level programmes that a customer is delivering. This expert also undertakes novel and innovative methods of secondary research to further develop customer insights.

People:
This person is a respected co-leader of the account team, is a coach, and a leader of supporting virtual teams. They operate, and continually evolve, internal and external networks to orchestrate not only successful customer engagements but also to evangelise Salesforce in the marketplace.

Coach teams and team members to help them be the best and achieve their personal development goals

This individual has a number of CxO relationships and is comfortable holding CxO level conversations while pivoting to the technical detail, for the CxO’s subordinates.

Tech:
An ideal SE has a strong technical foundation, is a technical thought leader, and can easily link business initiatives to technology solutions with their strong understanding of enterprise architecture.

They are able to simplify complexity in their solution design approach, are able to drive technical innovation and orchestrate content teams to deliver world class solution demonstration experiences. In doing so they are able to connect relevant Salesforce case studies and solutions and plays.

 

ResponsibilitiesAbility to develop lasting relationships at every level including the C-level and ensure that aligned customers successfully adopt and realise value from their new or existing Salesforce solutions. Orchestrate engagement of solution and product teams, work with the assigned solutions team on the technical sales execution planning and delivery.Establishes high technical credibility and professional rapport with internal stakeholders and clients.Contributes to message on Salesforce viewpoints, delivers demonstrations, business value assessments and other impactful go-to-market assets.Actively enabled the broader Solution Engineering team and multi-functional distribution team to more effectively position the value of the solutions within the Salesforce portfolio.Collaborates with other Solutions resources across the ecosystem.Focuses on strategic opportunities, accounts and industry motions.Understand the customer’s needs, and establish Salesforce’s product as the best solution that solves unique challenges.Convey a deep understanding of the client’s industry and technology as it pertains to Salesforce’s solutions.Develop and deliver innovative custom solutions, build and present customised demos of Salesforce products including solution concepts to key decision-makers to address their business issues and needs showing business value.Participate in all appropriate product, sales, and procedural training and certifications to acquire and maintain the knowledge vital to be effective in the position.Attain quarterly and annual objectives assigned by management.

This role requires: A creative, strategic thinker who can bring innovative ideas, a new perspective or a new strategy to the table to challenge the status quo.Strong technical and business acumen ideally gained within a complex software solution environmentStrong communication and relationship building skills, an excellent networker with the ability to navigate a wide map of internal stakeholders and external account relationships to CxO level and in particular CIOs.An engaging presenter and storyteller.Deep industry expertise in the aligned Industry Sector.Track record of solution engineering, consultancy, or delivery, for an enterprise software solution organisation.Proven oral, written, presentation, and interpersonal communication and relationship skills.Proven time management skills in a dynamic team environment.Ability to work as part of a team to tackle problems in dynamic, energising environments.Inquisitive, practical, and passionate about technology and sharing knowledge and best practicesWilling and able to travel occasionally.Experience will be evaluated based on alignment to the core competencies for the role.

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