• Sales Solutions Engineer

    Job Locations US-IL-CHICAGO
    Posted Date 3 weeks ago(9/25/2018 1:15 PM)
    Requisition ID
    2018-4963
    # of Openings
    1
    Category (Portal Searching)
    Solutions Consultant
  • Overview

    Our people make the difference. We believe in our employees and give them daily opportunities to grow as professionals and make their mark on the business. Each person brings unique skills to his or her role, and with employees around the globe, we have a diverse workforce that we-and our clients-deeply value.

    We're looking for people with a wide range of work experiences and skills, as well as those pursuing a career in managed business process services for the first time. We welcome people from diverse backgrounds who want to work hard and who take pride in what they do.
    As an employee, you'll have a rewarding and enriching work environment. You will be encouraged to innovate. Your coworkers will respect and value your opinions. Each day, you will have the opportunity to make an impact on a globally recognized company. At Canon, you'll have more than just a job with competitive pay and benefits-you will have a long and rewarding career.

     

    Canon Business Process Services, Inc. offers a comprehensive portfolio of managed services and technology across information and document management, business process outsourcing<https://cbps.canon.com/managed-services/business-process-outsourcing>; and managed workforce services. The company helps clients improve operational business performance while reducing costs and risk. Named a Global Outsourcing 100 Leader in 2018 by IAOP for the twelfth year; Canon Business Process Services is a wholly owned subsidiary of Canon U.S.A., Inc. Learn more at cbps.canon.com<https://cbps.canon.com/>; and follow us on Twitter @CanonBPO.
     
     

     

    Responsibilities

     
    • Leads the scoping of prospective engagements with current and prospective clients.
    • Taking proactive role in thought leadership, process development, and sales support around Service Delivery built offerings.
    • Present solutions in person, over the phone or via webex to prospective clients.
    • Regular contributions to company thought leadership through blogs, other written publication, speaking engagements, webinars and conference participation.
    • Identify and initiate the development of case studies on successful client engagements.
    • Supporting management in defining and executing the strategic direction of offerings and tools supported.
    • Provide the necessary level of technical support to the Sales team to effectively deliver proposals, SOWs, respond to RFP/RFIs, close deals and finalize contracts, including technical writing, validating pricing and terms and conditions.
    • Extensive travel for prospective and existing client meetings, training and conferences is required.
    • Meet with prospective customers, understand requirements, field technical questions, and demonstrate our solution capabilities.
    • Plan/manage product demos and proof of concept efforts to instill trust and confidence in Canon’s eDiscovery solutions.
    • Architects solutions that meet client requirements with competitive advantage.
    • Identify the client’s technical requirements and comprehensively assess workflow and needs both remotely and within client environments.
    • Develop solutions demonstrating how Canon talent with technical capabilities of software will mitigate risk, keep costs low and ensure a smooth discovery process.
    • Determine the type and level of support needed for the Discovery Services sales team to delivery both custom and standard product demonstrations to support the strategic account plans.
    • Cultivate long-term client relationships to ensure client views Canon as a trusted partner for Discovery Services
    • Contribute and execute on training plan for Sales team for Canon Discovery Services products
    • Contribute to design of company CRM to capture client information and track activities/tasks
    • Proactively gather and share information about the market, competitive intelligence, industry trends, case law and government regulations by collaborating with appropriate internal resources
    • Recommend new technology products, services and features as appropriate
    • Lead development of processes and best practices to ensure the successful transition of sales opportunities through the delivery of services; works tirelessly to ensure internal team members are set up for success and solutions recommended are practical
    • Provides detailed and thorough communication including documentation to internal team members on recommended solutions to ensure client expectations are met and there is a smooth onboarding process for existing and new customers.
    • Work with Delivery team to develop methodology, agenda and scheduling of client kick off meetings in order to introduce team members and to transition the project to the Delivery team; protects client interests and relationships to ensure a smooth and effective delivery of services.
    • Supports the Delivery team with all changes in scope to ensure that the correct pricing and technical support is provided to the client.
    • Develops strong working relationships with the internal team members; works collaboratively to ensure solutions are delivered in accordance with customer expectations and are priced to meet financial targets.
    • Builds trusted advisor relationships with key clients.
    • When interacting with clients, is proactive in gathering and sharing insights regarding client needs, recommendations and competitive intelligence.
    • Assist with compiling customer and competitor research regarding use of eDiscovery technologies and services.
    • Assist with identifying and testing new products, services and potential partnerships that will help Canon remain competitive.
    • Analyze feedback from customers regarding existing and proposed solutions
    • Make recommendations as to ways Canon can continuously improve service levels and competitive advantage.



     
     
      
      
      
      
      

    The above statements are intended

    Qualifications

    PHYSICAL DEMANDS/WORKING CONDITIONS/MENTAL QUALIFICATIONS

    Travel within, and sometimes outside of, geographic region is required

    Mental qualifications include ability to address client needs and sell solutions efficiently and effectively

    MINIMUM QUALIFICATIONS

    To be eligible for this position, the applicant must meet the minimum qualifications. Deviations to this requirement must be approved by the Compensation Manager or Vice President of Human Resources.

    EDUCATION

    ·    Bachelor’s Degree required

    EXPERIENCE NECESSARY

    • 10+ years of eDiscovery experience.
    • Previous Experience as a sales engineer, software consultant or work experience in a technical engineer role.
    • Must be effective at recommending and demonstrating eDiscovery and Litigation Support services to law firms and corporate legal departments.

     

    KNOWLEDGE

    ·    High level acumen in complex business to business sales

    ·    Knowledge of business services, outsourcing and document/information management a plus

    • Experience with multiple eDiscovery technologies.
    • Must have experience with Relativity. Relativity Certified Administrator is a plus.
    • Expert level PC user with deep familiarity utilizing Microsoft Office Suite.

    COMPUTER SKILLS

    • Must have experience with Relativity. Relativity Certified Administrator is a plus.
    • Expert level PC user with deep familiarity utilizing Microsoft Office Suite.

    BASIC QUALIFICATIONS

    ·    Superior customer service skills, professional attitude and appearance

    ·    Excellent relationship management and credibility building skills

    ·    Strategic/creative thinker and results-oriented sales person

    ·    Excellent presentation skills

    ·    Excellent interpersonal skills

    ·    Excellent written and oral communication skills

    ·    Strong team approach to business

    ·    Passionate, dedicated, willing to work long hours

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