Solutions Consultant

Motorola Solutions

The purpose of the Solutions Consultant position is to embody the mantra of Problem Meet Solution , from a Functional Customer Business Process focus. At its core, the Solutions Consultant's responsibility is to understand the customer s specific business and technical needs, translate, architect and articulate this into a viable, compelling and clear blueprint for a technological solution. This involves a deep understanding of the business processes, workflows, and pain points to define the "what" and "why" of a solution before the Solutions Consultants teams delve into and articulate the "how." Solutions Consultants are the visionaries who ensure that the technological solution is not just technically sound but also functionally robust and user centric./p>

Key Responsibilities:

The Investigator - Discovery and Qualification: During the initial phases of the sales cycle, the Solutions Consultant plays a crucial role in deeply understanding the prospect's business. This goes beyond a superficial understanding of their pain points, but also:

• Uncover business and functional requirements, engaging various stakeholders, to elicit detailed information about their current processes, challenges, and desired future state.

• Qualify the opportunity in collaboration with the sales executive, to help determine if our solutions are a genuine fit for the customer's needs.

The Architect and Storyteller - Solution Design and Presentation: Once a solid understanding of the customer's needs is established, this role transitions into architecting a solution articulated via compelling storytelling.

• Tailoring the solution, to address the unique requirements uncovered during discovery.

• Crafting compelling demonstrations and assisting Solutions Consultant to create and present customized product demonstrations that showcase how the solution will solve the prospect's specific problems. Not generic overviews but tailored narratives that resonate with the audience.

The Trusted Advisor - Handling Objections and Technical Deep Dives: As the sales process moves forward, prospects will inevitably have questions and objections, often of a more technical nature. The Solutions Consultant is a knowledgeable resource for addressing these concerns with credibility and expertise.

• Address functional and technical objections, providing detailed and reassuring answers.

• Conduct functional and technical workshops, lead deep-dive sessions with the prospect's team to discuss the solution's architecture, implementation, and ongoing management in detail.

• Build trust and confidence with a deep understanding of both our product and solution within the customer's context, to help close the deal.

The Collaborator - Proposal Development and Closing: In the final stages of the sale, the FSA works closely with the sales team to ensure the proposed solution is accurately articulated reflected in the commercial offer. The contributions include:

• Defining the Scope of Work, providing the customer contextual details that resonate with the customer s solution expectations, ensuring accuracy and clarity.

• While the primary focus is on the pre-sales process, involvement may extend into the post-sale phase. Supporting handing over the solution to the implementation team for a seamless transition for the new customer.