Pre-Sales Solutions Consultant - Dubai, UAE - Motorola Solutions

Description

Company Overview

At Motorola Solutions, we believe that everything starts with our people. We're a global close-knit community, united by the relentless pursuit to help keep people safer everywhere. Our critical communications, video security and command center technologies support public safety agencies and enterprises alike, enabling the coordination that's critical for safer communities, safer schools, safer hospitals and safer businesses. Connect with a career that matters, and help us build a safer future.

Department Overview

Noggin is a leader in integrated resilience management technology, offering a next-generation, cloud-based platform that combines 10 essential solutions into one unified system. Our award-winning platform seamlessly integrates operational and third-party risk management, operational resilience, business continuity, incident and crisis management, emergency management, and security and safety operations.

The Solution Consulting team possesses a deep knowledge of our solutions and provides customers with tailored software demonstration to address customer needs. Sitting within the Business Development function, they work closely with Product, Sales, Professional Services, Customer Success, Commercial and Compliance teams. They also assist with software implementations statements of work.

Job Description

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.

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. 

Desired Qualifications:

•  Exposure to crisis / incident / emergency management, business continuity management or risk management

•  Ability to communicate with customers in Arabic (Gulf / Khaleeji) is preferred    

Basic Requirements

• Bachelor's degree or clear practitioner experience

• A minimum of 5 years related experience with complex business software solutions, ideally with at least 2 in a senior role

• Demonstrated experience in requirements gathering and analysis, and solution consulting processes and the preparation of pre-sales artefacts

• Demonstrated experience in analyzing the needs of prospective customers, providing advice and delivering software demonstrations showcasing how our solutions can be delivered to customer needs

• Experience with ownership of the client relationship and front-line stakeholder engagement

• Experience working within project teams in a software development context

• Market or product analysis for software products

• Software Solution Consulting, Software Solution Implementation, Business development or sales experience

Location and Travel Requirements:

• Must be able to travel up to 30% of the time

• Candidates can live anywhere in the UAE

Consistent with Motorola Solutions values and applicable law, we provide the following information to promote pay transparency and equity. Pay within this range varies and depends on job-related knowledge, skills, and experience. The actual offer will be based on the individual candidate. 

Travel Requirements

Under 25%

Relocation Provided

None

Position Type

Experienced

Referral Payment Plan

Yes

Company

Motorola Solutions UK Limited-DDA

EEO Statement

Motorola Solutions is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion or belief, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other legally-protected characteristic. 

We are proud of our people-first and community-focused culture, empowering every Motorolan to be their most authentic self and to do their best work to deliver on the promise of a safer world. If you'd like to join our team but feel that you don't quite meet all of the preferred skills, we'd still love to hear why you think you'd be a great addition to our team.