Solution Consultant III

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Job Summary:

The Solution Consultant III (SC) is a trusted advisor to both Sales and Professional Services, ensuring professional services engagements are negotiated for mutually beneficial agreements, guiding prospects towards optimal adoption paths, and minimizing delivery risks through the development of strong Statement of Work language.

Responsibilities:

• Lead scoping activities, identifying requirements for the delivery of all OpenGov solutions, explaining the value of Professional Services and delivery approach, and steering account executives and customers to optimal implementation paths
• Mitigate risks and manage expectations for services projects, optimizing for maximum ROI and minimal risk
• Attend scoping meetings with Sales partners and customers/prospects, as needed
• Lead the process of writing, refining, and creation of SOWs for professional services engagements with Customers, Sales Partners, Professional Services, and other internal teams as needed, i.e R&D, Training
• Support the RFP process as it pertains to implementation scope and provide estimates and/or content
• Continually manage scoping program and scope accuracy, leveraging project actuals to continually optimize the scoping process and achieve a profitable, optimal mix of services and software revenue
• Drive special internal projects, as assigned, in areas focused on process improvement, scaling and operationalizing the practice including communicating strategy, evaluating profitability metrics and collaborating with delivery teams on existing and new solutions
• Adapt quickly to a rapidly changing product and respond strategically to customer needs, new product solutions and applying new product developments to professional services scoping

Requirements and Preferred Experience:

• 4 year degree or equivalent experience
• 5+ years or more of direct or applicable experience
• Experience building and running a Professional Services scoping program, preferred
• Experience with government ERP/accounting systems, budgeting concepts and practices and/or finance/budgeting solutions, preferred
• A core understanding of professional services scoping, contracting principles and negotiation familiarity; prior contracts and/or contract management experience, a definite plus
• Primary focus on customer requirement gathering, scoping, statements of work, professional services agreements and similar documents
• Comfortable in prospect and customer conversations to lead scoping sessions and identify customer requirements
• Ability to interpret, clearly articulate, and handle issues / objections related to OpenGov professional services statement of works projects
• Ability to proactively analyze and recommend the best course of action for complex services project structure with a solution-oriented approach
• Expert knowledge of Salesforce is highly desirable along with contract management systems
• Experience working on a deal desk team or similar role, having provided direct collaboration for customer facing field sales teams in SAAS environment
• Detail oriented with a focus on accuracy, expediency, and consistency
• Liaison experience working across internal organizations including finance, revenue recognition, senior management, product, R&D, sales, sales engineering, and legal teams
• Exceptional written and verbal communication skills