Enterprise Solutions Specialist - Boston, United States - Repsly

Description

Department
:
Professional Services

Reports To
:
Sr. Director of Solutions

Location
:
Remote

About Repsly:

Repsly, a B2B vertical SaaS company, is the global leader in intelligent Retail Execution solutions.

We empower many of the most innovative Consumer Goods Brands and Retail Service Providers in 80+ countries around the world, including Kraft-Heinz, Dyson, Keurig Dr.

Pepper, Anheuser-Busch, Core-Mark, and Crossmark.

At the core, Repsly is powered by a team of skilled, diverse, and committed humans. Originally founded out of Zagreb, Croatia we are headquartered out of Boston, USA with partners worldwide. If you are looking for an opportunity to combine your talent, passion, and positive energy to play a meaningful part in the growth story of a world-class global SaaS company, then Repsly is a great fit for you


Position Overview:

As a member of the Professional Services organization, the Enterprise Solutions Specialist will support the critical early phase of the customer lifecycle, pre-sales technical validation and post-sales customer onboarding.

The Solutions Specialist will partner with AEs and CSMs to identify the appropriate steps to define customer business goals and technical requirements in order to evaluate and implement their use case for the Repsly software solution.

You will build trusted partner relationships, gather and map business requirements to technical capabilities, lead customer enablement, and project manage the pilot and onboarding process.

This includes owning the pilot and implementation timelines, collaborating with the customer's project management team, and coordinating with internal resources including AEs and CSMs.

Working closely with Repsly Professional Services Team, Customers Success Managers, and Corporate and Strategic Account Executives, success in the role is measured by:

• Managing the Technical Validation phase of the Sales process. Technical Validation in this process is defined as the necessary steps to validate the technical feasibility of a prospect's use case and establish accurate expectations on the end user experience. This includes documenting the customer's business goals, establishing measurable success criteria, and defining functional requirements. The Technical Validation phase may include a free Proof of Concept (trial) or other technical conversations about Repsly's Product and Service offerings.
• Collaborating with AEs and CSMs in pursuit of the company's Revenue Growth and Net Retention Targets. The Solutions Specialist will have a critical role in qualifying Corporate and Strategic presales opportunities to determine if the Repsly platform can meet the customer's needs. This includes scoping customer business use cases and workflows as well as technical requirements to determine Product fit. The Solutions Specialist will also be responsible for onboarding Corporate and Strategic customers postsale, ensuring a successful handoff to our Customer Success Team.
• Driving strong customer satisfaction by delivering a seamless onboarding experience within customer's timeline goals.
• Accelerating the customer's timetovalue and driving user adoption during implementations to improve net revenue retention.
• Creating a professional customer experience at every stage of the presales and implementation process, as measured by adherence to our project management and implementation framework.
• Project managing a portfolio of Corporate and Strategic customer implementations to successful outcomes, accelerating Time to Value, growing & retaining customers. Managing multiple projects and stakeholders, internal and external, simultaneously, measured by adherence to our Productivity and Quality (Retention) targets.

Responsibilities:

Proactively manage Corporate and Strategic customers to increase Conversion, Adoption, Growth & Retention. Own the customer journey & experience from Technical Validation through Implementation while serving as their business partner. Contribute to internal cross-functional projects to help streamline our processes and scale our service offerings to evolving market needs.

Responsible for the following activity allocations that may shift with needs of the business:


Pre-Sales:

• 30% Understand customer requirements and translate them to our solutions' capabilities during the Technical Validation phase.
• 10% Partner with AE's to represent our solution to prospective customers through demos & technical conversations.
• 10% Help optimize our Solutions Engineering standards and processes in partnership with the Sr. Dir. of Solutions and AE's. This includes maintaining our demo script in alignment with market changes and new product releases, managing Mutual Action and Close Plans, and updating our demo environments.

Post-Sales:

• 30% Help drive early adoption, setting KPIs and success metrics for ROI. Implement technical solutions to the customers' key business challenges, r