Account Consultant - Sales Engineer

Account Consultant

 

Company Overview:

IntraLinks is a rapidly growing Software as a Service (SaaS) company that facilitates the exchange of mission-critical information across enterprise boundaries. Since 1997, more than 750,000 participants representing over 90,000 organizations worldwide have used IntraLinks On-Demand Workspacesâ„¢ to communicate and collaborate on thousands of projects and transactions.

 

Position Description:

The primary function of the Account Consultant (AC) is to assist the Account Executive (Salesperson) during the pre-sale discovery phase to analyze the secure document exchange needs of the prospective client.  You know how to gather the client data required to effectively tailor a solution.  You understand the various ways a solution may be delivered and can anticipate what will work best for a given client.  By combining your technical and business acumen you provide vital, detailed information about how IntraLinks solutions deliver business value to our clients.

 

After the contract is executed, the AC will lead the initial Configuration Design Workshop along with the Client Services Manager (CSM) and key client personnel.  The purpose of the workshop is to flesh out all necessary configuration details in order to build out the IntraLinks environment for the customer, discuss and document the workflow process in detail, and discuss next steps for implementation.

 

The AC will remain engaged on the account in order to:

- Consult with client on any new use cases

- Set and manage customer expectations to ensure successful relationship

- Leverage existing relationships to drive/funnel referrals for net new opportunities

- Measure success criteria against clients overall business goals and objectives

 

The AC will also be expected to report back to IntraLinks Product Management and/or Product Marketing all new use cases, features, functions, or supporting information that will assist in defining enhancements to the IntraLinks product offering.

 

Essential Duties - Pre-Sales:Primary solution architect and technical contact for prospective clients and for new use cases/net new opportunities within existing accountsConduct product demonstrations when necessary, and assist in removing obstacles that may exist during the sales cycleAssist Account Executives in developing discovery phase Summary Document for prospective clients and net new opportunitiesAssist in developing presentations and on-line product demonstrations for customer meetings or marketing events

 

Essential Duties - Post-Sales:Ensure adoption and renewalsLead the initial Configuration Design Workshop with assistance from CSMMeasure success criteria against client business goals and objectivesIdentify and help drive new uses of the IntraLinks serviceSupport Product Management/Marketing with field information such as feature requirements, product enhancements and new use case scenarios

 

Qualifications/Requirements:Minimum 5 years customer facing experience in a pre-sales environmentDemonstrated strengths in quantitative analysis, and an ability to think creatively to achieve solutionsExcellent verbal and written communication skills, including the ability to speak publicly to groups, and create and deliver effective, polished presentations requiredDemonstrated creativity and resourcefulness necessaryAbility to work with technical teams and personnel to overcome service delivery obstacles requiredDemonstrated ability to participate effectively as part of and within a team atmosphere requiredBackground in consulting or as business analyst helpfulBachelors’ degree or higher experience requiredTravel required

 

 

Desired Characteristics:

Integrity (Dependable)

Analytical

Creative problem solver

Confident (Re-assuring)

Organized (Detail Oriented)

Willingness to Learn

Adaptability (Flexibility)

People Oriented

Coach-able

Self-starter

 

 

 

Skills:

Strong ability to bring projects to completion

Ability to operate with “grace under fire�

Strong ability to work in team environment, esp. with resources cross departmental

Ability to work with many moving parts

Strong natural curiosity about client business processes

Ability to switch gears depending on the issue or situation

Strong People skills

Strong analytical skills

Strong Follow-up skills

Excellent Presentation skills

Comfortable in client selling environment

Excellent verbal and written communication skills

Technical aptitude