Principal Solutions Consultant

Location: Scottsdale, Arizona
Date Posted: 09-13-2017
Position Posting - Principal Solutions Consultant

Optima ECM Consulting is looking to hire a talented Principal Solutions Consultant to join the growing team in Scottsdale, Arizona!

Optima ECM Consulting is an Enterprise Information (EIM) and Content Management (ECM) consulting services firm, primarily offering solution road mapping, analysis, design and implementation services for the business processes and functions for key departments including finance and accounting, operations, human resources, compliance, legal, and marketing.  Optima implements these solutions utilizing the software products and technology from SAP, OpenText, and Taulia.
Optima seeks smart and passionate professionals ready to roll up their sleeves. The right candidate will be intelligent, knowledgeable, enthusiastic, a problem-solver, and above all, a team player.

At Optima, we offer an exceptional benefits package including Medical and Dental (with full premium coverage for employees), Vision discount plan, Aflac, Health Savings Account (HSA), Company Paid and Voluntary Life Insurance, 401(k) employer matching, career path planning, and a competitive vacation and holiday policy! Time away is an important part of a work-life balance for our employees.

Our Background
  • Established in 2009
  • Strategic relationships with industry leaders such as SAP, OpenText, and Taulia
  • Largest singularly focused OpenText/SAP ECM solutions implementer in North America
  • Headquartered in Scottsdale, AZ with an office in Monterrey Mexico

How We Do It
  • Partner with clients to deliver exceptional implementations
  • Provide top-notch service and delivery
  • Hire only the best and brightest and certify them in the solutions we implement
  • Provide continuous training and development

Position Summary
As a key member of the Optima Sales Team, the Principal Solution Consultant uses consulting skills to build an intimate understanding of our prospective customers' business problems, objectives and priorities. The Principal Solution Consultant maps these needs to OpenText, Taulia and other key product solutions and demonstrates to the prospect/client the business benefits of these solutions through interaction, correspondence, presentations and demonstrations throughout the sales process.

What you will do:
  • Consult with prospective customers to identify business problems; objectives and priorities relevant to our solutions.
  • Provide support and informational guidance to the Engagement Team and Sales Executives on sales strategy, business benefits, and action plans throughout the sales process.
  • Liaise directly with other Sales Team Members to ensure a co-coordinated, intimate and professional experience for the customer throughout the sales process.
  • Lead, prepare and deliver (in partnership with the Sales team) custom presentations, demonstrations, ROI’s, business cases and solutions to the customer on the benefits of our proposed solutions.
  • Discern what questions prospects are not asking, and lead them in that direction, effectively identifying and walking the customer through their 'pain chain.'
  • Build a strong interactive relationship with the customer's business management.
  • Lead, prepare and deliver Statements of Work, Proposals, RFP’s and high-quality sales-related deliverables to clients and prospects.
  • QA the work of other authors of sales-related deliverables.
  • Represent Optima at tradeshows and conferences. 

Qualifications (Education, Experience and Certifications)
  • 4-year degree in business, Accounting, MIS or equivalent.
  • A minimum of 7-10 years of professional B2B experience with a minimum of 5 years in a pre-sales and/or solution consultant capacity.
  • Prefer experience directly involved with OpenText and B2B solutions, ERP’s, SAP FI/CO/MM.
  • 3-5 years of consulting experience is highly desirable.
  • Knowledge of, and the ability to plan and deliver product presentations including, product demo skills, solution selling and domain or vertical expertise required to close a deal.
  • Possess the ability to speak knowledgeably and persuasively with Principal customer technical leadership, as well as the ability to effectively communicate with Principal C-Level business leaders by articulating and bridging technical-business gaps.
  • Flexibility and willingness to travel when on-site meetings are required (typically for short periods).
  • Local candidates highly preferred. 

Knowledge, Skills and Abilities
  • Professional demeanor
  • Excellent written, oral and interpersonal communication skills
  • Entrepreneurial attitude: self-motivated, self-directed
  • Flexibility: task assignment, priorities, work environment
  • Open minded, desire to learn
  • Quick thinker, creative problem solver
  • Willingness and ability to travel 50% - 75% of the time
  • Detail oriented. Strong analytical, numerical, planning and reasoning abilities
  • Ability to work independently and on a team

Personal Skills
  • Proactive
  • Curious
  • Creative
  • Excellent time management
  • Goal oriented
  • Alignment to Optima Core Values:   
Passion for Excellence:
We always deliver quality work for our clients and each other, on time, and to the best
of our ability. We don’t cut corners.  
Create Remarkable Client Experiences:
We do the right thing for our clients and we consistently seek ways to
add value to their businesses.
Embrace Change:
We are adaptable, flexible and easily adjust to new and challenging situations.
 We are always innovating and enhancing how we do our jobs.
Get it Done:
We count on each other to fulfill every objective we’re given.
Our teammates and clients know they can trust us to get the job done. Period.
Win as a Team:
We are each other’s teammates, mentors and cheerleaders and we support each other along the way. 
We invest in our teams to enhance achievement and create opportunity for growth.
Have Fun!
We love what we do and have fun while we do it!  We celebrate our successes along the way.
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