Provide pre-sales expertise in selecting standard solutions or documenting deviations from standard solutions for customers. Select release software version for solution, create configuration database and publish to department responsible for creating install instructions, create customer-facing SOP documentation, create internal documentation necessary to describe the solution (how it is configured, how it will be used and customer’s ROI goals), and create any other documentation necessary for the Product Operations, Customer Experience Management, Product Management, and Marketing team’s request
Conduct information gathering activities to understand and document customer’s processes, procedures, cash levels, operational goals, operational metrics, ROI goals and ROI metrics
Create pre
and post
implementation customer business impact overviews and executive summaries including capturing all information required by the DecisionLink application to produce the standard ROI presentation. Present, with Sales, the standard ROI presentation to the customer and enter all assumptions changes requested by customer into DecisionLink. Re-present the resulting revised ROI presentation and receive written sign-off from the customer on the ROI metrics and gals to be obtained (required for POCs)
Conduct customer best practices and optimization consulting. Document the before and after states, benefits/savings and actions to implement. Create SOW and submit to VP of Product & Marketing for review, approval and pricing. Partner with Sales to obtain signature on the SOW and present documentation and implementation plan to customer
Work with customer project management teams to set expectations, coordinate timelines, and manage any proof of value projects for large scale rollouts to minimize sales cycles for optimum customer impact
Provide regular feedback to internal groups for product enhancement and marketing
Hand-off and knowledge transfer all pre-sales learnings and documentation to Customer Experience Management team; ensue they have everything they need to support Proof-of-Concept customers
Provide SME knowledge in Train-the-Trainer sessions to ensure 3rd party trainers are prepared to effectively and thoroughly train customers’ end users to proficiently use and expeditiously adopt solutions
Work with Product Management to make product enhancement recommendations for specific customers and for overall product enhancement. Document all defects and enhancement requests in the system of record dictated by the relevant Product Manager
Conduct Solution Center Tours with customers to support sales where necessary.
Support internal teams and internal functions (installation coordinators, trainers, etc.) to ensure flawless customer execution
Understand retail market cash management practices and customer’s cash management practices to make recommendations
Have a thorough understanding of product, process, and customers to identify potential downfalls and flag to team to work toward a solution
Work with internal teams to secure or create necessary documentation needed for customer process with a Glory solution. Hand-off all documentation to Customer Experience Management team after solution selection and SOP have been approved by customer and prior to POC start date being established
Achieve revenue quota targets for professional services projects
Requirements
Bachelor’s degree in Business or related area of study
8-10 years’ experience working in solution or consultative sales, or related, within the industry
Strong analytical and financial skills; Ability to assess a customer operation and quickly identify savings and opportunities to improve efficiency and performance
Experience performing ROI analysis including pre-and post-customer business impact overviews and presenting executive summaries on why the selected solution is optimal, how/when ROI goals will be achieved, change management need to realize ROI, and future opportunities for savings/gains
Excellent interpersonal and communication skills along with, as well as ability to effectively communicate with all levels within a retailer with credibility, especially senior management; Skilled at presenting to large groups
Strong team orientation; Ability to elicit cooperation from a wide variety of sources, including upper management, clients, and other departments, and
Proven track record of achievement of high-quality performance against objectives; Ability to meet or exceed expectations with sales team
Creative problem-solving abilities and delivering best practice solutions to customers.
Proven success working with customer project management teams to set expectations, establish timelines, and convey necessary change management from the customer prior to start of Proof of Concept projects; responsible for customer preparedness and communicating expectations for the installation, implementation, adoption and change management needed to realize ROI
Self-starter, proficiency in time management to handle deadline pressures and multiple assignments/clients simultaneously
Ability to effectively prioritize and execute tasks in a high-pressure environment is crucial
Ability to travel to customer sites and company meetings up to 50% of the time, including potential international travel
Proficiency with Microsoft Office, including Word, Excel, PowerPoint
Benefits
401(k) Retirement Plan with Fidelity – 2.5% Base contribution paid toward your retirement by Glory even if you do not participate. Plus, Glory matches 3% up to 6% of your contribution
Health insurance – 3 medical plans to choose from. High, Medium and Low deductible through Blue Cross Blue Shield
MDLive – 24/7 Virtual Doctor plus a Nurse Line
Dental insurance
Vision insurance
FSA / Dependent Care
Voluntary Life Insurance
Basic Life insurance and AD&D – Company paid
Short Term Disability / Long Term Disability / Employee Assistance Program – Company paid
Paid Vacation – start with a prorated amount of hours your first year depending on start date. 80 vacation hours earning your first full year and vacation hours increase based on years of service
Paid Sick days based on City/State requirements
Paid Holidays – 9 to 11 days based on start date
Professional development assistance
Education assistance
Adoption Assistance
Legal and ID Theft plans
Annual Bonus opportunity
Opportunities for internal promotions/career advancement