Senior Solutions Specialist

Summary

The specialist contributes to the sales of technology solutions for Bell Business Markets (BBM) customers by developing tailored strategies and actively seeking opportunities. The successful candidate will assume a strategic partner role to the account manager in their relationships with new and existing customers. Their success will be based on understanding business challenges and developing solutions that leverage BBM's advanced products and technologies. Key areas include underlying network infrastructure, security, cloud integration, and unified communications.

Technical Expertise

• Network and Equipment: Identify and create opportunities for enterprise-class network solutions, including wide area networks (WAN), local area networks (LAN), and Wi-Fi.
• Security Solutions Design: Develop security solutions that protect company assets, including next-generation firewalls, intrusion detection and prevention systems, security information and event management (SIEM) integrations, virtual private network (VPN) technologies, and zero-trust principles.
• Cloud Integration and Solutions: Sell solutions that leverage cloud platforms (e.g., AWS, Azure, GCP) for computing, storage, and networking, including infrastructure-as-a-service, platform-as-a-service, hybrid, and multi-cloud strategies, with a focus on seamless integration with on-premise infrastructure.
• Data Center and AI: Find new opportunities in computing, storage, AI infrastructure, and private and hybrid cloud hosting. These responsibilities are essential in establishing strategies, seeking opportunities, and collaborating with leading partners like Dell, HPE, Cisco, Lenovo, and other key players.
• Collaboration and Unified Communications: Identify and create opportunities for advanced collaboration solutions, including unified and managed communications as a service, voice over IP systems, video conferencing platforms, and messaging solutions, with a focus on improving user productivity and communication efficiency.
• IoT and 5G: Drive innovation by discovering, developing, and delivering wireless IoT and 5G solutions, including vehicle fleet management, tank and asset tracking, wireless internet, and private mobile networks. Collaborate with leading providers like Geotab, Ottodata, Ericsson, Nokia, and BeWhere to design scalable solutions, ensure seamless integration, and support customer adoption across various sectors.

Key Responsibilities

• Strategic Opportunity Development: Identify and seize new business opportunities that require cutting-edge technology solutions; create compelling business cases and architectures.
• Customer Discovery and Solution Design: Conduct in-depth analyses of customer needs and design comprehensive solutions covering connectivity, security, cloud, and collaboration platforms.
• Technical Expertise and Translation into Business Value: Act as a specialist in advanced technologies and clearly translate technical concepts into business value.
• Multidisciplinary Collaboration: Work closely with internal teams (Sales, Engineering, Services) to design, propose, and deliver integrated solutions.
• Value-Based Selling and Relationship Management: Drive the sales cycle by demonstrating ROI, managing the pipeline, and building trusted relationships with client stakeholders.
• Qualifications and Skills: The focus here is on strategic thinking, in-depth technical solution design, and a sharp understanding of advanced technologies and their business impact.

Critical Qualifications

• At least five years of experience in a technical role, preferably in pre-sales, focused on designing and selling complex technology solutions.
• Demonstrated success in solution selling, especially in sectors related to enterprise network connectivity, robust security architectures, cloud infrastructure, AI, and advanced collaboration platforms.
• Experience in prospecting and developing new business.
• Knowledge of specific vertical industries and their unique technological requirements.
• Post-secondary degree.
• Industry certifications are an asset.