What do we expect from you?
We are looking for a colleague who will actively strengthen our relevance in the world of advanced workplace solutions.
Your role will be a technical commercial one with a strong focus on our workplace-as-a-service portfolio.
You excel in a go-for-it mentality in order to get recognized by customers as a "trusted advisor”. Based on your expertise, commitment and decisiveness, you turn a complex problem into a challenge and transform this challenge into a customer solution.
You will engage with outsourcing services & managed services on the global Advanced Workplace product portfolio.
Your main tasks and responsibilities of this challenging position are
- You become the one-and-only trusted advisor of our customers to go beyond the real customer pains and needs to be able to position concepts of solutions and not just -technology-. As result of this unique position you:
- Grow our existing business by (up)sell via a defined portfolio of solutions and services
- Define the long-term strategy of your customers to reach the revenue objectives
- Define an outsourcing strategy that will unburden the customer in function of Workplace management & End-User support activities
- Guide customers towards a portfolio of billable technical & commercial advice/assessments-tracks
- Pull the alarm bell when the customer satisfaction is compromised
- You are a key stakeholder in the qualification of projects and delivering state-of-the-art proposals offering business-focused solutions. This includes:
- Analysis of the customer’s functional and technical needs
- Define the winning bid strategy capturing customer expectations
- Thanks to your excellent vendor relationship you get the best pricing for each project or contract
- You present the proposal to the customer and take part in the final negotiations
- You ensure a correct hand-over of the project implementation of won projects
Some concrete examples of the potential assignments that you know how to realize in cooperation with the client:
- Definition of a wpaas strategy (ex: off-shoaring/near-shoaring, outsourcing of service desk activities, managed services, …)
- Investments analysis & ROI by drawing up roadmaps
- Business improvement assessments to assess optimization of the Customers workplace environmentGovernance improvements: policies, procedures, guidelines, ... (ex: managed devices, wpaas outsourcing, ...)
Proactive way-of-working mindset and open for a close collaboration with the existing advanced workplace team (existing out of Product Management, Solution Consultants, Presales Consultants & Technical Experts) to extend the solutions and service portfolio to adapt to customer needs.
Next to your pure commercial activities, you will get to work in a "non-technical consultative way" (=billable services) to lead customer journey mapping or customer experience workshops to understand the real customer needs.
These assignments are diverse in nature, but always related to services to improve & boost customer experience. In most cases your missions will be conceptual, strategic or functional. If an assignment also requires technical expertise, you can count on a team technical experts to give proper support.
Once those needs and demands are captured, you will be best positioned to settle out a clear recommendation of capabilities the customer should implement. Ultimately you can turn this recommendation in concrete opportunities.
Your profile:
- You are ambitious and driven to achieve sharp objectives
- You show entrepreneurial spirit, are proactive and stress resistant.
- At least 5 years of experience in the field of advanced workplace solutions
- You are experienced with the latest outsourcing trends & as-a-service concepts
- At least 5 years experienced in service architecture & service definitions
- Ability to define outsourcing pricing strategies & pricing templates
- Strong understanding of workplace architectures, solutions, processes, frameworks, and components
- You have general ICT knowledge & insight into the current market trends in the field of IT and have knowledge of the Microsoft, Cisco, Genesys, Anywhere, Enghouse, Luware ... portfolio.
- Knowledge of service management, project management and service integration frameworks (such as ITIL v3/v4, PRINCE2, SIAM)
- You are experienced with the latest outsourcing trends & as-a-service concepts
- At least 5 years experience in service architecture & service definitions
- You can explain the trends and concepts in the field of workplace-as-a-service in a clear and understandable way.
- You take the initiative to stay up to date within the domain of digital transformation.
- You have a positive attitude, are open-minded and highly motivated.You have strong organisationally and analytical skills
- You are No-Nonsense, to-the-point and have excellent presentation skills.
- You have the necessary soft skills to build a relationship of trust with the client in order to be recognized as a "trusted advisor".
- Fluent in Dutch, French and English