Pre-Sales Solutions Consultant

Motorola Solutions; Sydney; On-site; AUD 120,000 - 180,000; Full time

Job summary

Motorola Solutions in Sydney is seeking a seasoned Solutions Consultant to translate customer needs into viable technical blueprints. You will uncover business requirements, craft tailored demonstrations, and present compelling narratives that align with customer goals.

Collaborating with Sales, Product, Professional Services and Customer Success, you will drive pre-sales activities, address objections, and help shape proposals for complex software solutions in a safety-critical domain.

Qualifications

• Bachelor’s degree or higher in a related field.
• 5+ years of experience with complex business software solutions; 4+ in a senior role.
• Experience gathering requirements and delivering pre-sales artefacts.
• Experience delivering software demonstrations aligned to customer needs.

Responsibilities

• Discovery and Qualification: understand customer processes, elicit requirements.
• Architect and Storytell: tailor solution design and demos to customer needs.
• Handling Objections and Deep Dives: address technical questions accurately.
• Proposal Development and Closing: contribute to defining the Scope of Work and handover to delivery.

Skills

Requirements gathering

Stakeholder engagement

Solution consulting

Client demonstrations

Storytelling

Education

Bachelor’s degree

Tools

Salesforce

Job description

At Motorola Solutions, we believe that everything starts with our people. We’re a global close-knit community, united by the relentless pursuit to help keep people safer everywhere. We build and connect technologies to help protect people, property and places. Our solutions foster the collaboration that’s critical for safer communities, safer schools, safer hospitals, safer businesses, and ultimately, safer nations. Connect with a career that matters, and help us build a safer future.

Department Overview

Noggin is a leader in integrated resilience management technology, offering a next-generation, cloud-based platform that combines several essential solutions into one unified system. Our award-winning platform seamlessly integrates business continuity, incident and crisis management, emergency management, security and operational and third-party risk management.

The Solution Consulting team possesses a deep knowledge of our solutions and provides customers with tailored software demonstration to address customer needs. Sitting within the Business Development function, they work closely with Product, Sales, Professional Services, Customer Success, Commercial and Compliance teams. They also assist with software implementations statements of work.

The purpose of the Solutions Consultant position is to embody the mantra of “Problem Meet Solution”, from a Functional Customer Business Process focus. At its core, the Solutions Consultant's responsibility is to understand the customer’s specific business and technical needs, translate, architect and articulate this into a viable, compelling and clear blueprint for a technological solution. This involves a deep understanding of the business processes, workflows, and pain points to define the “what” and “why” of a solution before the Solutions Consultants teams delve into and articulate the “how.” Solutions Consultants are the visionaries who ensure that the technological solution is not just technically sound but also functionally robust and user centric.

Key Responsibilities

The Investigator - Discovery and Qualification: During the initial phases of the sales cycle, the Solutions Consultant plays a crucial role in deeply understanding the prospect's business. This goes beyond a superficial understanding of their pain points, but also:

• Uncover business and functional requirements, engaging various stakeholders, to elicit detailed information about their current processes, challenges, and desired future state.
• Qualify the opportunity in collaboration with the sales executive, to help determine if our solutions are a genuine fit for the customer's needs.

The Architect and Storyteller - Solution Design and Presentation: Once a solid understanding of the customer's needs is established, this role transitions into architecting a solution articulated via compelling storytelling.

• Tailoring the solution, to address the unique requirements uncovered during discovery.
• Crafting compelling demonstrations and assisting Solutions Consultant to create and present customized product demonstrations that showcase how the solution will solve the prospect's specific problems. Not generic overviews but tailored narratives that resonate with the audience.

The Trusted Advisor - Handling Objections and Technical Deep Dives: As the sales process moves forward, prospects will inevitably have questions and objections, often of a more technical nature. The Solutions Consultant is a knowledgeable resource for addressing these concerns with credibility and expertise.

• Address functional and technical objections, providing detailed and reassuring answers.
• Conduct functional and technical workshops, lead deep-dive sessions with the prospect's team to discuss the solution's architecture, implementation, and ongoing management in detail.
• Build trust and confidence with a deep understanding of both our product and solution within the customer's context, to help close the deal.

The Collaborator - Proposal Development and Closing: In the final stages of the sale, the Solutions Consultant works closely with the sales team to ensure the proposed solution is accurately articulated reflected in the commercial offer. The contributions include:

• Defining the Scope of Work, providing the customer contextual details that resonate with the customer’s solution expectations, ensuring accuracy and clarity.
• While the primary focus is on the pre-sales process, involvement may extend into the post-sale phase. Supporting handing over the solution to the implementation team for a seamless transition for the new customer.

Preferred Qualifications

• Bachelor’s degree
• A minimum of 5 years, ideally 10 years related experience with complex business software solutions, ideally with at least 4 in a senior role
• Demonstrated experience in requirements gathering and analysis, and solution consulting processes and the preparation of pre-sales artefacts
• Demonstrated experience in analysing the needs of prospective customers, providing advice and delivering software demonstrations showcasing how our solutions can be delivered to customer needs
• Experience with ownership of the client relationship and front-line stakeholder engagement
• Understands working within project teams in a software solutions context
• Market or product analysis for software products
• Software Solution Consulting, Software Solution Implementation, Business development or sales experience
• Strongly desirable to have exposure to business continuity, crisis, incident, risk or emergency management systems

Inclusion and Diversity

• Motorola Solutions embraces a diverse pool of candidates in its recruitment activities. We consider all qualified applicants and do not discriminate based on age, gender identity, biological sex, sexual orientation, intersex status, race, national or ethnic origin, religion, disabilities or health conditions, marital or family status and other areas of potential difference.

Travel Requirements

Under 10%

Relocation Provided

None

Position Type

Experienced

Referral Payment Plan

Yes

EEO Statement

Motorola Solutions is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion or belief, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other legally-protected characteristic.

We are proud of our people-first and community-focused culture, empowering every Motorolan to be their most authentic self and to do their best work to deliver on the promise of a safer world. If you’d like to join our team but feel that you don’t quite meet all of the preferred skills, we’d still love to hear why you think you’d be a great addition to our team.