Veson Nautical, LLC

  • Commercial Solutions Consultant

    Job Locations US-MA-Boston | SG-Singapore | UK-London
    Posted Date 1 month ago(12/10/2018 1:29 PM)
    Job ID
    2018-1041
    # of Openings
    3
    Category
    Sales
  • Overview

     

    Veson Nautical delivers software solutions and services that enable the commercial maritime community to make more informed decisions, simplify everyday operations, and maximize profits. With offices in Boston, London, and Singapore, Veson Nautical is a dynamic organization with a committed team of executives, product managers, software developers, and client service experts. Dedicated to ensuring the highest levels of client satisfaction, Veson Nautical brings decades of experience, technical knowledge, enthusiasm, and commitment to clients around the world. The combination of exceptional market growth and leading market position make this a superb opportunity for the right candidate.

     

     

    Veson offers:

     

    • Competitive salary, with commission tied to sales team’s goals and successes
    • Competitive benefit package
    • Exciting, fast-paced and entrepreneurial culture
    • Region specific retirement support
    • Regional specific health, dental and vision insurance plans
    • Regional specific transportation assistance
    • Region specific lunch and healthcare assistance

     

    Responsibilities

     Veson is scaling our team to include a Commercial Solutions Consultant to support the growth of our Commercial efforts in all regions.  As an integral part of the sales team, Commercial Solutions Consultants will help envision, architect, and position solutions for both new prospects and existing clients, using our complete set of offerings (Veslink IMOS Platform,  Professional Services and Development), to align with and meet their business objectives.   This role will be a key player in the continuity between commitments and solution design done as part of the sales process and the solution ultimately implemented after the sale.

     

    The Commercial Solutions Consultant role is a critical part of the sales cycle and is NOT a standard Sales Engineer role.  A credible and authoritative expert in Shipping, VIP, IMOS and our professional services offerings, the primary mission of the Commercial Solutions Consultant is to be the go-to technical resource during the sales process to build credibility in our products, services and company as a whole.  He/She will be asked to understand prospect and client business requirements and then design and  price Veson Software, Services and custom Development that can be deployed to meet those requirements. 


    The Commercial Solutions Consultant will lead product demos and “deep dives” product reviews when needed, provide behind the scenes support and technical evaluations (POCs and RFPs), develop initial SOWs and Professional Services Estimates for new opportunities, with a constant goal of creating, validating and gaining customer agreement to Veson’s ability to deploy resources to meet the customer’s needs. The Commercial Solutions Consultant will act as a liaison between sales and other functional areas with Veson Nautical when deeper technical assistance is required and will contribute to the product team to help prioritize features based on input from customers, competitors, and partners.

     

    Success in this role can lead to expansion of the Commercial Solutions team and potential managerial duties.

     

    This role reports to the VP, Sales or Regional Commercial Director. In this role, this person will:

    • Collaborate with the Sales, Services and Product team to articulate the overall Veson value proposition, vision and strategy to customers and partners.
    • Build credibility in Veson’s ability to meet the requirements of the customer.
    • Effectively balance a range of core functions in support of constantly striving to help increase the output and efficiency of the sales team.
    • Be on the cutting edge of features and functionality in all our core modules (Chartering, Operations, Financials, Report Designer, Analytics, Trading, Voyage Reporting) with ability to teach others about these modules.
    • Be the go-to internal technical resource for the sales team, educating teammates and prospects on Veson’s offerings.
    • Assist with technical engagements (deep dive product demos/presentations) with prospects during the sales process.
    • Proactively engage and communicate with prospects and Veson’s business/technical teams regarding product feedback and competitive landscape.
    • Own and maintain the sales demo and sandbox sites to streamline and creatively develop a crisp experience that reflects most recent product functionality when demonstrating Veson’s product suite
    • Use in-depth product knowledge and technical skills to suggest and potentially develop product solutions for prospects.
    • Act with urgency and precision to give users best-in-class pre-sales support in troubleshooting issues as they arise.
    • Maintain accurate notes and feedback in Salesforce regarding customer input both wins and losses.
    • Travel as needed.
    • Work with the regional sales management to provide feedback and suggest efficiencies in the pre-sales process.
    • As an expert in the Market and the product, you will be a strong liaison for the product team giving them feedback on market trends and requirements as well as learning new modules, features and functionality to be able to share both internally and externally of Veson.
    • Build initial SOWs and Professional Services estimates for proposals

    Qualifications

    Key Skills include:

     

    • Strong knowledge of Veson’s SaaS offerings and 3rd party integrations.
    • Deep understanding of key shipping market segments
    • Industry and product passion and the ability to educate and excite customers and teammates about the potential of the Veson Nautical platform
    • Ability to work collaboratively with sales team to build and execute a close strategy per account.
    • Exceptional written and oral communication skills. This role requires an ability to understand and articulate both the business benefits (value proposition) and technical advantages of our offering.
    • Experience selling to or supporting complex customers.
    • In some regions, additional languages may be required or deemed a beneficial quality.
    • Work well under pressure with a proven track record of meeting/exceeding goals.
    • A naturally helpful mindset, great attention to detail, and high technical aptitude.
    • A hands-on, “get stuff done” attitude.
    • Strong ability to effectively manage a range of simultaneous engagements.
    • Consummate teammate, with strong desire to win.

     

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