Solution Consultant III
Job Summary
Job Description
The Solution Consultant III (SC) is a trusted advisor to both Sales and Professional Services, ensuring professional services engagements are negotiated for mutually beneficial agreements, guiding prospects towards optimal adoption paths, and minimizing delivery risks through the development of strong Statement of Work language. Responsibilities include leading scoping activities, identifying requirements for the delivery of all OpenGov solutions, explaining the value of Professional Services and delivery approach, and steering account executives and customers to optimal implementation paths. The SC also mitigates risks and manages expectations for services projects, optimizing for maximum ROI and minimal risk. This role requires strong communication and negotiation skills, as well as a deep understanding of OpenGov's products and services.
Must have:
- 5+ years of direct or applicable experience
- Experience building and running a Professional Services scoping program
- Experience with government ERP/accounting systems
- Core understanding of professional services scoping, contracting principles
- Expert knowledge of Salesforce
- Experience working on a deal desk team or similar role
Good to have:
- Experience with budgeting concepts and practices and/or finance/budgeting solutions
- Prior contracts and/or contract management experience
- Experience working on a deal desk team or similar role
- Experience working with customer facing field sales teams in SAAS environment
- Experience working across internal organizations including finance, revenue recognition
Perks:
- 90% paid Medical/Dental/Vision premium for employees
- Fully paid Life and Short/Long term disability insurance
- Unlimited PTO
- Parental Leave policy
- Annual wellness stipend
- Anniversary awards
5 skills required
Job Details
OpenGov is home to an exceptional team - passionate about our mission to power more effective and accountable government. By bringing the OpenGov Cloud to our nation's state and local government, we’re transforming communities so they can thrive!
Imagine yourself being able to help small business owners open their doors faster, ensuring our tax dollars are accounted for, creating safer infrastructure, modernizing the permitting process, and assisting with disaster recovery. The work you do here every day has a meaningful impact on people's lives!
🌟 OpenGov is a 2023 Top Workplaces USA award winner and a Forbes America's Best Startup Employer 🌟
Join our smart, fun, and humble team to experience the most rewarding career of your life!
Job Summary:
The Solution Consultant III (SC) is a trusted advisor to both Sales and Professional Services, ensuring professional services engagements are negotiated for mutually beneficial agreements, guiding prospects towards optimal adoption paths, and minimizing delivery risks through the development of strong Statement of Work language.
Responsibilities:
- Lead scoping activities, identifying requirements for the delivery of all OpenGov solutions, explaining the value of Professional Services and delivery approach, and steering account executives and customers to optimal implementation paths
- Mitigate risks and manage expectations for services projects, optimizing for maximum ROI and minimal risk
- Attend scoping meetings with Sales partners and customers/prospects, as needed
- Lead the process of writing, refining, and creation of SOWs for professional services engagements with Customers, Sales Partners, Professional Services, and other internal teams as needed, i.e R&D, Training
- Support the RFP process as it pertains to implementation scope and provide estimates and/or content
- Continually manage scoping program and scope accuracy, leveraging project actuals to continually optimize the scoping process and achieve a profitable, optimal mix of services and software revenue
- Drive special internal projects, as assigned, in areas focused on process improvement, scaling and operationalizing the practice including communicating strategy, evaluating profitability metrics and collaborating with delivery teams on existing and new solutions
- Adapt quickly to a rapidly changing product and respond strategically to customer needs, new product solutions and applying new product developments to professional services scoping
Requirements and Preferred Experience:
- 4 year degree or equivalent experience
- 5+ years or more of direct or applicable experience
- Experience building and running a Professional Services scoping program, preferred
- Experience with government ERP/accounting systems, budgeting concepts and practices and/or finance/budgeting solutions, preferred
- A core understanding of professional services scoping, contracting principles and negotiation familiarity; prior contracts and/or contract management experience, a definite plus
- Primary focus on customer requirement gathering, scoping, statements of work, professional services agreements and similar documents
- Comfortable in prospect and customer conversations to lead scoping sessions and identify customer requirements
- Ability to interpret, clearly articulate, and handle issues / objections related to OpenGov professional services statement of works projects
- Ability to proactively analyze and recommend the best course of action for complex services project structure with a solution-oriented approach
- Expert knowledge of Salesforce is highly desirable along with contract management systems
- Experience working on a deal desk team or similar role, having provided direct collaboration for customer facing field sales teams in SAAS environment
- Detail oriented with a focus on accuracy, expediency, and consistency
- Liaison experience working across internal organizations including finance, revenue recognition, senior management, product, R&D, sales, sales engineering, and legal teams
- Exceptional written and verbal communication skills
What makes OpenGov unique
» Leadership: CEO Zac Bookman (MPA from Harvard and JD from Yale) is truly a mission-driven CEO. He was named one of the 100 most Intriguing Entrepreneurs by Goldman Sachs, a Tech Pioneer by the World Economic Forum, and SF and Silicon Valley Business Times' 40 under 40 class of 2018!
» Growth: Record breaking growth with 1,800+ governments (and counting) using our products. Click here to read more.
» Culture: Winner of 2023 Top Workplaces USA award, Awarded Top 25 Cloud Companies to Work For, Winner of Forbes 2022 Best Startup Employers, 50 Best Workplaces award. Check out our Careers Video!
» Perks: 90% paid Medical/Dental/Vision premium for employees, fully paid Life and Short/Long term disability insurance, Unlimited PTO, Parental Leave policy, annual wellness stipend, anniversary awards, and more!
» Product: Named to the GovTech 100 (seven consecutive years), we are the leader in cloud software for our nation's cities, counties, and state agencies.
» Mission Driven: We are a technology company with a passion for the mission. We're powering more effective and accountable government.
Come join us and make a positive social impact!
OpenGov is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
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