Industry Solutions Consultant (Cedar Rapids, US, Mississauga/Ontario, CA)

Industry Solutions Consultant

Job Summary:

The Industry Solutions Manager (ISM) acts much like a Senior Solutions Engineer within a particular industry / product portfolio. They are ultimately responsible to ensure that Demand Response Sales booking targets are achieved, and that Account Executives are supported through all aspects of the pre-sales process. The ISM is also responsible for gathering market and competitive intelligence, spotting trends and threats, and working with other parts of the organization to address these issues. Finally, they must work to increase the exposure of the Trapeze brand and improve the perception of the Demand Response product portfolio in the market through thought leadership activities. The Demand Response ISM must bring a passion for technology and people transportation to the role every day.

 

Job Description:

The Industry Solutions Manager (ISM) acts much like a Senior Solutions Engineer within a particular industry / product portfolio.  They are ultimately responsible to ensure that Demand Response Sales booking targets are achieved, and that Account Executives are supported through all aspects of the pre-sales process.  The ISM is also responsible for gathering market and competitive intelligence, spotting trends and threats, and working with other parts of the organization to address these issues. Finally, they must work to increase the exposure of the Trapeze brand and improve the perception of the Demand Response product portfolio in the market through thought leadership activities.  The Demand Response ISM must bring a passion for technology and people transportation to the role every day.

Key Responsibilities:

  • Support the Account Executive community through all aspects of the pre-sales cycle and ensure that the Demand Response Sales booking targets are exceeded.
  • Work with the Demand Response Product Directors to define the vision and strategic objectives for the products and tools and ensure that this strategy is executed effectively from a pre-sales perspective.
  • Partnering with the Account executive team to design and execute a sales strategy to exceed revenue objectives for the Demand Response portfolio.
  • Develop a clear set of customer account targets for the Demand Response product lines and work with the Account Executives to develop opportunities in these accounts with the goal of contracting these opportunities.
  • Ensure that all solutions that you propose to customers are deliverable by the Professional Services organization.
  • Build strong relationships with customers and senior technical stakeholders to enable them to be Demand Response product advocates.
  • Always strive to deepen our competitive intelligence by working with customers, prospects, and industry contacts to understand our competitors’ value propositions, strengths, and weaknesses ensuring that these are documented and evangelized throughout the organization.
  • Work with the Marketing group to solidify speaking opportunities at key conferences and industry events, publish periodic blog posts on industry trends and hot topics and publish articles in key industry publications.
  • Develop and grow revenue through consultative selling with clients and prospects, presenting a warm, professional, well-spoken, and caring persona as an effective representative of Trapeze.
  • Conduct onsite and remote demonstrations of Demand Response products. 
  • Ensure continuous learning of changes and new additions in the Demand Response product portfolio.
  • Provide pre-sales technical support to prospective customers. 
  • Analyze the Trapeze Demand Response market segment and generate recommendations for product roadmaps. 
  • Work with the Customer Support and Delivery organizations to develop defendable customer stories that highlight the capabilities and effectiveness of our solutions.
  • Contribute to a multi-year product roadmap that goes far beyond today’s product portfolio.
  • Collaborate with ISM’s and Solution Engineers of adjacent solutions with a strong team focused approach to develop enterprise solutions that exceed customer expectations.
  • Travel is required up to 50%

Key Skills and Competencies:

  • Strong technical knowledge across the industry and awareness of industry future direction.
  • Strong self-motivational drive – able to initiate and manage customer activities independently.
  • Strong writing, verbal, and presentation skills.
  • Proven ability to plan, prioritize and organize workload, consistently working within service standards and agreed objectives.
  • Ability to cultivate ideas independently and bring a unique perspective to the forefront.

Required Experience:

  • Degree/Diploma in Computer Science or another technical discipline and/or relevant experience in the field
  • 5-10+ years in Demand Response transportation (ADA/ Dial-a-Ride/ On Demand) , with a preference towards Operations, Dispatch, or Scheduling experience
  • 5+ years of experience in a pre-sales role
  • Experience in a technical role (implementation, product management or research and development) is preferred.

 

About Trapeze

Here at Trapeze, we strive to ensure that our employees succeed in all aspects of their career. Our culture provides individuals with the ability and opportunity to collaborate, learn and grow. We encourage our employees to openly contribute ideas, whether you are a student, graduate, or current member of the team. From day one, you will be assigned tasks that are meaningful to both the success of our business and your career development.

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