Able to assume ownership for delivering aggressive revenue goals, building external partnerships and collaborations, closing new business, and establishing communication channels that generate new opportunities.

More Uses of the Solution Selling Toolkit:

  • Drive account sales strategy and establish communication cadence with the extended account resources to ensure full engagement and accountability.
  • Collaborate with other internal stakeholders to ensure cohesive messaging and differentiation of Analytic solutions at AWS.
  • Identify and qualify business and customer opportunities and/or threats; understand the account potential, competitors, and position in the market and requirements for doing business.
  • Identify: research identified prospects to determine suitability and best contact to build and maintain a meaningful and results driven conversation.
  • Serve as a key member of the Analytics Platform team focused on helping to drive overall AWS analytics strategy for customer transformations.
  • Make sure that your organization sales engineer is a key member of the sales organization aligning your observability technologies with the needs of your prospective customers.
  • Govern: direct customer acquisition and account management efforts, while monitoring and managing sales pipeline to ensure forward progress.
  • Standardize: store manager directly influences the performance of everyone who interacts with guests and supports a Solution Selling environment.
  • Establish that your organization uses expertise specialty, consultative Solution Selling and business development skills to align the clients business needs with solution.
  • Steer pipeline management in sales process in collaboration with the sales team and support the execution of process from lead generation to contract closing.
  • Analyze sales results, review customer fact base, identify key trades and customer potential to develop tactical sales strategy.
  • Support sales engineers with Solution Selling into prospect account base and lead planning, preparation, and execution on strategic deals.
  • Govern: continually assess the need for organizational change and champions change initiatives while removing the obstacles that inhibit organizational growth.
  • Deliver relevant marketing messages, product information and programs consistent with management direction in line with Solution Selling model.
  • Be certain that your organization develops the consultative, Solution Selling capability in organization to develop compelling business cases to differentiate and highlight the value of your organizations broad portfolio.
  • Steer: partner with related sales, marketing, and support resources in the successful advancement of critical opportunities and market penetration.
  • Align activities and account plans to marketing programs and management direction in line with the Solution Selling model.
  • Ensure you lead and collaborate with Systems Engineering, Inside Sales, Specialists, Professional Services and channel partners to drive long term success with your clients.
  • Ensure you build a realistic pipeline of opportunities to better guarantee achievement of targets and maintain an accurate sales forecast.
  • Be accountable for translating customers strategy and priorities into a joint innovation roadmap and building a product development pipeline.
  • Coordinate all inbound leads and internal referrals; complete initial follow up for qualification and distribution; ensure timely and consistent follow up by sales representative.
  • Ensure your organization ethics and integrity personal growth and learning, customer focus, personal accountable, building effective relationships.
  • Be able to manage consistently to a common plan, providing sales leadership in the implementation of corporate sales strategies.
  • Formulate: actively work alongside the client solutions team to acquire new customers, close sales opportunities, and to ensure the continued business of your existing clients.
  • Keep abreast of market and competitive activity; recommend actions in areas where competitor activities are having a negative impact on sales goals.


Categories: Articles