Solution Consultant

Hearst Communications - Dallas, TX

Full-time - Mid Level

Dallas, TX

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About the position

The Solution Consultant is responsible for supporting the sales team with extensive product knowledge during the sales cycle. This role involves assisting in discovery calls, providing product demonstrations, answering complex product questions, and helping the sales team craft solutions to solve customer problems.

Responsibilities

• Prepares and delivers product demonstrations to prospects and customers, both on-site and remote, with territory sales representatives and account executives.
• Assist sales and account executives in discovery, product solutioning and technical calls.
• Provide sales and account executive team product knowledge support and training as needed.
• Effectively manage complex technical concepts and communicate them effectively to both technical and non-technical stakeholders in a professional manner.
• Team effectively with sales team during presentations to communicate key features, benefits and product value, and to effectively position against competitive solutions.
• Provide RFP/RFI assistance.
• Maintain a strong working relationship with the Product Management team to ensure sales related issues are communicated to the team and vice versa.
• Work with implementation team as needed to pre and post-sale to develop solutions for successful customer deployment.
• Assist in maintaining the sales database as needed.
• Create and maintain demo scripts and presentation outlines for responsible products.
• Participate in weekly Sales & Marketing status meetings; present product features and updates as well as provide input on sales related activities.
• Spend time in customer locations as needed to understand the software features/functionality that are important to the sales process.
• Attend conferences and trade shows as needed.
• Maintain a working understanding of key regulatory issues, financial processes, state regulations and HCHB policies and procedures.
• Maintain knowledge of key third party software and partner products.
• Assist and/or backup with clinical demonstrations as needed for sales presentations with current HCHB territory sales representatives on all HCHB software solutions for home health, hospice and personal care including Agency Management, PointCare, Analytics and reporting, Care Manager.
• Assist in maintaining the Sales or other sales related databases with appropriate clinical data to be used during sales demos (webinar or on-site).
• Assist with major database preparations/presentations as assigned by marketing or sales executives for trade shows and conferences.
• Display a deep understanding of core and platform's features and functionality, as well as a comprehensive understanding of financial products, services, and market.
• Display a deep understanding of HCHB's core product features and functionality, the ability to demonstrate key features of HCHB software solutions including Agency Management, Pointcare, Smart Scheduling and Care Manager, all Tech Enabled Services solutions including the use of client stories to drive the value of HCHB.

Requirements

• HCHB proficiency is required.
• 3+ years' work experience in healthcare setting, preferably home care setting.
• RN or LPN strongly preferred.
• Resourceful, energetic, and consultative by nature.
• Confident and assertive with the ability to develop strong prospect relationships.
• A clear communicator and professional presenter, able to make well-reasoned recommendations to all levels of the organization.
• Strong interpersonal skills, with the ability to influence to achieve results.
• Excellent command of verbal and written language and excellent presentation skills.
• Process oriented, yet flexible concerning calling/campaign response priorities.
• Excellent time management and organizational skills.
• Ability to work as a team player.
• Works with confidential patient information.
• Overnight travel required.
• Bachelor's Degree in related fields preferred, but not required.
• Previous experience in home health, hospice and personal care required, familiarity with clinical roles and regulatory environment.
• Equivalent combination of education and experience will be considered.
• Experience with Microsoft Office product suite.

Nice-to-haves

• Bachelor's Degree in related fields preferred, but not required.