Job Description
Customer & Opportunity Shaping
Understand customer business challenges, objectives, and success criteria through structured discoveryTranslate business problems into solution concepts, value propositions, and implementation approachesChallenge unclear or solution-biased customer requirements with constructive alternativesAct as a trusted advisor in customer discussions, workshops, and pitch meetingsSolution Design & Value Proposition
Design high-level solution architectures aligned with customer needs, budget, and timelineDefine scope, assumptions, dependencies, and non-goals clearly and earlyArticulate business value, ROI drivers, and differentiation vs. competitorsEnsure solutions are feasible, scalable, and aligned with delivery capabilitiesSales Enablement
Support account teams in opportunity qualification (bid / no-bid decisions)