• Ensure the value proposition of brightfin’s solutions are communicated to prospects at the mid management level or above • Partner with Direct Sales team to provide detailed business understanding, process & technical expertise – drive discovery, perform presentations and solution demonstrations • Demonstrate authoritative knowledge of current business challenges and opportunities and explain how brightfin supports business growth and helps customers take advantage of new trends and technologies supported by brightfin solutions • Demonstrate brightfin’s technology, listen to customer questions, and explain how our technology can solve customer challenges, and improve their productivity • Engages the client in productive discussions to understand the needs and define the business case • Gathers information required to develop a solution • Analyzes customer requirements to identify gaps • Ensures that the brightfin Product and solution will meet customer requirements; refines requirements with the customer as needed • Identifies pain points and directs customers to focus on processes or needs for which the brightfin product can show immediate value • Understands and translates needs into a targeted solution that can be delivered effectively (cost and time) by the brightfin services organization • Can demonstrate the value that will be delivered through the brightfin solution using modeling tools, Proof of Concepts, and whiteboard presentations • Identifies gaps in the implementation and presents solutions – training, need for SME, resource needs, etc. • Lead packaging & appropriate pricing of solutions • Ownership of RFPs, InfoSec Questionnaires and SOWs • Assist in Transition from sales to the Implementation phase • Communicate solutions based on business value and clearly articulate the business benefits to the prospect/customer • Able to separate short-term from long-term strategy and goals • Has a deep understanding of the business value provided by brightfin solutions in all areas of the business, current and emerging • Maintains strong relationships with delivery teams and stays abreast of pipeline activity providing customer feedback to help shape solutions • Ensure consistent communication and management of client needs • Develop a strong rapport with prospects by building credibility through knowledge and value • Identify customer needs and develop effective solutions that meet expectations • Ensure clear communication of customer expectations throughout the brightfin organization – Executive team, Services, Product, and Support • Address prospects concerns and need head-on; recruiting the appropriate resources needed to meet expectations