Work-from-Home | October 9, 2023
HRIZONS® (www.HRIZONS.com) is a privately held, virtual company based in Minneapolis, MN. Founded in 2006, we are an established and well-known HR Cloud Company that sells, resells and delivers HR software and services in the US, Canada, the Caribbean and in parts of Latin America. We have teams of employees, contractors, and strategic partners throughout the Americas and APJ. We specialize in helping customers on their HCM/HXM (human-capital/experience-management) journey to the cloud. We are an SAP Gold Partner, a Qualtrics Partner, a 2X SAP Pinnacle Award Winner, an authorized reseller, and a services partner that provides consulting, implementation, technical, and post go-live services. We also develop our own cloud software applications such as our award-winning JDMS® | Job Descriptions Made Simple product using SAP BTP (Business Technology Platform). Our B2B customers typically range in size from mid-market to large enterprise.
Reporting into the VP, Solutions, Business Development & Alliances, this position focuses on three primary areas: 1) sales and revenue generation for HCM and EX solutions and services; 2) research and marketing related to our HCM and EX solutions and services; and 3) act as a subject matter expert for Payroll and Time Management solutions including SAP ECC Payroll and SAP SuccessFactors EC Payroll.
This role is also responsible for assisting with the development of pricing tools, competitive analysis, and enabling and supporting the Sales Team with pricing and proposal strategies. This includes partnering closely with Sales Executives to help qualify, sell, and close business that is in line with the company’s capabilities and go-to-market strategies.
Duties and Responsibilities:
Solutions Consulting
- Demonstrate HCM and EX software products (e.g., SAP SuccessFactors, Qualtrics, OrgInsight) to prospective customers; coordinate and integrate complementary partner solutions (e.g., PlanSource) into demonstrations
- Showcase software products, packaged solutions, and services offerings to prospects and customers
- Create and execute sales enablement plans for new and enhanced products and services packages, including sales training, supporting assets and materials in support of new and updated go-to-market strategies
- Research and solution for customer business and technical requirements leveraging HRIZONS subject-matter-experts
- Educate prospects, customers and the Sales Team regarding how our products and services address their HR technology needs
Pre-Sales
- Facilitate sales discovery with prospects and customers to identify business and technical requirements, and to scope out which software products and services will be required to deliver a solution that ensures a positive customer outcome to drive a positive customer experience, and a long-term customer relationship
- Partner with Sales to identify and solution the right combination of products and services to address the customer’s business and budget requirements
- Design and prepare sales pitch presentations, proposals and RFP responses to win deals
- Partner closely with business leaders in functional and technical services delivery to develop staffing plans, develop or review resource and solutions costing, and assist with pricing for RFP responses and proposals.
- Documents and maintains account activities within our CRM system
Competitors
- Research competitive landscape and competitors on specific deals
- Develop differentiating go-to-market strategies and positions on deals
- Research our product offerings to ensure we’re positioning ourselves in the market correctly and adapting to competitive threats
Services Delivery
- Maintain certifications in several of the company’s go-to-market products (e.g., SAP SuccessFactors, Qualtrics, etc.)
- Deliver consulting, implementation and advanced support services, where capable, related to the products we represent, develop and sell
- Develop training and internal reference documentation for new products and solutions. Enable and support consultants that are learning and moving towards certification on new product offerings the company is bringing to market
Marketing & Sales Assets
- Develop case studies, sales assets, copy for webpages, email campaigns, etc.
- Develop sales presentation templates that promote, position and market company and its offerings effectively
- Assist Marketing with the creation of materials and assets to support new or updated software product and services offerings
- Participate in industry networking events, webinars, trade shows and conferences
Other duties and responsibilities as assigned.
Qualifications and Experience:
- Bachelor’s Degree (or equivalent education and experience)
- 10+ years of experience within the HCM technology software and/or services industry; SAP SuccessFactors experience is a must
- 7+ years of customer facing enterprise software pre-sales or solution consulting experience in a B2B environment
- Strong knowledge and domain with HCM (and EX preferred but not required) processes, content best practices, and software
- Demonstrated experience developing sales related assets, presentations and enablement tools
- Demonstrated experience working effectively with a variety of levels of responsibility within an organization
- Ability to translate non-technical customer requirements into saleable product and services solutions
- Ability to develop rapport and demonstrate credibility with prospects and customer in HCM (and EX preferred but not required) software and services related needs remotely using digital technologies
- Adaptable with the ability to change priorities quickly, when necessary, in an ever-evolving, deadline driven, fast-paced industry and organization
Strong organization skills with the demonstrated ability to handle multiple assignments simultaneously
- Strong technological aptitude with proven ability to work independently using Cloud technologies including CRM (Salesforce preferred), Microsoft SharePoint and other collaboration and productivity tools (e.g., Teams, Outlook, Word, Excel, PPT, etc.)
- Highest level of professional courtesy, mutual respect, ethics with a high standard of excellence, professionalism, and role model behavior
- Ability to project an executive presence coupled with strong communication and presentation skills to senior management and executive level audiences
- Demonstrated ability to develop, build and maintain relationships with employees, contractors, partners and customers
- Travel up to 20% domestically and at times internationally
Physical Demands:
- Frequently required to sit, use hands to finger, handle and feel, and talk, hear, and see
- The employee is occasionally required to stand, walk, and reach with hands and arms
- The employee must occasionally lift and/or move up to 15 pounds
- Employee must be able to work at least 40 hours per week and be available outside of normal working days and hours to ensure deliverables and deadlines are met when collaborating with colleagues in multiple time zones
HRIZONS is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity, national origin, age, marital status, protected veteran status, disability status or any other characteristic protected by applicable laws, regulations, and ordinances.