Job Summary:
The Solutions Consultant plays a crucial role in collaborating with prospects and clients in the APAC Asset Management and Hedge Fund markets to address pain points within their current operational framework. Their primary goal is to secure new business by showcasing how the Clearwater solution effectively resolves issues and enhances the overall value of their operations. As an integral member of the sales team, the Solutions Consultant serves as a subject matter expert on the Clearwater Solution, harnessing their profound expertise in front office, middle office workflows.
The Role:
The primary goal of the Senior Solutions Consultant is to demonstrate Clearwater product capabilities to the fullest extent. You will act as the ‘trusted advisor’ and a consultative resource to both internal (e.g. Sales, Product, Account Management, etc.) and external stakeholders, assisting in driving new business from prospective and existing customer accounts, as well as meeting and/or exceeding all sales quotas to achieve revenue goals.
This is an exciting opportunity to join a fast-growing team with proven success!
What You’ll Do:
- Act as the primary technical point of contact for key stakeholders within institutional asset managers and asset owner prospective clients.
- Lead technical discovery sessions with prospective clients. Understand & document existing operating models, key business requirements and pain points.
- Evaluate customer business and technical needs with a consultative approach, collaborate with sales on the sales strategy, and prepare and deliver high quality, ‘solution-led’ demonstrations and conversations to business and technical stakeholders from prospective firms.
- Field product requirements from prospective customers and interact with the product team when gaps exist
- Collaborate with the deal team to develop a competitive strategy to win the deal.
- Understand the competitive landscape and key differentiators of the Clearwater platform across the multiple lines of businesses Clearwater caters to.
- Continuously evolve domain expertise with respect to all current developments and enhancements to the Clearwater platform (SaaS and Managed Services).
- Prepare high-quality responses to RFI/Ps.
- Display strong technical acumen with an ability to confer with customers and assess their requirements.
- Effectively handle potential client objections and be able to adapt the demonstration of functional product capabilities to meet clients’ needs.
- Build trusted relationships with key internal & external stakeholders from procurement through delivery by demonstrating the benefits and value proposition of the Clearwater platform.
- Use quantifiable metrics to help potential or existing clients with a reduction in cost / time, and-or an improvement in scales and effectiveness by identifying and resolving for business operation pain-points.
- Contribute to the standardization of Solutions Engineering documentation and assist in maintaining the Customer Relationship Management (CRM) system with accurate and timely information.
- Help maintain internal knowledge bases, prospect notes, demonstration scripts, and templates.
What You’ll Need:
- 5+ years experience in a sales engineering or implementation role focused on front-office technology (OMS, PMS) serving traditional asset managers and asset owners.
- Experience in complex, Enterprise sales in FinTech space (Enterprise solutions and services to the front, middle and back offices of Hedge Funds, Traditional Asset Managers & Asset Owners)
- Strong understanding of hedge funds, traditional asset manager and asset owner operating models, the investment management lifecycle and vendor landscape.
- Excellent communication, presentation and collaboration skills.
- Experience with RFI/RFP processes.
- Willingness to travel onsite to meet with prospects and clients.