Solution Executive - Digital

The Solution Executive is a technical sales professional who partners with Account Executives to provide deep technical expertise throughout complex enterprise sales cycles. This role bridges the gap between New Era's technical capabilities and client business requirements, translating technology solutions into clear business value. The Sales Overlay is responsible for conducting technical discovery, designing tailored solutions, delivering compelling technical presentations, and ensuring successful handoffs to delivery teams. Success requires strong technical knowledge, exceptional communication skills, and the ability to build credibility with both technical and executive stakeholders.

Key responsibilities include: 

Technical Sales Support

- Partner with Enterprise Account Executives to support complex opportunities across New Era's digital transformation portfolio

- Lead technical discovery sessions to understand client pain points, imperatives and needs and correlate these to their current technical and application ecosystem constraints

- Design and architect customized solutions that align with client needs and business objectives

- Provide technical expertise during client meetings, presentations, and demonstrations

- Address technical objections and questions with confidence and clarity

- Support multiple sales opportunities simultaneously

Solution Design & Presentation

- Develop and deliver compelling technical presentations tailored to audience level (IT staff, Directors, VPs, C-level)

- Create solution architectures, diagrams, and technical documentation to support proposals

- Conduct proof-of-concept demonstrations and technical workshops

- Collaborate with internal technical teams to validate solution feasibility and approach

- Translate technical features into business benefits and ROI for decision-makers

Strategic Partner Collaboration

- Work closely with strategic partners to leverage technical resources and co-sell opportunities

- Stay current on partner roadmaps, certifications, and technical capabilities

- Participate in partner-led technical training and enablement programs

Proposal & RFP Support

- Contribute technical content to proposals, RFPs, and Statements of Work

- Ensure technical accuracy and completeness of all client-facing documentation

- Work with sales team to develop competitive positioning and differentiation strategies

- Support pricing discussions by providing technical scoping and resource estimates

Sales Process & CRM

- Document technical requirements, solution designs, and customer interactions in CRM (Dynamics & HubSpot)

- Maintain accurate technical notes and next steps for each opportunity

- Provide technical win/loss feedback to inform product and sales strategy

Delivery Handoff

- Ensure smooth transition from sales to delivery teams with comprehensive technical documentation

- Participate in handoff meetings to communicate solution design, requirements, and commitments

- Serve as technical escalation point during early delivery phases as needed

Technical Expertise & Industry Knowledge

- Maintain deep technical knowledge across New Era's solution portfolio:

- Digital Transformation - Application tech, cloud, digital experience, data & business intelligence, ML/AI

- Stay current with industry trends, emerging technologies, and competitive landscape

- Pursue relevant technical certifications to maintain expertise

- Represent New Era at trade shows, partner events, and technical conferences

COMPETENCIES:

- Strong technical background and hands-on experience with several domains including web, application & cloud development, tech modernization & refresh, digital (UI/UX) experience, cloud migration & enablement, application architecture, data integration, cloud infrastructure, application & data security.

- Mature experiences with various technical architectures and design patterns for solutioning- strong familiarity with cloud-native, event-driven, serverless, microservices, N-tier, service-oriented and more

- Solid understanding of traditional, agile and modern development methodologies, DevOps

- Familiar with enterprise architecture (ES) best practices

- Proven experiences developing proposals that cross multiple disciplines and domains to form solutions

- Solid education and understanding of descriptive and generative AI methodologies, AI capabilities & the marketplace – good familiarity with foundation models, platforms & tooling, generative AI solutioning, agentic AI concepts and maturity, AI governance, AI readiness, security

- Proven ability to translate complex technical concepts into business value for technical and non-technical audiences

- Exceptional presentation and demonstration skills with experience presenting to C-level executives

- Experience in pre-sales or technical sales role supporting enterprise accounts

- Strong problem-solving skills with ability to design creative solutions

- Excellent collaboration skills across sales, delivery, and partner teams

- Self-motivated and able to manage multiple priorities in fast-paced environment

- Proficiency with CRM tools (Dynamics & HubSpot), Microsoft Office Suite, and technical diagramming tools

- Strong business acumen with understanding of IT budgets, ROI, and procurement processes

REQUIRED EDUCATION & EXPERIENCE:

- Bachelor's degree in Computer Science, Information Technology, Engineering, or related technical field (or equivalent experience)

- Minimum of 5+ years in technical pre-sales or technical consulting roles

- Demonstrated expertise in one or more of New Era's core solution areas

- Experience working with enterprise-level clients and complex, multi-stakeholder sales cycles

- Relevant technical certifications strongly preferred (Microsoft, Cisco, AWS, Azure, etc.)

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