Senior Solutions Principal

This is a remote opportunity for someone based in Canada.

The Opportunity 

Growing and dynamic organizations are fuelled and driven by passionate and intellectually curious people. We’re looking to add more NearFormers who fit this profile. At NearForm we are in the fortunate position of having 10+ years of experience delivering on mission critical outcomes for our customers, while still retaining the start-up feel, transparency, and intimacy of a close knit community of technologists.   

We build digital products that provide users of these products fantastic digital experiences and allow enterprises to go to market faster, improve customer experience, while transforming their workflows and advancing our clients’ digital agendas. With a recent significant investment into the business, NearForm is poised to scale its impact to more enterprises. 

Are you the right person to fuel this growth and add to a wonderfully collaborative culture?

The Right Candidate

The Consulting & Solutions Principal role within NearForm is responsible for nurturing and developing new opportunities with the Client Principal, understanding clients needs, the business outcomes they need to achieve and defining approaches and propositions that will deliver for our clients.

The right candidate will be someone who is:

• Entrepreneurial and client-focused

• A problem solver who loves driving business impact with digital technology. 

• Understands and has experience delivering digital services, cloud solutions, dev-ops and lean/agile product development.

• Has a proven track record in a similar role in consulting or enterprise services. 

• Be dynamic and able to drive a conversation without a script

• Ability to think strategically but also act tactically

• Be an “athlete” with the ability to navigate a business environment, handle yourself under pressure, and be a brand ambassador.

• Is excited to take on a challenging and critical role in a rapidly growing business. 

Experience 

• Consulting, pre-sales or account development experience in a technology consultancy or digital enterprise services company

• Hands-on delivery, development and/or solution architecture experience in a bespoke engineering/development enterprise environment is a must 

• Experience working with design, development, DevOps and data experts to design and deliver custom digital solutions for enterprise clients as part of digital transformation

• Ability to engage at VP and line of business owner level in large client organizations and manage multiple stakeholders and opportunities in parallel

• Outstanding written, verbal and presentation skills

• Demonstrable experience operating in complex, ambiguous environments, with little detail or guidance

• Experience working collaboratively across sales, marketing, delivery, SMEs and finance to deliver proposals and solutions for new and existing clients

• Experience working with sales/Client Principals to develop client roadmaps to advance our clients digital agendas 

• Proven experience in being part of team to landing solutions over $500k in services value and growing accounts to over $3M in sustainable annual revenues

• Previous experience in business case creation with the ability to clearly articulate outcome based benefits to clients 

Responsibilities

• The Consulting & Solutions Principal will work collaboratively with NearForm teams to help grow a number of strategic accounts

• Own the identification of key client challenges and work with internal teams to develop sales proposals, tender responses and client pitches, defining valuable outcomes for clients 

• Act as a key member of a joined up client team (which includes sales, marketing, finance and delivery) to ensure we provide the best solution for the client. 

• Lead pre-sales activities by formulating and presenting industry-leading technical and business consulting solutions to customers through crisp and clear written, verbal and presentations.

• Lead and/or support customer discovery & consulting activities through interactive sessions, interviewing employees and creating structured written reports, roadmaps and presentations for the customer as determined by the joint teams from Sales, Account Management and Delivery leadership

• Craft customer success stories from our work which demonstrate the unique value of NearForm’s offerings to help the sales process and correctly articulate our value proposition.

• Support the delivery team through the early stages of client delivery helping the team to exceed clients expectations 

• Cultivate client relationships throughout the engagements with current and potential customer stakeholders and other relevant partners (technology or business), replaying benefits of existing engagements, how they are adding value to client priorities to help grow the account.

• Support Client Principals in developing and executing on key account plans and sales programmes - in account of the $1M - 3M annual spend

• Share back and codify learnings and best practices with NearForm teams through on-the-job feedback and training sessions where appropriate

• ​​Lead executive level conversations with potential clients to position NearForm and sell our vision of how our capabilities deliver to their business needs

• Implement a team and process that scales to support a large pipeline of B2B opportunities

• Be able to navigate our teams to identify and involve the right experts within the company for relevant client opportunities

Benefits

• Competitive employee benefits package

• Work remotely; we have a genuine dedication to work/life balance. 

• Work flexibly; we appreciate there are more important things in life than work so our flexible working culture allows you to work around what matters - school run, no problem!

• The Wellness Hub: We have a genuine commitment to fostering/improving NearFormers’ wellbeing; we offer resources and support, including a NearForm advice line which offers confidential support for anything from relationship issues to staying healthy.

Although we are widely dispersed, NearFormers are a tightly-knit team. We trust one another and care about our colleagues. We all get together in person at our annual company retreat, of course when we’re not faced with a global pandemic! Building on our open-source origins, we promote the sharing of thoughts, knowledge and ideas.