To be successful Senior Enterprise Solutions Consultant must know what skills, behaviors, and metrics are required for the position.  While it is the responsibility of the Senior Enterprise Solutions Consultant to work towards fulfilling these requirements, it is the role of the Sales Director to coach and provide ongoing feedback. These expectations are outlined below in demonstrated skills and behaviors and performance metrics.  

Demonstrated Skills:

Show enhanced communication skills while expanding the coaching networks by demonstrating the ability to gain access to business sponsors, coaches, and decision makers.

Demonstrate effective presentation skills to show understanding of the customer’s needs, direction, and business fit with eLearning Brothers as well as Presentation Skills in general (flow, applicability, tone, and action steps).

Identify and understand organizational business drivers and/or to provide deeper context to the value proposition.  

Develop/broaden a pipeline in a manner that demonstrates knowledge and understanding of the territory from both a competitive and new business perspective relative to e-Learning.

Successfully qualify opportunities that can close within the forecasted timeframe based on the customer’s need, budget, commitment to online training, and eLearning Brothers business fit.

Mobilize appropriate eLearning Brothers resources to meet the needs of the customer.

Establish customer satisfaction criteria: meet with coaches and executive sponsors to identify appropriate criteria.

• Product Knowledge: Representatives must have a deep understanding of product offerings and the value proposition by customer type/industry as well as resources on connect, catalogue offerings, and adequately leverage marketing resources, for example: Webinars, white papers, power point presentations, etc. 

Industry Knowledge and Understanding the Competition: Be able to articulate the eLearning Brothers story and position eLearning Brothers against the competition. Know both national and local competitors and have a general expertise of the industry to be able to support and guide customers to meet their business and strategic objectives. 

Knowledge of Pricing and Contracts:  Understanding of pricing and contracting processes. Demonstrate business acumen in maintaining integrity of the margins.

• HubSpot Accuracy: Maintain accuracy of HubSpot on a consistent and ongoing basis. Track all account activities from strategic reviews to growth opportunities and auto-file of all email correspondence. Utilize the task option to send reminders of upcoming tasks. Keep forecast dates accurate for all expire and growth opportunities.

• Results Driven:  Assertive surrounding the value of the eLearning Brothers opportunity.  Resilient to the highs and lows of the sales cycle.  Pre-plans and is prepared.  Produces quality work.
• Thirst for Knowledge: Continually works on self-development surrounding product and process knowledge. Consciously refines sales and presentation skills. 
• Positive Attitude: Enthusiastic with customers and colleagues. Anticipates obstacles and actively seeks solutions.
• Analytical Thinking:  Uncovers the customer’s need, understands any obstacles, or challenges and identifies a viable approach and a solid solution. Is naturally curious. Becomes an expert at objection handling. 
• Professionalism:  Articulately represents the company with integrity and professionalism. Prompt and courteous responses to customer inquiries and requirements. Projects a professional Senior Enterprise Solutions Consultant image. 
• Team Player:  Treats colleagues in a consistent and fair manner that recognizes their contributions to the project and the company.  Projects positive and compassionate attitudes toward colleagues.  Uses discretion in resolving conflicts.