Client Solutions Director

About the Position :

The Client Solutions Director (CSD) leads and manages all strategic presales activities for a given set of opportunities aligned to the Enterprise segment.

S / he serves as the first member of the Solution Consulting Team assigned to opportunities and will partner as a confidante to the Enterprise DVPs and Sales Representatives to plan sales strategies.

Will assign the best-fit resources and pre-sales team members to support qualified opportunities.

A Client Solutions Director is an evangelist for the Ceridian strategy and solutions portfolio. S / he engages with the prospects to ideate on new and innovative solutions and works closely with the team to architect solutions that solve our prospects most complex business problems.

S / he will possess strong solution selling and value-based selling skills and be able to mentor and coach to the assigned presales team members in support of opportunity sales cycles.

Responsibilities :

Engagement throughout the Buying Phase, Buying Decision Stage and Salesforce Stage.

Summary of responsibilities defined below for each.

Buying Phase : Awareness

Buying Decision Stage : Loosen Status Quo / Commit to Change

Salesforce Stage :

Identify Assist Sales team in initial qualification call to learn more about customer pains / challenges and assist in defining Strategic Account Plan establishing milestones and due dates.

Schedule debrief call to begin planning and aligning resources for discovery stage.

Discover Client Solution Directors will assist the Sales team with discovery preparation by coordinating the following :

Work in partnership with the Solution Consultant team to assign resources. Transfer knowledge to the SCs’ post qualification call and assist in the preparation for a successful discovery.

When appropriate will attend discovery calls with sales and SCs.

Coordinate additional pre-sales teams; Value Architects, Industry Principals, Technical Solution Consultants and Enterprise Product Managers when needed for their expertise in preparation.

Schedule debrief meeting post discovery with all internal stakeholders to define the value proposition for the customer and the project.

Develop, document and monitor the full strategy scope to win the opportunity.

Sales Representative & CSD will determine during the discovery stage if a win room / deal review is beneficial prior to the solution presentation.

CSD will organize and schedule internal stakeholders for the review. Will prepare with Sales prior to the review to create agenda and presentation outlining specific objectives for discussion with desired outcomes.

Buying Phase : Evaluate Options

Buying Decision Stage : Explore Possible Solutions, Commit to a Solution

Salesforce Stage :

Solution Client Solution Directors will assist the seller with the theme . Work in partnership with Solution Consultants and additional pre-sales teams on solution specific deliverables (presentation, demonstrations, etc.

and the overall outcome of the solution phase of the opportunity. CSDs will coordinate the following :

Work in partnership with the Solution Consultant team to design and map solution capabilities to demonstrate against customer requirements (current and roadmap).

Work alongside VP, Enterprise Solution Consulting to align additional Subject Matter Expert Solution Consultants as needed based on customer requirements.

Coordinate internal strategy meetings with Sales to create the value messaging themes mapping to the solution capabilities.

Assist in defining competitive advantages that align with our solution. Include additional pre-sales teams - Value Architects, Industry Principals, Technical Solution Consultants and Enterprise Product Managers when needed for their expertise in preparation.

Identify and coordinate additional internal stakeholders from the Global Customer Office teams if representation is needed for the solution phase;

Implementation, Service and Support.

Coordinate preparation meetings with the Sales team and SCs if additional proof of concept demonstrations will be required to win the opportunity.

Work in unison to re-evaluate strategy and theme post initial demonstration to ensure customer objectives are in alignment with the project plan

Validate- Prepare internal stakeholders to deliver statement of value to the client. Includes dry-run preparations and coordination between stakeholders.

Sales Representative & CSD will determine during the validate stage if a win room / deal review is beneficial prior to the statement of work / pricing proposal meeting.

CSD will organize and schedule internal stakeholders for the review. Will prepare with Sales prior to the review to create agenda and presentation outlining specific objectives for discussion with desired outcomes.

Buying Phase : Ensure Success

Buying Decision Stage : Justify the Decision / Make the Selection

Salesforce Stage :

Negotiate Assist Sales in accurately capturing all customer requirements needed for the Statement of Work.

Internally validate all workarounds, gaps and roadmap requirements have been identified and addressed during the Solution and Validate stage.

Articulate product needs to Product Management and track product roadmap items to meet customer commitments. Document to accompany internal close documents.

Close Assist sales in conducting internal sales to implementation transition with System Integration Partners and internal project teams.

Provide all documentation such as clients goals / desired outcomes, value presentations, solutioning presentations, discovery etc.

Attend client project kickoff to provide the value themes / messaging throughout the implementation process.

Requirements :

Ceridian’s Commitment : Committed to keeping the customer at the center of everything we do - CSDs will be responsible for aligning and learning from the executive team through meetings, webinars, earnings calls, product meetings, etc.

to ensure S / he are delivering the current mission of the organization through internal and customer engagements.

Dayforce Transformation : CSDs will be committed to learning and creating value statements to translate into the sales cycle for the evolution of Dayforce including current release features, next release and roadmap initiatives.

CSDs will educate themselves on all demonstration changes needed to be able to provide effective customer demonstrations if called upon.

Opportunity Review : The CSDs will be committed to meeting weekly internally with their SVP and the VP, Enterprise Solution Consulting as a group to review each strategic opportunity and identify gaps / needs and act swiftly with the sales teams and partners in assignment and resolve.

Documentation : CSDs will keep all documentation up to date within Teams and Salesforce to share for best practices as well as provide documented execution plans to leadership as needed.

Competitive Knowledge : CSDs will be committed to working with the sales operations team, along with extensive personal research, to stay current on competitive intelligence and apply the knowledge to the overall opportunity strategy.

Roadmap Tracking : CSDs will work closely with Enterprise Product Managers articulating product needs and track product roadmap items to completion to meet customer commitments.

Win / Loss Knowledge : CSDs will work closely together with each other and with other Sales Executives to learn from opportunities outside their assignment in both the win / loss categories to apply lessons for future engagements.

Qualifications :

Bachelor's Degree or equivalent combination of education and relevant work experience

5+ years previous sales / account management / pre-sales / solutions consultant experience

Knowledge of Human Resources, Payroll, Benefits, Workforce Management processes, business protocol and practices SaaS, strong presentation skills and ability to perform under pressure in a professional manner

Effective written and verbal communication skills