The Role

The Advanced Solutions Consulting Team has three areas of focus: 

• The Advanced Solutions Consultant is a change champion with a strong passion for coaching, industry and consultive sales experience. Providing consistent best practice reinforcement and mentoring sales professionals. This position involves shifting mindset, elevating skills, and ensuring teams are leveraging proper resources to feel supported and set-up for success. 
• To create a foundation for outcome-based solutions by evangelizing and advocating Lumen’s business impact and thought leadership to customers. They Identify what business outcomes can be realized and demonstrate how Lumen’s growth services can deliver those outcomes. The goal is to uncover and enable new opportunities for the Lumen account teams to pursue. 
• Coach the sales and customer success organization, through local enablement programs working with stakeholders to mentor the teams to increase knowledge and capability, supporting the transformation of the organization. To grow pipeline and increase the mix of solutions sold. 

The Main Responsibilities

Will support early-stage customer development, with particular focus on our Network as a Service (NaaS) platform. Working alongside the sales team positioning Lumen services directly, with the customer.

A virtual member of the team, accountable for technology outcome vison for customers. Works closely with the account teams to form part of the early opportunity pursuit function: early stage engagement, opportunity discovery and development through to pilt and adoption on NaaS.

Requires knowledge and understanding of customer’s business, industry, technology trends and competitors. To facilitate the pursuit strategy, identification, and development of opportunities for Sales and customer success reps.

Establishes business relationships at senior levels of a customer which facilitate the introduction of how NaaS aligns to customer outcomes.

Orchestrate and deliver content, information, and tools to prepare sellers to deliver on Lumen business goals including building client relationships, identifying client need, how Lumen’s NaaS platform can meet client needs. Support thought leadership to generate new areas (NaaS) for the Lumen to up-sell and cross-sell.

Interface to the product organization, to capture customer input on areas of improvement that is needed to drive greater adoption of Lumen NaaS.

Will continually evaluate and deploy new improved enablement methods and initiatives. Typically collaborates with Product, Marketing and Sales Operations to create content. Drive initiatives and track and measure performance. Designs and leads Solutions Development/Unfreezing/ Advisement Workshops. Track and measure the results of enablement programs, and regularly report results to key business stakeholders 

What We Look For in a Candidate

• Ability to speak, articulate and collaborate with the c-suite of customers on NaaS
• Strong Technical knowledge of XaaS and its applications
• Ability to orchestrate and provide the “bridge” between Product, Enablement, Sales and Customers
• Consultative, inquisitive approach to customer engagement (listen to understand, not to respond)
• Proven track record of managing successful GTM programs, especially as they relate to the launch of Minimum Viable Products (MVPs)
• Ability to translate the high-level vision to customer use-cases and, ultimately, case studies
• Similarly translate Lumen’s technical capabilities to the application of the technology to the customer
• Technical understanding of the digital marketplace/workflow 
• Strong consultative selling expertise with ability to lead with questions and curiosity, not product
• Program management experience as it relates to sales enablement and business development motions
• Understanding of the financial models and commercial benefits of the XaaS model
• Ability to extract customer feedback (in a consultative manner) on Lumen’s direction and provide same to product

Preferred skills: 

• Bachelor’s degree or equivalent combination of applicable education and experience required; MBA or related graduate degree preferred.
• Strong relationship skills
• Experience selling managed services and applications 
• Exceptional strategic planning, solution management
• Experience at being a strategic member of sales team who contributes significantly to growth and development of the business
• High energy level and demonstrated drive to succeed. 

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Compensation

The starting salary for this role differs based on the employee’s primary work location. Employees typically do not start at the top of the range, though compensation depends on each individual’s qualifications.

Location Based Pay Ranges
$125,610 – $167,480 in these states: NJ 

As with the pay range variety that’s based on the region of a country, specific offers are determined by various factors such as experience, education, skills, certifications and other business needs.