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Services Architect III

Location:

Kew/Melbourne - Victoria - Australia, Macquarie Park - New South Wales - Australia

Function:

Professional Services and Consulting

Ref #:

201700656
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Corporate overview

You’re empowered when you’re a Kronite

Want to be part of an elite group of highly skilled professionals? We think our employees are a special group of talented, energetic, and innovative people. And for that reason, we refer to ourselves as Kronites. Kronites care about more than just work. We recognize the need to maintain a healthy work-life balance — to live inspired. In fact, it’s expected! Whether you’re playing foosball in one of our game rooms, working up a healthy sweat in group fitness classes, or videoconferencing with Kronites thousands of miles away, you’ll soon learn that we take work and fun seriously. No matter what position you hold at Kronos, you’re a Kronite. And we want you to feel like you have the power to make a difference in your life and the lives of others, at work and beyond.

 

Kronos is the global leader in workforce management solutions that enable organizations to control labor costs, minimize compliance risk, and improve workforce productivity. Tens of thousands of organizations in 100 countries – including more than half the Fortune 1000® - use Kronos time and attendance, scheduling, absence management, HR and payroll, hiring, and labor analytics applications.  Kronos customers include enterprises large and small across diverse industries worldwide including retail, hospitality, healthcare, manufacturing, public sector, services, and distribution.

 

Kronos is a privately held company and was founded in 1977. Headquartered in Chelmsford, Massachusetts, Kronos employs more than 5,000 people worldwide.

 

Kronos is an Equal Opportunity Employer.

Description

This position serves as the professional services architect during the pre-sales process.  They are tasked with interpretation of the selling strategy with relation to services and creatively modelling an implementation plan that accurately reflects this strategy in collaboration with both customer and sales partners. 

The remit of this role includes services delivered by the International, Global and Partner teams (where applicable) as well as Cloud Services, including Hosting and SaaS.

SPCs are responsible for consulting with clients to analyse and understand the client's business needs and create a services solution to meet those requirements. This role will maintain a thorough knowledge of Kronos services and practices and work with each service line to create, coordinate and present the proposed solution and pricing, which will sometimes mean Land and Expand opportunities. This role will be responsible for driving revenue by evaluating, positioning and selling the optimal services components for the client, while acting as the single point of contact for sales and clients for services opportunities. This position reports to the International Manager of Services Business Development.

Responsibilities Include
- Partner with the Kronos Sales and Pre-sales organizations to develop strategy to pursue and close services and product opportunities
- Provide a single point of contact to Sales for services opportunities.
- Develop an understanding of each target client’s business, operations, and industry trends. Understand the client’s strategic business and technology goals and create the proposed service approach and solution.
- Develop a positive relationship with key client decision-makers or influencers who purchase professional services in target opportunities.
- Create and communicate a winning strategy and plan for each Services opportunity
- Drive the sales process to completion coordinating all Services resources and documentation such as timelines, proposals, Statements of Work, RFP responses, Sales Handovers etc.
- Maintain a pipeline and communicate it to Sales and Services Management.
- Contribute to the improved efficiency of the sales function by participating in the development and deployment of appropriate services sales tools/templates/processes.
- Grow services revenue by interacting with all levels of client management and proposing solutions that provide business benefit
- Track critical sales and pipeline data on opportunities using existing systems
- As time permits, prospect for services opportunities (inc. Training) in their assigned territory.
- Increase the overall Margin and value of strategic deals through presenting and positioning creative service solutions and leveraging the Kronos Services Portfolio.
- Liaise with the broader global team to support Multi-National opportunities and load balancing

Qualifications

- Sales, presales, or consulting experience required.
- Specialization in Retail or Manufacturing - Ability to consistently demonstrate an innate sense of urgency
- Previous responsibility for Professional Services and Application Hosting / Cloud Services / Managed Services sales including client presentations, developing SOW’s, responding to RFP’s, estimating projects and negotiating contracts preferred
- Well versed in software implementation methodology with experience defining project requirements, managing project engagements, developing project plans, etc.
- Ability to simplify complex methodologies and plans to graphics and charts
- Experience negotiating service level agreements (SLA’s) for hosting and managed services
- Functional understanding of Human Capital Management software space.
- Develop good working relationships with staff in International Services and Sales organizations.
- Skilled in the art of consultative selling and negotiating techniques.
- Develop presentation skills to effectively articulate the services value proposition as part of the overall business solution.
- Able to work with minimal direction to aggressively pursue services opportunities.
- Organizes time effectively and determines the right resources needed to effectively perform job assignments.
- Experienced in closing services business that meets appropriate pricing and margin guidelines.
- Understands the impact and implications of political, cultural, social, economic, technological and competitive trends on Kronos and client organizations.
- Has a strong understanding of technical, cost, risk and business implications of services solutions.
- Proficiency in Microsoft Office applications.
- General understanding of data centres and technologies leveraged in a data centre
- This position requires travel

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EEO Statement

Kronos is proud to be an equal opportunity employer and is committed to maintaining a diverse and inclusive work environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, physical or mental disability, age, or veteran status or any other basis protected by federal, state, or local law.