TIBCO Software Senior Solutions Consultant - Mashery in North Sydney, Australia

Senior Solutions Consultant - MasheryAU-New South Wales-North Sydney, Australia

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About Tibco

Headquartered in Palo Alto, Calif., TIBCO Software empowers businesses to their digital destinations by interconnecting everything in real time and providing augmented intelligence for everyone, from business users to data scientists.

With more than 10,000 customers, 3500 employees located in over 30 countries, TIBCO has retained the speed and agility of a start-up. We value and encourage new ideas, direct communication, out-of-the-box thinking, risk-taking and creative problem solving.

We're looking for people who want to make a difference doing a job they love – dynamic individuals willing to take the risks necessary to make big ideas come to life and who are comfortable collaborating in our creative, new-idea-driven environment. We value hard work and provide new opportunities to grow, learn, and excel.

Overview

As part of the field technical services and sales team, you will be an integral part of the sales process, addressing technical questions and concerns to ensure a successful sales cycle. You will manage and implement Proof of Concept (POC) projects with the customer environment and act as the lead technical and business domain contributor to the sale of TIBCO Mashery solutions into the assigned customer accounts.

Responsibilities

A TIBCO Mashery Senior Solutions Consultant must have the aptitude and social skills to advance business opportunities through the TIBCO Sales cycle.

You will:

  • Develop and maintain professional relationships with key technical and business stakeholders within the assigned customer accounts

  • Develop and maintain a deep understanding of the use cases relevant with existing customers, prospects and partners and value potential.

  • Articulate value propositions, and present a positive business and technical case to prospective customers for the purchase of TIBCO Mashery solutions demonstrating deep domain knowledge and understanding of the business drivers associated with each solution

  • Provide technical training to the broader sales team to define the capability, applicability and future evolution of the TIBCO product set.

  • Conduct technical & solution presentations to customers in conjunction with sales executives incorporating both product solutions and professional services.

  • Leading the response to RFIs, RFPs and RFQs, including co-ordinating the input of other key staff where required

  • Responsible for development and delivery of product demonstrations. Plan and drive Proof of Concepts.

  • Responsible for representing the product to customers and at field events such as conferences, seminars, etc.

  • Drive the overall solution design with customers including the functional specification of these solutions and associated customisations.

  • Differentiate our offer to best satisfies customer needs in terms of quality, price and delivery

Qualifications

Skills Requirement

  • Minimum of 4 years in a presales/professional services environment in API or minimum of 8 years (includes software development, design and architecture) and at least 2 years in presales

  • Proven on-going success in a technical sales capacity in API Management

  • Understanding of API Management concepts (the secure publishing, documenting and overseeing of application programming interfaces and analytics)

  • Knowledgeable on the pertinent industry standards, emerging technologies, and product and architecture specifics

  • Ability to understand and articulate the TIBCO corporate vision

  • Ability to understand customer business requirements

  • Have the people skills to develop positive customer relationships

  • Demonstrated ability to handle lengthy whiteboard sessions