Business Analyst - Enterprise Content Management Solutions

ECM Solutions BA (Business Analyst)

Experience :

- Total 8+ years of experience with a minimum of 5 years in sales oriented role

Position Description :

- Solutions Business Analyst is responsible for driving new sales and growth of ECM (Enterprise Content Management) practice.

Responsibilities :

- Generates new account logos and revenue with primary focus on Horizontal Solution sales

- Collaborates with Business Unit sales executive as part of the sales cycle

- Aggressively prospects and effectively builds and manages a sales pipeline

- Interacts and builds relationship with partner channel field organization

- Run ECM requirements workshops, discovery sessions with customers

- Drives proposal process and participates in proposal development

- Drives campaigns, events and other pipeline building activities

- Constructs deals in accordance to profitability goals

- Performs formal deal reviews

- Manages sales pipeline and activities

- Facilitates and actively participate in contract negotiations, contract management and closure

- Develop datasheets on ECM service offerings

- Develop case studies on ECM implementation

- Conduct research on latest trends in ECM, vendor service offerings, etc.

Required Skills/Qualifications :

- Sound knowledge of Enterprise Content Management domains like CMS, WCM, DAM, Search, Portals, CMS, Records and Documents Management.

- Exposure to at least 2 CMS tools like: Vignette, FatWire, Alfresco, Liferay, Interwoven, SharePoint, Oracle UCM

- Ability to keep a close track of the ECM market, tools, vendors, etc.

- Strong business development skills

- Experience in manage partnerships and channels

- Experience in selling global services and/or enterprise class solutions

- Solutions-oriented by nature and is consultative in approach to selling

- Contains knowledge in one of the horizontal technical domains (see below)

- Strong customer presence that can quickly build positive customer experience

- Good relationship and networking capabilities

- Creative thinker and deal maker

- Demonstrated successful proposal development and presentation skills to include strong oral and written communication skills

- Capable of dealing at C-level and achieving large order values

- Comfortable working in a hands-on environment and possesses an entrepreneurial spirit

Specific Skills :

ECM Solutions Skills :

- Knowledge of Enterprise Content Management (ECM) space and related products and technologies

- Experience selling products or services for a tier 1 ECM vendor (EMC, Interwoven, FileNet, IBM, Vignette, Oracle Stellent, Open Text, etc.)

- Experience in selling imaging, document management and workflow solutions

- Experience in selling web