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Understand customer business challenges, objectives, and success criteria through structured discovery Translate business problems into solution concepts, value propositions, and implementation approaches Challenge unclear or solution-biased customer requirements with constructive alternatives Act as a trusted advisor in customer discussions, workshops, and pitch meetings Design high-level solution architectures aligned with customer needs, budget, and timeline Define scope, assumptions, dependencies, and non-goals clearly and early Articulate business value, ROI drivers, and differentiation vs. competitors Ensure solutions are feasible, scalable, and aligned with delivery capabilities Support account teams in opportunity qualification (bid / no-bid decisions)
About the Role
Job Description
Customer & Opportunity Shaping
Solution Design & Value Proposition
Sales Enablement
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