Senior Solution Sales Executive

Description:

The Senior Solution Sales Executive (Sr. SSE) is a highly experienced sales specialist focused on driving large, complex solution deals within an industry and typically specializing in a particular industry domain (e.g., Retail & Hospitality, Life Sciences, Banking, Telecommunications, ). The Sr. SSE leads major sales pursuits for that domain and works closely with Client Partners and Executive Client Partners but is not a generalist – they bring deep domain expertise and a consultative approach to address sophisticated client needs. You will often mentor other Solution Sales Executives and help shape the go-to-market approach for their domain. The Sr. SSE operates as an entrepreneur within their specialty, pursuing high-value opportunities and contributing significantly to Apex’s advanced solutions revenue growth.
Complex Solution Sales

Complex Solution Sales: Identifies and pursues big-ticket opportunities across assigned industry’s accounts.
Takes charge of sales cycles for complex solutions that require deep domain knowledge and a strategic sell (often multi-million, multi-year initiatives).
Crafts the win strategy, leads the proposal effort, and guides the solution design to ensure the offering meets the client’s requirements and stands out against competitors.

Subject Matter Expertise & Thought Leadership

Serves as a trusted subject matter expert in problem-solving and scoping client needs.
Engages with client technical and business stakeholders to conduct detailed discovery of needs.
Works with TE and/or SDO to provide vision of the proposed solution’s architecture and business value.
Because of their credibility, clients often treat the Sr. SSE as an advisor rather than a salesperson, which facilitates smoother selling of complex ideas.
Contributes to Apex’s thought leadership in their area of expertise (e.g., hosting client workshops, speaking at webinars or conferences, developing use cases) to generate interest and pipeline.
Internally visible as the “go-to” authority for their expertise – frequently consulted during account planning or when refining offerings.
This dual external-internal leadership helps drive more opportunities and ensures Apex’s solution capabilities stay competitive.
 

Deal Orchestration & Closing

Orchestrates internal resources (solution architects, SMEs, pricing, legal) for major pursuits, acting as the “deal captain.”
Anticipates objections and prepares win themes and value cases. Leads or heavily supports negotiations for scope and commercials on these deals, working with the CP/ECP on final terms.
Has a strong closing capability – able to guide lengthy sales processes to a successful signature by reinforcing value and maintaining client alignment.
Mentoring & Strategic Input

Mentors junior Solution Sales Executives on effective selling tactics, domain knowledge, and proposal creation.
Often shares best practices and successful case studies with the broader sales team.
Provides feedback to Industry Leaders and Segment Leaders on market receptivity of certain solutions and on emerging client demands in their domain.
Helps refine messaging and go-to-market strategy for their solution area based on field experience.
JOB REQUIREMENTS

Bachelor’s Degree in Business, Communications or related field
12+ years of experience in technology solution sales or enterprise consulting, with at least 5+ years dedicated to selling complex solutions in the specialty domain.
Demonstrated history of exceeding sales targets for large solution deals.
Comfortable managing long sales cycles (6-12+ months) and multiple stakeholder environments.
Deep knowledge of the solution area (for example, if specialty is Life Sciences, should understand LIMS, architectures, migration approaches, major platforms, etc.).
Able to credibly discuss business domain details and value drivers with client experts.
Exceptional consultative selling and listening skills.
Experienced in engaging senior client executives in strategic discussions about business and technology challenges
Skilled at developing and communicating solution visions aligned to client strategy
Proficient in value-based selling and constructing ROI cases for solutions
Proven ability to lead cross-functional pursuit teams through complex deals (matrix leadership while influencing and aligning internal stakeholders (delivery, finance, execs) around deal needs and client asks.
Strong mentor who leads by example with a high degree of professionalism and confidence when dealing with clients and internal teams alike.
Skilled negotiator for high-value contracts, with an eye for detail on scope and terms with an ability to balance pushing for favorable outcomes with maintaining positive client relationships.
Persistent and creative in overcoming procurement hurdles or stakeholder hesitations to bring deals to closure.
Entrepreneurial and self-driven in building pipeline – proactively creates opportunities beyond RFPs.
Takes initiative to expand the footprint of their solution area.
Consistently meets or exceeds quota on complex solution sales, showing a pattern of high performance.
Strategic thinker who also executes tactics effectively to land deals.
Hybrid with 2 days in-office