Technology Sales Support Manager

ABOUT THE ROLE

Part of Wolters Kluwer CP&ESG, Team Mate is a leading provider of software solutions that help organizations manage audit, risk, compliance and governance more effectively. Team Mate is a highly configurable Governance, Risk and Compliance (GRC) platform designed for internal audit, risk, internal control, compliance and IT GRC professionals to manage their assurance programmes with greater confidence, efficiency and insight. As a Senior Solution Consultant, you will play a key role in supporting the sales process by working closely with prospective and existing customers to understand their business challenges and demonstrate how Team Mate's solutions can address their needs.

You will act as a trusted subject matter expert throughout the sales cycle, translating complex customer requirements into compelling software demonstrations and proposals.

You will contribute to RFPs and other sales activities, partner closely with Account Executives and other stakeholders, and help customers understand the value Team Mate can deliver. This role will have a specific focus on the IT GRC market, supporting customers in areas such as information security, risk, compliance, controls and governance. The successful candidate will bring either prior presales experience selling GRC technology to the Office of the CISO and related stakeholders, or practical experience as an IT GRC practitioner responsible for implementing, managing or using GRC technology.

As a senior member of the team, you will also contribute to industry thought leadership, marketing activities, product strategy and the development of best practices across the Solution Consulting organisation.

• Partner with Account Executives and sales teams throughout the sales cycle to understand customer requirements, challenges and objectives.
• Lead discovery conversations to identify customer needs and translate complex business requirements into appropriate solution strategies.
• Deliver compelling, tailored demonstrations of Team Mate solutions, clearly articulating business value and demonstrating how the platform can support the customer's IT GRC objectives.
• Contribute to RFPs, RFIs, tenders, proposals and other customer-facing sales documentation.
• Identify potential implementation risks and work with customers and internal stakeholders to develop appropriate mitigation strategies.
• Support proof-of-concept activities and other customer engagements where required.
• Build credibility and trusted relationships with senior customer stakeholders and act as a subject matter expert throughout the sales process.

• Develop and maintain strong expertise in Team Mate's products, functionality and competitive positioning.
• Stay current with IT GRC trends, regulatory developments, industry standards and emerging best practices, understanding their implications for customers.
• Develop a strong understanding of how organizations design and operate IT GRC programmes and how technology can support these processes.
• Provide constructive feedback to Product Management on customer requirements, market trends, product enhancements and opportunities that could support future revenue growth.
• Identify opportunities to improve presales processes, methodologies, demonstrations and supporting materials.
• Share knowledge, expertise and best practices with colleagues to strengthen the wider Solution Consulting team.

• Represent Team Mate at industry conferences, customer events and other external engagements.
• Support webinars, thought leadership content and other marketing initiatives focused on IT GRC and related industry topics.
• Contribute to the development of presentations, sales enablement materials and other customer-facing content.
• Help strengthen Team Mate's position and reputation within the IT GRC market.

• Work collaboratively with Sales, Product Management, Marketing, Professional Services and other internal teams to deliver a consistent customer experience.
• Contribute to team and departmental objectives and actively participate in meetings, planning and knowledge-sharing activities.
• Demonstrate Wolters Kluwer's values:
  Win as a Team, Make it Better, Aim High and Deliver, and Focus on Customer Success.
• Maintain accurate activity and pipeline reporting in line with management requirements.
• Perform other duties as assigned by your manager.

• Bachelor's degree or equivalent professional experience.
• Proven experience in a Presales, Solution Consulting or similar consultative customer-facing role, ideally selling complex B2B software solutions within the IT GRC market.
• Alternatively, significant experience as an IT GRC practitioner, with responsibility for implementing, managing or using GRC technology as part of an IT GRC programme.
• Strong understanding of IT GRC concepts, processes and business requirements, with the…