Kyle Macarthur

I am an intense, creative and experienced senior sales consultant with background in CRM solution sales. My neck has been on the line for both designing and maintaining excellence within a UK\EMEA presales program including.

My company sells over 2 dozen in-house, acquired, partner, and bespoke consulting solutions so I am familiar with learning new products quickly and being able to explain them and their value to audiences from end users to executives, partners and analysts. I am known for my ability to take on and run with any business challenge and for my creativity in approaching internal and customer challenges. I have usually been able to see new possibilities in existing software and to develop my ideas into proof-of-concept features that excite customers.

Typical duties in the sales cycle include:

* Writing Customer Responses (ITT\RFP\RFI\Informal)

* Qualifying Deals (finding people, process, and especially Technology red flags, researching prospect history, people, direction and strategy)

* Gathering Requirements (applying experience to get at the questions and challenges BEHIND the initial discussion to facilitate a solution that will be backed by executives, adopted and successful)

* Technical Engagement Strategy (Are we a great fit? Can we demonstrate and PROVE that we are a great fit given the competitors in the deal? Do we want to win? Is the consulting team on-board and comfortable with what we will position? Is this a strategic win: breaking new ground, opening up a new market segment, displacing a competitor? Can we COST-EFFECTIVELY win? Can we successfully defend and grow the account?)

* Solution Design (how do we orchestrate the parts and features we have and or configure and code enhancements that will result in a long-term, stable and scalable solution and a customer happy enough to refer new business. How do I make sure we are not reinventing the wheel? How do we best collaborate with the rest of the global team to reduce effort and share solution experience?)

* Solution Demonstration (A focused, "spot-on" whole-solution demonstration that motivates and excites while positioning professional services and initiating a trusting customer relationship)

* Customer Success Management (Continuing on from a win, I lead the handover of the solution vision to the consulting team and maintain relationships with key technical contacts on the client side to help the client make best use of their solution and to search for additional revenue opportunities)

* Sales, Marketing, and Training Presentation Materials (Always revising, sharpening and enhancing technical and business proof points and positioning for the next win)

* Team building and mentoring (Coaching technical consultants both internal and partner-based to become confident, informed, and well connected stealth salespeople while making the best of their strengths. Keeping presales staff motivated, engaged, proactive, and collaborative - always becoming a better partner with the sales team and consulting team, allowing partner and individual expertise to shine and add to the team.)