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Update open-positions.yml (#31866)

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Updated Solutions Specialist responsibilities and experience to better
align with pipeline generation goals and deprioritizing direct selling.

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- [ ] Changes file added for user-visible changes in `changes/`,
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12
handbook/company/open-positions.yml
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@ -125,20 +125,20 @@
hiringManagerGithubUsername: alexmitchelliii
onTargetEarnings: '$95,000 - $150,000'
responsibilities: |
- 🎯 Partner with Sales and Marketing to support campaigns and outreach efforts aimed at growing pipeline and hitting goals.
- 🛩️ Connect with customers—online or occasionally in person—to better understand their goals and recommend Fleet solutions that fit.
- 📈 Use available tools and guidance to analyze prospect needs and identify helpful trends or signals.
- ❔ Follow processes to qualify and progress opportunities to best help prospects solve problems.
- 📣 Represent Fleet at events, on social media, and in conversations with prospects to build awareness and trust.
- 🖥️ Help present and demonstrate the value of Fleet’s open-source software to mid-sized organizations, supporting win-win commercial conversations.
- 🤝 Support and gradually take ownership of the sales process for customers with 300–700 employees, working closely with senior team members as you grow.
- 🛩️ Connect with customers—online or occasionally in person—to better understand their goals and recommend Fleet solutions that fit.
- 🧠 Collaborate with Solutions Consultants to understand customer needs and technical requirements, and help remove blockers to deliver value.
- 📈 Use available tools and guidance to analyze prospect needs and identify helpful trends or signals.
- 📣 Represent Fleet at events, on social media, and in conversations with prospects to build awareness and trust.
- ⏫ Build and maintain relationships with customers, partnering with Customer Success to spot opportunities for expansion.
- ❔ Follow processes to qualify and progress opportunities to best help prospects solve problems.
- 🕴️ Use Salesforce and other tools to track your work, organize your pipeline, and support team visibility.
- 🦢 Share customer feedback with Product, Design, and Engineering teams to help improve our product.
- 🎯 Partner with Marketing to support campaigns and outreach efforts aimed at growing pipeline and hitting goals.
- 🧪 Contribute to ongoing improvements in our playbooks, handbook, and sales processes.
- 🧑‍🔬 Perform processes as described in the [Sales](https://fleetdm.com/handbook/sales), [Go-To-Market groups](https://fleetdm.com/handbook/company/go-to-market-groups#go-to-market-groups), and other handbook pages.
experience: |
- 🖥️ 2-3 years of IT and/or security experience, ideally with MDM responsibility.
- 🦉 1–2 years of experience in a customer-facing or sales-related role, or strong interest in moving into technical sales.
- 💬 Excellent communication skills and the ability to build rapport quickly with both technical and non-technical people.
- 🔧 Strong technical curiosity—you love figuring out how things work and helping others do the same.