As a Solution Advisor for a specified industry/opportunity, the candidate contributes to license sales and subscriptions and revenue growth for products.
The Presales Specialist is not only a technical presales professional but also a business expert - in various daily situations they communicate with clients as competent business advisors, advising them how to improve their core business using Software Platform.
Presales Solution Consultants may have to travel approximately 50% of the time.
Consult with prospective customers to identify business problems; objectives and priorities relevant to company's software solutions. Work with Sales to define and develop a variety of Demonstration examples and scenarios. Demonstrate the business value of the Software solution (not just the functionality) to meet a wide variety of customer objectives.
Lead, prepare and deliver (in partnership with the Sales team) custom presentations, demonstrations, and solution to the customer of the benefits of our proposed solution.
Communicate the business requirements to project/implementation team to determine implementation professional services requirements and Software product fit and ensure a smooth transition from presales to implementation stages after completion of the sale.
Liaise directly with other Sales Team Members to ensure a co-coordinated, intimate and professional experience for the customer throughout the sales process.
Discern what questions prospects are not asking, and lead them in that direction, effectively identifying and walking the customer through their "pain chain".
Contribute to pipeline and revenue increase, through participation and coordination of demand generation activities, including customer workshops, Webinars, tradeshows and company events.
Possess strong sense of teamwork, integrity, self-motivation, positive attitude, and works to solve problems.
Stay up to date with new trends within Company, Competitors, Partners and the IT industry as a whole
Participate in ongoing industry, sales and product training.
Attend industry seminars and events to raise profile of Software and maintain own up to date knowledge of industry.
Build a strong interactive relationship with the customer's business management.
Develop training content for Partner members to ensure that the partner sales and presales team is able to establish the value proposition to their customers.
Desired Skills & Experience:
3+ years of experience in a customer facing role as a Project Manager or Consultant with a desire to move into Presales. 2-3 years experience in the implementation and / or Presales / Post Sales capacity for CRM / Call center Software required.
Expertise in BFSI / Telecom / Media/ Retail/ Ecommerce is essential. Process outsourcing and management is essential.
1+ years of experience in sales related activities (sales support, presentation, product demonstration, request for proposal, end user training).
Understanding of sales cycle, customer motives and buying criteria.
Excellent communication and presentation skills capable of presenting to group sizes from 2 - 30 people at all levels in the customer organization, from senior director to support staff, to technical & non-technical audience, in public or private sector. Possess the ability to speak knowledgeably and persuasively with senior customer technical leadership, as well as the ability to effectively communicate with senior business leaders by articulating and bridging technical-business gaps.
Ability to partner across various functional groups including account executives, professional services, product development, marketing and strategic partners.
Ability to work independently as well as in teams.
Willingness to take responsibility and drive engagements.
Ability to work effectively in a complex matrix environment with virtual teams of high-level professionals.
Capable of utilizing strong interpersonal, verbal, presentation and writing skills to successfully interact with customers and the Software team.
Customer and sales focus with the ability to influence prospects.
Minimum 1-2 year experience / exposure to Cloud based software as a service (SaaS) / Platform as a Service (PaaS) is essential. Preferably exposure to outsourcing service delivery / managed service delivery.
Flexibility and willingness to travel when on-site work is required (typically for short periods).
Regards - Mohsin.
Ph. no: 022-65000636