ROLE OBJECTIVE

  • This position is responsible for heading technical pre-sales activities. He/she transfers industry, technical and product knowledge to customers via good written, verbal and presentation skills. Assists in all levels of technical account planning and accompanies sales account managers on visits to customers. Assists in the development of formal sales proposal and presents and differentiates product offerings at a technical level from the competition. He/she will also actively participate in internal specialist teams and provide consultative support in specialist areas to other Pre-sales persons.


Academic:

  • Graduate or postgraduate (any discipline) 


Experience:

  • Looking at 18+ years of experience. Must have handled a similar role for a mid/ large-sized organization


Working Relationships:

Internal:

  • Business lines
  • Leadership team


External:

  • End client representatives (based on project requirement)


Primary Responsibilities:

  • Product presentations and demonstrations
  • Support with technical qualification of sales opportunities
  • Provide answers to (technical) questions in a Request for Information(RFI) or a Request for Proposal(RFP)
  • Build custom demonstrations
  • Deliver Proof of Concepts(POC)
  • Provide first-line technical support for software evaluations and/or pilot projects
  • Support at external and internal customer facing events
  • Create internal software requests and POC implementation plans and monitor the approval process
  • Liaise with internal stakeholders to ensure accurate and timely resolution of technical issues that may arise during the pre-sales process
  • Assists with the qualification of the opportunities and/or identification of target accounts
  • Assists customer, prospect and Sales Representative to build a compelling and competitive business case and ROI (Return of Investment)
  • Manages hand-over to the Services Functions (Post-Sales Support and Professional Services) for live project implementation
  • Present solution, capabilities and credentials in proposal defense meetings and customer discussions.
  • Work with Sales, Offshore Presales, Practice and Delivery teams to respond to End customer requirements
  • Enable the sales team to position infrastructure management services solution proactively
  • Ownership of pursuits and fulfil the commitment to customer
  • Work on deals assigned to the sales team supported, prioritizing effort based on maximizing total impact on team productivity and profit, or as directed by the sales manager
  • Proactively scope the technical solution required to address customer requirements, assesses customers met and unmet needs, and recommends solutions that optimize value for both the customer and the firm
  • Coordinate closely with internal sales, sales support, and service resources to align solution design with customers business requirements
  • Secure from customer technical staff commitments needed to ensure a deal’s “technical close.”


Expected:

  • Detailed knowledge of Information Builders product offering
  • Excellent presentation and demonstration skills
  • Excellent organisation skills
  • Proven ability to multi task and prioritise under pressure
  • Self-starter
  • Good listening skills
  • Ability to discuss and demonstrate business benefits and value to a customer of a technical solution. Ability to translate technical and business requirements into cost-efficient solutions
  • Affinity to both sales and technology
  • A team player with the ability to adopt a leadership role where necessary
  • Willingness to travel


Competencies:

  • Excellent soft-skills (Communication, Coordination and Negotiation)
  • Knowledge on organization offerings and analytic skill
  • Demonstrates strong leadership where required
  • Analytical Thinking
  • Develops strong relationships with clients
  • Impact and Influence
  • Partnering to achieve client solutions