Senior Presales Consultant (Contract)

JOB SUMMARY: Technical Presales professional plays a crucial role in bridging the gap between technical expertise and business acumen. They collaborate closely with sales teams to understand customer requirements and propose appropriate solutions that meet both technical and business needs. This role requires strong communication skills to effectively articulate technical concepts to non-technical stakeholders and to demonstrate the value of proposed solutions.DUTIES AND RESPONSIBILITIESTechnical Expertise: Possess deep technical knowledge of the products or services being sold, understanding their capabilities, implementation requirements, and integration possibilities.Solution Development: Work closely with sales teams to develop customized solutions for customers based on their specific requirements and challenges.Presentations and Demos: Conduct product demonstrations, presentations, and proof-of-concepts to showcase the capabilities and benefits of proposed solutions.Customer Engagement: Engage with customers during the sales process to understand their technical needs, address concerns, and provide technical support.Proposal Development: Assist in the preparation of proposals, bids, and quotations, ensuring technical accuracy and alignment with customer requirements.Technical Support: Provide technical assistance to the sales team and customers throughout the sales cycle, from initial contact through to after-sales support.Market and Product Knowledge: Stay updated on industry trends, competitor products, and market conditions to provide insights and recommendations to both customers and internal teams.Collaboration: Collaborate with product management, engineering, and other cross-functional teams to convey customer feedback and contribute to product enhancements and roadmap discussions.KEY MEASUREMENTSWin Rate: This metric measures the percentage of opportunities that are successfully converted into sales. It reflects the effectiveness of the presales team in understanding customer requirements, proposing suitable solutions, and influencing the decision-making process.Pipeline Contribution: The pipeline contribution metric assesses the value of opportunities influenced or supported by the presales team. It indicates the extent to which presales efforts contribute to filling the sales pipeline with qualified leads and potential revenueSales Cycle Length: This metric measures the average duration it takes for opportunities to progress from initial contact to closure. A shorter sales cycle typically indicates efficient presales activities in addressing customer needs and overcoming objections.Proposal Accuracy: Evaluates the accuracy and relevance of proposals prepared by the presales team. This includes assessing whether proposals align with customer requirements, are technically feasible, and competitive in terms of pricing and features.Customer Satisfaction (Post-Sales): Measures customer satisfaction levels post-sales, reflecting how well the proposed solutions meet expectations and deliver value. Positive feedback and referrals indicate effective presales efforts in understanding and addressing customer needs.Deal Size and Revenue Growth: Tracks the average deal size influenced or supported by presales efforts, as well as the overall revenue growth attributed to presales activities. This metric highlights the impact of presales in driving larger deals and increasing revenue.Technical Feedback and Improvement: Collects feedback from sales teams, customers, and internal stakeholders on the quality and effectiveness of presales support. This feedback helps identify areas for improvement in product knowledge, technical presentations, and solution customization.Competitive Analysis: Evaluates the presales team's ability to effectively position products or solutions against competitors. This includes understanding competitive strengths and weaknesses, and articulating unique value propositions to differentiate offerings.Training and Certifications: Tracks the completion of training programs and certifications by presales team members. Continuous learning and skill development are crucial for maintaining technical proficiency and staying updated with industry trends.JOB SPECIFICATIONEducation and Experience:Bachelor’s degree in a relevant technical field (e.g., Computer Science, Engineering) or equivalent practical experience.Experience in Digital & Technology, IT/System IntegrationProven experience in a technical presales or similar role, ideally in a technology-focused industry.Strong presentation and communication skills, with the ability to explain technical concepts to non-technical audiences effectively.Problem-solving skills and the ability to translate customer needs into feasible solutions.Understanding of sales principles and experience supporting sales teams in achieving targets.Required Skills/Abilities: Technical Proficiency: Deep understanding and proficiency in the technical aspects of the products or services being sold. This includes knowledge of software, hardware, networks, and any relevant technologies. Ability to quickly grasp new technologies and articulate their benefits to non-technical stakeholders.Solution Architecture: Capability to design and architect solutions that meet customer requirements. This involves analyzing complex technical environments, identifying integration points, and proposing scalable and reliable solutions.Communication Skills: Strong verbal and written communication skills are crucial for explaining technical concepts clearly and persuasively to various audiences, including C-level executives, IT professionals, and end-users. Ability to tailor communications based on the audience's technical knowledge and business goals.Presentation and Demonstration: Proficiency in delivering compelling presentations and product demonstrations that highlight key features, benefits, and differentiation of the proposed solutions. Ability to showcase technical capabilities effectively and address audience questions and concerns.Consultative Selling: Capability to engage in consultative conversations with customers to uncover their challenges, goals, and technical requirements. Ability to translate customer needs into actionable technical solutions that align with business objectives.Problem-Solving Skills: Strong analytical and problem-solving abilities to understand complex technical issues, troubleshoot problems, and propose effective solutions. Ability to think critically and creatively in challenging situations.Collaboration and Teamwork: Ability to collaborate effectively with cross-functional teams, including sales, product management, engineering, and support. Capability to work collaboratively to ensure seamless handover of requirements and solutions from presales to implementation.Customer Focus: Commitment to understanding and meeting customer needs and expectations. Ability to build and maintain strong relationships with customers by demonstrating expertise, reliability, and responsiveness.Sales Acumen: Understanding of sales processes and methodologies to support sales teams in achieving revenue targets. Ability to contribute strategically to the sales pipeline through effective lead qualification and opportunity development.Adaptability and Learning Agility: Willingness and ability to adapt to new technologies, industry trends, and customer challenges. Continuous learning and staying updated with product developments and market dynamics are essential.Project Management Skills: Basic project management skills to manage multiple opportunities simultaneously, prioritize tasks, and meet deadlines effectively.Ethical Conduct: Upholding high ethical standards in dealing with customers, colleagues, and partners. Ensuring transparency and integrity in all presales activities.