Overviewof Role :
The Presales role should be to understand the customers’needs or issues, develop an initial view of the solution the customer needs,then tailor the solution to meet the customer requirement, explain (or help sell)this solution to the customer, help close the deal and then ensure a smoothhandover so that the delivery team that follow provide the intended solution.
KeyRequirements for the Role
Previousexperience in relevant customer facing roles such as consultancy or Presales
Relevant experiencebeing involved as part of a sales team selling solutions to customers.
Strongtechnology understanding including application architectures, integrationmethods, web services, databases and application servers.
Newtechnologies trends understanding and awareness Big Data, AWS, Machine Learning& Artificial Intelligence, SaaS / PaaS.
Able to shapeand define solutions matched to strategic business objectives and functionalrequirements whilst meeting the technical needs of the client.
Experienceworking for similar IT services or software organisations
Idealexperience would include knowledge of existing Experian solutions or similarsolutions.
Strongcommunication skills both written and oral
Experienced inpresenting and demonstrating complex software solutions
Ability tobuild and maintain solid long term relationships at multiple levels withinclient organisations during the sales process
Excellentorganisational and time management skills, with the ability to multi-task.
The key responsibilitiesfor a Presales Consultant are as follows :
Provide on-site sales support where needed tocover the needs of the technical buyers as well as providing value based productand solution presentations and demonstrations
Contribute to value based proposals for complexbusiness solutions.
Play a leading role in teams that produceresponses to RFI / RFP’s for qualified opportunities.
Understand and present all aspects of solutions,including analytics, consulting and software applications, in addition to beingable to explain the supporting processes such as delivery.
Support the conversion of major salesprospects, ideally focussing on the clients’ business challenges and CoreDecision Analytics solutions.
Develop strong working relationships withclient technical and economic buyers.
Develop strong internal relationships with BDMs andsales leads for Decision Analytics and work jointly to build out plans toincrease pipeline and opportunities.
Ensure asmooth handover of new projects from sales’ into delivery’
Support andmentor BDM’s and consultants in selected markets, transferring knowledge of oursolutions so that they are better enabled
Contribute tobusiness collateral to enable the production of high quality packaging for newsolutions, including sales and marketing materials, demonstrations, andbusiness documentation.
Rollout andtraining, and handover of knowledge for regions (provided to regional hubs) inhow to sell, consult and deliver new solutions
Support forthe regions during their first sale and delivery of new solutions
Strong focus oncontinual self-learning and development
Good understanding of allour solutions and capabilities, specifically the customer issues they canaddress and the value they offer
Appreciation of thebusiness and technical environment in which our clients operate
Knowledge of thecompetition and ability to help develop a competitive strategy
A confident andprofessional manner at all times.
Hardworking, reliableand trustworthy in the eyes of colleagues and clients