IT Presales Consultant
hace 4 días

IT Presales Consultant

We are building our brand-new Sales team in Spain and looking for a Presales Consultant in Madrid.

The role :

  • Generic Accountabilities Overall responsibility for the development of a solution design that matches customer requirements as well as Computacenter core business capability, financial returns, and other approval criteria.
  • Set bid strategies, including identification of partnering opportunities and no bid scenarios
  • Represent the customer perspective in the qualification and creation of new differentiating propositions and drive the overall solution and propose innovative solutions that match demonstrable CC capability
  • Leadership of the design team and coordination of activities across the ISPs
  • Maximise the opportunities to utilise the Shared Service Factory and other core propositions
  • Oversee the creation, and be a key member of the team, delivering presentations and supporting bid material in accordance with client and CC timescales
  • Engage with the customer in a consultative approach, building trust and credibility into the solution and CC as a brand through the effective articulation of overall value, ROI, and all key benefits that support the client’s internal business case
  • establish and maintain relationships with key internal stakeholders : sales, proposition owners, service delivery, and other internal service providers
  • Maximise cohesive approach to solution creation for prospect / target client, through communication, guidance and steering of all stake holders to ensure commercial risks and opportunities within the solution represent best value to CC and the client
  • Drive the commercial negotiation around the deal, identifying risks and mitigating these through customer dependencies and contractual assumptions
  • Work alongside the Sales Specialist and / or the Client Director to ensure internal review and approval processes and followed and used effectively
  • Ensure transparent handover to service delivery teams of contract, and other supporting information
  • What we offer?

  • Permanent contract
  • Attractive retribution package (fix and variable)
  • Company car
  • Health Insurance
  • Tickets restaurants
  • Offices in Madrid and Barcelona
  • Flexible working hours
  • Dynamic work environment in a brand-new team with high challenges
  • What will be expected from you?

  • Building up a trustful relation to key decision makers an influencer at customers and internally
  • Ability to articulate Computacenter value propositions against customer issues and thus winning deals that are commercially viable
  • High quality and accuracy of the solution design, compliant to customer requirements as much as possible
  • Accurate documentation of the solution design, updated in a timely manner and stored centrally
  • Commitments, Risks and Dependencies are documented and communicated effectively
  • BAFO submissions have been assured locally and approved by the relevant ISP’s prior to Pricing Review
  • Understand and adhere to policies and procedures
  • Pre-Requisites :

  • Native Spanish and intermediate level of English is required
  • Experience in project management disciplines
  • ITIL Foundation Level accreditation in Service Management
  • Advanced academic background, preferably to good degree level or equivalent
  • Basic Knowledge of Microsoft Applications
  • Good working knowledge of relevant commercial tools and systems e.g. cost & pricing tools, maintenance & logistics, resource planning and project planning.
  • Experience of sales processes including bidding, deal structures, negotiations and closures
  • Understanding of contracts and service contract structures for clients and external partners
  • Excellent understanding of Computacenter market strategy and portfolio as well as in depth understanding of end-to-end infrastructure managed services, ideally with a shared services component
  • Key Skills :

  • Excellent presentation and communication skills, with the ability to present at large internal and external audiences
  • Proven ability to build relationships and communicate effectively at all levels and to influence sales team and customer through sound and well-structured thought processes supported where necessary with articulate and concise written work
  • Ability to analyse situations and make decisions based on limited information and prioritise effectively
  • Ability to work under pressure and to prioritise own workload
  • Good Administrative experience, attention to detail and accuracy
  • Good interpersonal, literacy and numeracy skills and ability to build relationships
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