Head of Presales, EMEA
Salary: £80-100,000 + Bonus + Benefits.
Sector: Artificial Intelligence, Analytics, Robotic Process Automation, RPA, Natural Language, Machine Learning, Consulting, Systems Integration, BPaaS
Our client is a software vendor, ISV, consultancy and systems integrator. They pride themselves on helping organizations expedite business decisions, automate processes, draw insights and deliver delightful user experiences. Operating internationally covering 4 continents and with primary offices in 8 countries in the UK, USA, Middle East and Asia.
With multiple industry analyst awards such as IDC Digital Disruptor and Forrester Wave recognition they have created a great deal of Consultancy / Commentator / Analyst excitement and interest in the last 2 years.
In the UK they are just at start up mode and this represents a truly excellent and unusual career opportunity to join a business at early stages that is about to launch a major growth phase in Europe.
- Artificial Intelligence
- Robotic Process Automation (RPA)
- Natural Language
- Machine Learning
- Systems Integration
- 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
- Build technical relationship with prospects or existing customers
- 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 fulfill 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.”
- Opportunistically pursue additional business development opportunities.
- Collaborate with sales to ensure these opportunities are effectively covered and advanced
- Monitor customer support for technical solutions proposed throughout the sales process, and alerts the sales and account teams to potential risks of deal closure
- Organizational skills
- Leadership and decision-making skills
- Project documentation and status reporting
- Planning for project implementations and adherence to timelines
- Strategic orientation combined with operational strength / task orientation
- Consultative approach and ability to build long-term relationships
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