Sales
IT Pre-Sales Consultant Permanent
The Pre-Sales Consultant supports internal Sales Teams and Strategic Partners by providing solution proposals, cost quotes, customer workshops and design documentation for service offerings across the company product portfolio. An objective for a Pre-Sales Consultant is to become a Subject Matter Expert in at least 2 of the product areas within the company portfolio and have a general good technical understanding of all other service offerings. This role focuses on the IT Service Solutions provided by company.
The Pre-Sales Consultant add value to the Sales team throughout the sales engagement process and to increase the win rate on new Cloud and on-premise Infrastructure Solutions. To add value to individual customer engagements through consultation, to demonstrate capability, maximise the sales opportunity and to ensure deliverable solutions are sold and specifications in equipment and time are accurate.
Experience
- Minimum of 5 years within IT, with experience designing and implementing solutions.
- Industry aligned technical qualifications covering core products & services.
- Knowledge of Cloud services, including IaaS and SaaS solutions.
- An awareness of current IT trends, and an appetite to maintain.
Technology Skillset
- An in depth understanding of infrastructure delivery models covering Public, Private, and Hybrid cloud.
- Infrastructure solution design, specification, and integration.
- Virtualisation experience covering VMware and Microsoft Hyper-V technologies.
- Understanding of design principles associated with enterprise storage solutions, EMC experience preferred.
- Familiarity with Microsoft’s portfolio of products and services including Windows Server, Microsoft Exchange, Office 365, SQL Server, Skype for Business, and Microsoft Azure.
- Remote Desktop offerings including Microsoft RDS and Citrix XenApp / XenDesktop
- Solid understanding of security principles including Firewalls, and threat management / mitigation
- Enterprise backup and disaster recovery experience (Veeam, Carbonite EVault, Zerto, VMware SRM)
Key Responsibilities
- Opportunity Qualification – Ensure opportunities presented by Sales/Partners are well qualified and fit our technical capabilities. Be prepared to push-back or no-bid opportunities that are not appropriate or stray too far from our core competencies / strengths.
- Supporting the Direct Sale – Attend joint visits with Sales to consult on solutions to meet the customer requirement, including where required a blend of on-premise solutions and / or a comparison of Cloud vs. On Premise solutions. Be seen as the ‘trusted advisor’ and ‘subject matter expert’ early-on in the customer engagement
- Supporting ITT / RFP Responses – Support request for proposal (RFP) engagements through interpretation and extraction of requirements, and the delivery of technical content in response. This may involve the delivery of presentations to prospective clients.
- Review Sales Proposals – Review and approve Sales Proposals and be accountable for the accuracy of solutions presented by the sales teams.
- Cost Quotes – Assist Sales in providing indicative or final pricing for solutions being proposed.
- Technical Documentation – Provide input during the creation of sales proposals through articulation of the technical solution, and support with right sizing, specification, and equipment requirements.
- Solution Handover – Support the transition of the Sales Process into delivery (where necessary) through the handover of technical solutions into the Projects / Service Desk functions.
- Sales and Marketing Support – Support marketing and lead generation directives including event presentations, the creation of website content such as blog posts, and provide technical input to customer case studies / whitepapers. Be willing to provide ad hoc and structured training around company services/solutions to sales personnel in support of the sales process.
Key Competencies
- Responsiveness
- To respond to all Pre-Sales requests in a timely, accurate, and efficient manner.
- Technical Capability
- Experience of the IT Services technology areas from within the company product portfolio.
- Technical awareness of other technology areas across the wider company portfolio (Unified Comms, Network, Cloud, Office 365, Security).
- Customer Presentations
- Able to structure and run customer-facing requirements gathering and design workshops in a professional and engaging manner.
- Technical Documentation
- Able to produce comprehensive and detailed solution design documentation for review and approval both internally and by the customer.
- Product Development
- To be willing to undertake delegated activity relating to Product and Service Catalogue development.
- Influencing and Negotiating
- Able to present solutions and designs in a convincing way, gaining commitment and support.
- Influences others and is able to change opinions and influence the outcome of decisions.
- Strong persuasive skills and the ability to share a common goal, gaining buy in and commitment from peers and management across the business.
- Establish personal credibility based upon demonstrable added value within the area of specialism.
- Business Partnering
- Able to develop and maintain effective relationships with stakeholders within the business at all levels
- Planning & Organisation
- Plans ahead and establishes appropriate courses of action to achieve objectives.
- Monitors performance against targets and determines appropriate actions to ensure the necessary corrective action is taken.
- Is well organised and able to multi task effectively.
- Ensures deadlines are met and requests for information/support are provided within the agreed timescales.
- Prioritises effectively to ensure work is completed on time.
- Responsive and follows through on agreed actions.
- Administration is accurate and completed in a timely manner.
- Personal Motivation
- Demonstrates a passion for excellence, setting high standards for self and others.
- Proactively looks for opportunities to make improvements to enhance personal & team effectiveness.
- Has a strong personal credibility for their area of specialism
- Adaptability and Flexibility
- Able to refocus and adapt own style to achieve goals.
- Is comfortable operating within an environment of changing priorities and is able to remain focused on continual improvement.
- Responds well to changing priorities and demonstrates personal involvement in new activities.
- Embraces change to maximise organisational effectiveness
Now is an exciting time to be working with our client as they are working with new technologies, new markets and new solutions driving them forward.
If this sounds like the right role for you, please forward your CV to us at jobs@360recruitment.net, where a Specialist Consultant will be in contact with you immediately.