Presales Technology Consultant

  • Gathers and assesses customer technical needs;
  • Identifies related needs (lead generation, opportunity expansion)
  • Identifies site-specific parameters and constraints that impact the solution
  • Identifies probable competition
  • Solicits inputs from other experts as required
  • Investigates and optimizes a solution’s fit to the requirements of an opportunity
  • Adapts solution design to new requirements
  • Establishes the validity of a solution and its components
  • Generates an implementation plan with timelines for the solution
  • Creates the appropriate test plan as required
  • Anticipates some of the potential challenges for the proposed project plan
  • Assists peers in area of expertise as needed
  • Maintains excellent communications with customers
  • Advances opportunities through the use of effective consultative selling techniques
  • Builds customer loyalty through being a trusted advisor
  • Partners effectively with others in the account to ensure problem resolution and customer satisfaction
  • Actively supports the account team with solution advice, proposals, presentations, and other customer communications
  • Engages appropriate additional technical resources as needed
  • Provides support to deals in the pipeline where needed
  • Contributions have some impact in assigned territory or Regional BU,
  • Contributes to the presales direction for the Country or some areas of a BU
  • Breadth of influence goes across the Presales and Sales organization within the Country and is sought, valued and used

Education and Experience Required:

  • Technical University or Bachelor’s degree preferred
  • Typically 3-5 years experience in technical selling
  • Technical and/or solution experience in industry

Knowledge and Skills Required:

  • company Portfolio knowledge
  • Demonstrates a basic knowledge of company solutions, including company Services
  • Demonstrates strong technical capabilities in assigned area of specialization
  • Understands data business center components and how IT is used to address business needs
  • Demonstrated ability to work as a contributing team member for large complex projects
  • Has a high level understanding of the company product roadmaps for BU’s within area of specialization
  • Has demonstrated hands-on level skills with some of the technology
  • Understands basic financial and accounting concepts
  • Understands customer value chain concepts
  • Understands basic business structures and processes in assigned area of responsibility
  • Demonstrates good questioning techniques and related communications skills
  • Strong technical selling skills

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