Job Title: Senior Pre-Sales Consultant to cover Southern EMEALocation: Madrid, Spain or Lisbon, PortugalReports To: Director, Global Pre-Sales
This role is a great opportunity for a Telecom, industry and application experienced specialist to join the Pre-Sales team within our evolving and exciting client's organization. You will deal with many large and interesting Communications providers, working on challenging and innovative solutions.
As an active part of the team, the Senior Pre-Sales Consultant will take joint responsibility for closing successful deals by facilitating solution requirements and fit, along with product and solutions demonstration. Your activities will include taking ownership of client relationships to present and coordinate the responses on all aspects of the Technical engagement, including creation and supporting of Proof of Concept (PoC) projects.
The most critical aspect of this position will be the ability to connect business value to the technical function based on a solid understanding of our product features and business benefits. Support ongoing evolution of market messaging, sales processes and product positioning.
The successful candidate will
Support the Sales cycle for Technical and Solution based activities
Take ownership of and drive the technical aspects of, the opportunity, solution proposal and relationship with the prospective client.
Participate in detailed discussions with client business managers
Analysis of client objectives with regard to product feasibility
Analysis of product development demands
Product demonstrations at different points of the sales process, incorporating modifications of a planned nature and adapting on-going demonstrations to customer requests
Conducting pre-sales scoping studies and workshops
Drive and manage all stages of proposals and RFx responses
Requirements gathering and documentation
Business process analysis and re-design
Aiding with technical integration issues with existing systems e.g. customer care, mediation, financial
Providing on-site consultancy and operational support to client’s business operations
Creation and delivery of presentations
Involvement in account planning and delivery
Providing first-line response to prospects' functional and technical issues
Generation of detailed functional and technical solutions to customers' needs
Assist in sales and marketing events, including opportunities to represent the company at industry events
Confidently present industry and domain focused expertise and convey understanding and professionalism to prospective clients
Demonstrate business benefits using our client's application portfolio.
Provide estimations for pre-sales deliverables and deliver to those estimates.
Extensive experience in OSS/BSS software product presales and/or solution architecture
Detailed product knowledge in at least one of the following applications: CPQ, Order Capture, and Catalogue.
Experience in multi-product solution delivering and selling within the Communications sector.
Excellent customer-facing skills e.g. confident, articulate, calm under pressure
Mature, credible with good presence
Empathy for the business drivers of the client
Analytical problem-solving ability
Prepared to travel extensively and internationally (approx. 50% of the time)
Proactively research prospects and related information for meetings in order to anticipate questions and likely issues / obstacles, brief the sales team and provide ideas for sales positioning.
Be able to deliver effective demos both in person and by audio/web conference.
Proven experience working from a home based virtual office and being an effective contributor in a distributed team with minimal supervision
Working knowledge of Telecom industry standards and practices
Ability to understand, explain and position business and technical issues related to Client’s proposed solution
Ability to execute to a plan and demonstrate dependability and ownership
Ability to prioritise opportunities and tasks
Proven experience with Bid Management and demonstrated knowledge of Account Planning
Proven experience writing proposals, whitepapers and RFP responses
Fluent in English, both oral and written, plus one additional language
Architectural experience across the BSS/OSS Telecoms domain
Detailed product knowledge in at least one of the following applications: Order Management, Provisioning and Fulfilment
Knowledge of the Agile project methodology
Business level proficiency in an additional major regional language a plus (French, Arabic and Spanish, advantage)