Presales Consultant

Job Function: Software & Cloud Services The role:
As a Presales Consultant for Digital Workplace, you will play a crucial role in collaborating with our sales team and clients to understand their requirements, scope, and size opportunities effectively. Your primary responsibilities will revolve around providing technical support and translating customer requirements into tailored solutions to meet client needs, identifying opportunities for cross-selling and upselling, defining margins in alignment with both sales and delivery teams, drafting statements of work, and curating a repository of solution collaterals.

**Scoping and Sizing Opportunities**
- Collaborate closely with the sales team and clients to comprehensively assess requirements, objectives, and constraints.
- Utilize analytical skills to scope and size opportunities effectively, ensuring alignment with client expectations and organizational capabilities.

**Solution Design and Proposal Development**
- Design customized solutions that align with client requirements, leveraging your expertise and knowledge of our service offerings.
- Define margins for proposed solutions in coordination with the sales and delivery teams, ensuring profitability while meeting client expectations.
- Draft clear and comprehensive statements of work (SOWs) that outline project deliverables, timelines, and terms of engagement.

**Creation and Maintenance of Solution Collaterals**
- Establish and maintain a repository of solution collaterals, including case studies, white papers, presentations, and other relevant materials.
- Collaborate with marketing teams to develop compelling sales collateral, presentations, and other materials to support the sales process.

**Market Research and Insights**
- Stay updated on industry trends, competitor offerings, and emerging technologies to provide valuable insights and enhance our solution offerings.

**Sales Support and Collaboration**
- Provide guidance and support to the sales team throughout the sales cycle, from initial discovery to solution design and proposal development.
- Proactively identify opportunities for cross-selling or upselling additional products or services to existing clients.
- Participate in strategic planning sessions to contribute insights and recommendations for business growth and expansion into new markets or service areas.

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What we need to see from you:
**Required Skills**:

- 3-5+ years of technical support experience in a SaaS-based environment
- Essential knowledge of collaboration platforms, document management, VDI, unified communications, enterprise mobility.
- Deep understanding of company solutions, integration with other tech, displaying benefits to clients.
- Understanding of cloud computing, networking, security, data storage principles.
- Demonstrating integration with CRM, ERP, and other enterprise systems.
- Knowledge of security best practices, compliance standards like GDPR, HIPAA.
- Familiarity with user-centric design for intuitive experiences.
- Ability to tailor solutions to client needs.
- Understanding analytics capabilities for informed decision-making.
- Key Sales Competencies & Behaviors of Generating Opportunities, Understanding Client Needs, Developing Relationships, Delivering Value Propositions, Overcoming Objections, Teaching & Advising, Navigating the Deal, Managing Procurement, Negotiating to Close, and Growing the Client through the Company’s Competency Assessment.

**Preferred Qualifications**:
**Business Problem Solving via Technology**
- Demonstrated ability to understand and solve complex business problems using technology solutions.
- Proven track record of identifying and implementing innovative technological solutions to address client challenges effectively.

**Service Line Expertise**
- In-depth knowledge and expertise in technology service offerings, including but not limited to cloud computing, cybersecurity, data analytics, and digital transformation.
- Ability to assess client needs and recommend tailored service solutions that align with their objectives and requirements.

**Sales Acumen**
- Strong understanding of sales processes and techniques, with the ability to contribute effectively to the sales cycle from opportunity identification to closing.
- Proven ability to collaborate with sales teams, providing technical expertise and support to drive revenue growth and client acquisition.

**Strong Verbal & Written Communication**
- Ability to build well-structured proposals with clear and technical concepts and processes, while focusing on the value to the customer of the services.
- Demonstrated ability to build rapport and establish credibility with clients through effective communication, and presentation skills.

**Industry/Market Awareness**
- Comprehensive understanding of industry trends, market dynamics, and competitor offerings within the technology services sector.
- Ability to stay updated on emerging technologies and market developmen