Analyze Potential Markets Before Product Launch - Presales Consultants are responsible for analyzing market data to determine the ideal customer for a given product. This is one of their most important duties, as the success of their sales pitch depends largely on the accuracy of their analysis.
Craft Sales Pitches and materials for Sales Team - Presales Consultants use the data mentioned above, coupled with their sales expertise, to craft sales pitches for their sales team. This duty also involves presenting sales pitches to the decision makers of a given campaign.
Assist Sales Team in Qualifying Prospects - Presales Consultants help their sales team qualify leads by using their deep understanding of the product's ideal customer pain points. They may even have the initial phone or digital contact with leads.
Provide Product Knowledge Support to Sales Team - Presales Consultants know the given product better than anyone on the sales and marketing teams. This deep product knowledge is required to write a sales pitch and presentation materials that highlights the product's features & benefits and tailored to the customer.
Participate In Strategy Meetings With Marketing Team - Presales Consultants don't just work with the sales team. They are also responsible for attending and contributing to strategy meetings held by the marketing team. Their goal is to make sure their pitch is aligned with the marketing campaign.
Front-Office
Working closely with the sales team on proposals and pitches for business.
Attending meetings with business development managers and acting as a technical expert.
Putting together business cases for the sales teams to support their proposals.
Working closely and collaboratively with customers to devise effective solutions.
Ensuring that the company's product can deliver on the customer's requirements.
Working closely with customers to understand and capture requirements.
Replying to customers following requests for information and proposal requests.
Presenting proposals to customers alongside members of the sales team.
Providing ongoing support for customers post implementation.
Producing cost estimates for customers and ensuring the contract is profitable
Back-Office
Maintain and update information and knowledge on all aspects of solutions, products, and presales deliverables
Develop and maintain presentations and product value propositions templates, proposal templates, and marketing collaterals
Develop and maintain sales engagement tools such as price books, services estimations, hardware sizing, etc.
Build and maintain demo environments for solutions/products in focus
Develop and deliver training to internal sales and marketing team as well as business partners through face-to-face, webinar, or e-learning sessions
Assist in RFIs, RFPs, RFQs, etc. as well as technical follow-ups with customers and business partners
Gather and share market and competitive intelligence and news to sales, marketing, and product teams
Develop and maintain competitors profile, competitive battle cards, and SWOT matrix
Identify the key business changes in banking/financial industry and provide inputs to product team for building the product roadmap
Work closely with the product team in solution design and loop back market knowledge (including requests from customers, product gaps, and market trends) into the product roadmap
Contribute to the development of content for white papers and other publications
Assist in the preparation of materials and content for marketing initiatives such as roadshows, conferences, company events, etc.
Job Requirements
Candidate must possess at least Bachelor's Degree/Post Graduate Diploma/Professional Degree in Computer Science/Information Technology or equivalent.
At least 5 Year(s) of working experience in the related field is required for this position.
Preferably Senior Executive specialized in IT/Computer - Software or equivalent.
Knowledge in Banking Industry
Previous experience working within a technical pre-sale's capacity.
Must be a subject matter expert with extensive software systems experience, preferably in the payments and banking industry
An ability to communicate technical information to non-technical staff in a way that is easy to understand
Previous experience working for a competitor in a similar position would be a strong advantage
