Purpose of the role

The Pre-Sales Solutions Consultant acts as a conduit between sales and delivery, translating customers business vision and strategy into solutions / services, and driving the technology evaluation part of the sales process. This role works as an integral member of the sales team, serving as the key technical advisor and advocate for our services / solutions during the sales process. As the technical face of the Sales team, the Presales Solution Consultant should be articulate, quick on their feet and comfortable interacting with potential customers the value of Impiger. A person who can establish & maintain strong relationships throughout the sales cycle, and who exudes a passion for understanding the needs of the customer and articulating the value of Impiger services and solutions meeting those needs.

Responsibilities

• Proactively scopes the technical and functional solution required to address customer/prospects requirements; assesses customer/prospect met and unmet needs; and recommends services / solutions that are competitively differentiating and that maximize value for both the customer and Impiger.
• Prepare and deliver high-impact, persuasive services / solutions demonstrations of Impiger as requested.
• Provides coaching and professional development to team member in order to enhance services / solution knowledge, technical acumen, and sales skills.
• Participate in trade-shows, user conferences, training, and sales seminars as required.
• Maintain a working, demonstration environment suitable for performing solution demonstrations.
• Maintain industry, market, and product knowledge, as well as, stay abreast of competitor’s products, technology and offerings. Further, maintain knowledge of appropriate technology evolution.
• Follow presales rules of engagement and provide activity reporting as required.
• Good written and oral communication skills.
• Attend meetings with potential clients to determine technical and business requirements and collate all necessary information prior to producing a solution.
• Work closely with the sales team on proposals and pitches for business.
• Compile business cases for the sales teams to support their proposals and provide technical support.
• Build custom demo and deliver proof of concepts.
• Create internal design configuration documentation including process diagrams with technical explanations.
• Work closely and collaboratively with customers to devise effective solutions.
• Provide ongoing support for customers post implementation.
• Produce detailed costings for customers and ensure the contract is profitable.

Key Responsibilities

• Understand client requirements in order to position the best solution for the maximum client value.
• Work closely with Sales team to create reassurance to clients and prospects in the sales cycle and requirements gathering process.
• Discusses solutions, gathers requirements, create presentations and documentation for key meetings.
• Build & deliver presentations in conjunction with Enterprise Sales team members detailing complex solutions in a professional and concise manner.
• Become an advocate of the Impiger process (full training provided), providing ongoing assistance to team in ensuring the sales framework is used to ensure ongoing success.
• Work with Impiger Solutions Team in order to capture best practices.

Teamwork

• Assist the sales team in the completion and submission of any tender or RFP documents.
• Responsibility for the planning of complex proposal or tender processes and the execution of key phases in a timely manner.
• Attend customer calls and meetings where required.
• Occasionally assist in qualification of inbound Enterprise leads for correct fit ahead of promoting these leads as opportunities.
• Use the RFP qualification process to plan out the required inputs from all team members.
• Be able to develop proposals and have confidence in presenting them.
• Understand the benefits of Social in B2B selling.

Skills & Requirements

• Bachelor degree plus 2-4 years of technical presales/ marketing experience in B2B or Enterprise segment.
• 4+ years’ experience in IT Industry.
• A valued team member, who upholds Impiger’s values and professional integrity at all times.
• Self-starter mentality who controls their own destiny.
• Inspirational presenter / story teller.
• Proven solid understanding of a Web, Mobile & Cloud implementations. Beneficial, but not essential.
• Experience of working within large manufacturing, logistics or government entities.