Pre-sales Consultant
SG
The Position
We are searching for a Pre-sales Consultant, ideally in Malaysia to address the following parts of our portfolio:
SEEBURGER Business Integration solutions, including MFT, B2B/EDI, MFT, API Management, etc., delivered on-premise, hybrid or as cloud.
The Pre-sales Solution Architect needs to have a sound understanding of business drivers and use cases for B2B, MFT, BPM, SOA, API Integration and API Management, Digital Applications, EAI including SAP integration, Cloud, and EDI processing and translation.
The candidate will be responsible for developing and supporting the sales process for our market segments including our Alliances Team, to help drive software license and services sales in Asia, however also globally when applicable, through alliances and business partners. The candidate engages in account transactions based on technical expertise required in specific deals/programs leveraging specialized knowledge base across multiple accounts. Focuses on the area of technical expertise, e.g., specific products/areas within SEEBURGER’s target industries and market segments. Responsible for technical consulting work with channel partners in selling and supporting company solutions. Provides technical support in sales presentations, product demonstrations, and customer training.
Your Responsibilities and Tasks
Opportunity Evaluation
- Gathers and assesses customer needs, both business and technical
- Identifies potential problem areas that require a more in-depth review
- Determines probable competitors and compiles comparison analysis
- Assess product roll-out data and training needs for the customer
- You support the sales team in the sales process, mainly in technical aspects
- Assist with RFP inquiries
Solution Design and Planning
- Architects, a technical solution to meet the customer's business requirements
- Execute proof of concepts
- Creates an optimal solution that will fit current and future needs
- Ability to design a solution and the flexibility to shift gears when requirements change
- Determines the validity of a solution and its components
- Ensures that the solution architecture is scalable
Customer Management
- Maintains excellent communications with customer management
- Represents the company as a technical expert with customers; shares knowledge in the area of expertise and links to related technology areas
- Advances opportunities through the use of effective consultative selling techniques
- Partners effectively with others in the account to ensure problem resolution and customer satisfaction
- Communicates and articulates the details of solution design in an easy to understand manner
- Be perceived as a trusted advisor by customers and partners
Alliances Collaboration
- Actively supports the Alliances Team with solution advice, proposals, presentations, and other customer communications
- Cultivate relationships with the partner organizations and works in tandem with the Alliances Team on daily activities to support existing and new partnerships
General Pre-Sales tasks
- Analyze and provide support to deals in the pipeline where needed
- Effectively engage other departments and resources within SEEBURGER organization and partner organizations
- Identify overlooked opportunities suggested by technical expertise
- Facilitate a seamless transition from sales to implementation by informing the appropriate teams to the solution design
- Represents SEEBURGER at conferences, industry, and sales events
- Provide advanced technical presentations for customers, and prospects, remotely and in-person
Knowledge and Skills
Technical/Solution
- Demonstrates a broad knowledge of the company's technology & solutions, with deep expertise in the area of specialization and related technologies
- Applies broad understanding of technical innovations & trends to solving customer business problems
- Establishes thought leadership in technical specialty area with customers
- Demonstrated ability to work as the lead for large complex projects
- Has a high-level understanding of the company's product roadmaps
- Has demonstrated extensive hands-on level skills with similar technology
Business
- Creates solutions that address customer business requirements
- Persuasively communicates the value of the solution regarding financial return and impact on customer business goals
- Appropriately tailors communications to varying levels of customer management
Industry
- Extensive level of industry acumen; keeps current with trends and able to converse with clients
- Demonstrates strong communications skills within all levels of an organization (mid-level management to C-level)
- Leverages strong understanding of the competition - both positioning strategy and technology - to create a competitive advantage for the company
Experience
- Technical University or Bachelor's degree in Computer Science preferred
- Strong Technical Background
- 5 - 7 years + experience in middleware and related technologies
- Software development experience in Java/J2EE a plus
- Experience working on public cloud platforms: AWS/Azure/Google Cloud a plus
- Experience with integration software and services offered on-premise, hybrid or as a cloud solution service
- Ability to network, including setting up meetings with the practice and technology leaders for the IT areas, client partners, and business lines
- Experience in consultation delivery with enterprise software engagements
- Willing to work in an entrepreneurial environment with a global team
Standard benefits as per company policy and practices would be applicable for the position advertised