The role of a Presales Consultant holds a critical position of being the technical domain expert with in-depth knowledge in network infrastructure products and services. Presales Consultant works with the Sales Team to jointly engage, assesses requirements, design and recommend solutions for our customers in response to their requirements. Presales Consultant will also be tasked to validate recommended solutions with our customers via on-site pilot project and proof of concept engagements to ensure that the recommended solution effectively meets or exceeds our customers’ expectations. Presales Consultant joint engagement with Sales Team will often require them to make presentations on solutions and services that meet or predict their clients’ future needs. This role is measured on opportunity conversion rate and gross margin in the assigned solution area
Responsibilities include:
- Supports Sales Team from opportunity identification to closing of deal.
- Maps customer requirements to the offerings portfolio describing solution and scope of work to meet or exceed requirements
- Take lead and/or work as part of a team with other functional teams to review overall solution taking into consideration the deliverable aspects as well.
- Supports the Sales Team by providing views and input which is relevant to pricing considerations and provides the necessary technical proposal.
- Supports Account/Opportunity planning activities
- Jointly work with Sales Team in building opportunities / pipeline through consultative selling approach
- Positions and leverage solution portfolio of products and services to gain competitive advantage against competition. Promotes services as part of all opportunities where applicable.
- Supports technical representation in Bid Management and Review process.
- Review new vendors and technologies jointly with Business Development Team.
- Conducts training and briefing session on relevant solution to internal teams
Qualifications
- Relevant technical certifications
- 3+ year experience within the industry, preferably in presales role
- He/She should have the experiences and skillsets in some or all of the following areas
- Network infrastructure design
- Network performance & optimization (Netscaler, F5, Solarwind, ManageEngine)
- Wireless network (Cisco, Aruba, Huawei)
- VoIP (Cisco, Microsoft)
- Software Defined Network/WAN (Cisco, Cato)
- Network security, eg. NAC, firewall, SASE, IPS/IDS (Cisco, Aruba, Palo, Fortinet, CheckPoint)
- Experience in opportunity assessment, RFP processing and business development for large customer is preferred.
