Senior Presales
INTERSEC Group, France
Job Description
We are looking for a high-performing and ambitious presales with a proven experience and a passion for selling technology solutions to senior executives.
Within the Sales team, you will be based in Paris and reporting to the Chief Revenue Officer.
As a customer-focused technical sales professional you will participate in the pre-sales efforts in EUROPE/MEA regions by creating opportunities and partnering with the Sales Manager (based in Paris) to build a customer-centric sales value proposition.
To be successful in this role you must be comfortable managing multiple campaigns, while serving as the central point of technical contact for the customers, as well as the first go-to technical referent for Intersec’s sales team.
Requirements
As a presales, your goal is to establish a trusted relationship and strong understanding of the customer’s business, translating business needs into technical requirement and developing and presenting a technical vision, business case and physical solution specifically modeled for the customer.
As a presales, you will own the technical customer relationship and leverages strong technical and interpersonal skills to lead technical discussions and apply advanced subject matter expertise, providing guidance on current market landscape, challenges and the telco industry trends.
Responsibilities as a Presales
- The presales is working as partner with the Sales Manager to define the business account plan
- Support opportunity prospecting by proactively generating leads through your deep understanding of product capabilities to address business issues and provide business value.
- Develop deep understanding of the customer business, industry drivers, major transformational factors and resulting business requirements to align Intersec solutions to address the customer’s requirements.
- Support and lead large scale enterprise transactions as a Sales Engineer by using industry knowledge and understanding to move deals forward.
- Manage the technical response to the response to RFI/RFP/RFQ including products, solutions, software and services.
- Take the lead on moving deals through the sales process by knowing how and when to engage the appropriate Intersec and partner resources, tools and programs to accelerate the sales process and reduce the time to technical close
- Define solution options and articulate benefits and ROI, effectively highlighting technological advantages and disadvantages from the customer’s perspective
- Build with the customer a compelling business-case based on Intersec use-cases portfolio, and present it to the C-Level Executives.
- Lead, Manage and optionally run PoC (Proof of Concept), value-based workshops and presentations of Intersec solutions to customers, including white-boarding and presentation of technical material
- Be the customer advocate and liaison for product management and development
- Work with multiple stakeholders in different functions such as Product Manager, Solution Architects and Marketing to illustrate use cases where Intersec can add value. This requires strong account management capability as well as a passion and enthusiasm for introducing disruptive technology.
- Communicate and commit to internal technology and solutions roadmaps and NDAs, to help spur conversations around innovation.
- Understand ecosystem of solution providers and ISVs likely to positively influence customer decisions
- Provide proactive support to customers and prospects to ensure their successful adoption of the technology
- Participate as a speaker in key company events and other marketing related activity.
Who we’re looking for :
- Seasoned presales professional able to open new accounts through outstanding pre-sales activities
- Profound understanding of various licenses of business models (subscription, SaaS, term-licensed)
- Experience in selling in Telco environment (Core Network equipment, CRM, VAS Platform)
- Trusted advisor, selling on C level in B2C and B2B markets
- Knowledge of GSM/UMTS/LTE architectures and 3GPP standard protocols
- Knowledge of Big data infrastructures, cloud solutions, virtualization technologies, IP routing and TCP
- Business case focus : able to drive a business case, build a value proposition
- Ability to sell a commercial proposal to both technical and non-technical teams
- Strong skills on selling on value proposition and customer benefits
- Knowledge of CRM software (Salesf