Senior Presales Consultant

Job Description

RESPONSIBILITIES AND DUTIES

Core Presales Functions:

• Analyze customer technical and business requirements through direct engagement, identifying needs across domestic and international markets, with a focus on APAC and Middle East regions.
• Design tailored IT solutions, developing proposals with technical specifications, cost breakdowns (e.g., licenses, implementation, support), and value propositions.
• Conduct compelling product demonstrations and presentations for new leads/opportunities, up-sales, and cross-sales, targeting offshore and local clients (including Nepal), using tools like PowerPoint or Canva to create visually engaging pitch decks.
• Provide technical expertise during customer meetings and sales negotiations, addressing complex queries and aligning solutions with regional standards in APAC and Middle East markets.
• Build and maintain strong customer relationships, ensuring clarity and satisfaction throughout the presales process.
• Stay current on product features, emerging technologies, and industry trends to enhance solution offerings and demonstrations.

Business Development Support:

• Collaborate with sales teams to identify and qualify leads, assessing technical fit and potential for new opportunities, up-sales, and cross-sales across APAC, Middle East, and local Nepalese clients.
• Engage with prospective and existing customers from initial contact through to deal closure, tailoring demonstrations and interactions to cultural and regional expectations, particularly in APAC and Middle East markets.
• Optimize proposed solutions to meet both technical and business objectives, ensuring competitive differentiation for offshore and local opportunities.
• Assist in closing deals by addressing technical concerns, clarifying ROI, and providing post-sales support for successful implementation, focusing on Nepal and regional clients.
• Travel internationally as needed, primarily to APAC and Middle East regions, to conduct on-site demonstrations, workshops, or customer assessments for new and existing opportunities.

Monitoring & Reporting:

• Track presales opportunities, monitoring progress from lead qualification to proposal submission across new leads, up-sales, and cross-sales, identifying risks to closure.
• Prepare weekly/monthly reports on customer interactions, demonstration outcomes, and proposal statuses for sales and management review, with insights from APAC and Middle East engagements.
• Analyze presales performance metrics (e.g., conversion rates, customer feedback) to refine approaches and improve effectiveness in targeted regions.

Professional Development:

• Mentor junior presales consultants, sharing best practices for solution design, product demonstrations, and customer engagement in APAC, Middle East, and Nepal contexts.
• Collaborate with sales, marketing, and product teams to align presales efforts with broader company goals, focusing on regional priorities.
• Provide strategic input to management based on customer insights and market trends from APAC and Middle East, enhancing product positioning and sales strategies.
• Stay informed on competitor offerings and industry developments in APAC and Middle East regions to strengthen solution pitches and maintain a competitive edge.
  
  

JOB SPECIFICATION

Education:

• Bachelor’s Degree in Computer Science, IT, or a related technical field required; Master’s degree preferred.

Experience:

• Minimum 7 years in presales, technical sales, or a related role, with at least 3 years in corporate IT environments.
• Proven experience delivering product demonstrations and technical solutions for new leads, up-sales, and cross-sales, preferably in APAC and Middle East markets, including offshore and local clients (e.g., Nepal).

Skills & Competencies:

• Deep technical knowledge of IT products and services, with the ability to demonstrate solutions effectively to diverse audiences for new opportunities and existing client up-sales/cross-sales.
• Exceptional communication and presentation skills, adept at engaging technical and non-technical stakeholders across cultures, particularly in APAC and Middle East regions.
• Expertise in creating tailored pitch decks and proposals using tools like PowerPoint, Canva, or similar platforms, customized for Nepal and regional markets.
• Strong customer-centric approach, with skills in needs analysis, solution design, and relationship building for offshore and local clients.
• Adaptability to regional market dynamics (e.g., regulations, technical standards) and cultural nuances, with a focus on APAC, Middle East, and Nepal.
• Analytical ability to assess competitor offerings and position solutions effectively in targeted regions.
• Collaborative team player with proven mentorship experience in diverse settings, including offshore engagements.
• Knowledge and understanding of the BFSI (Banking, Financial Services, and Insurance) segment, along with CRM (Customer Relationship Management), BPM (Business Process Management), and DMS (Document Management Systems) based solutions, will be a valuable addition.