Pre Sales Consultants

  • Job Reference: 00000019-1
  • Date Posted: 6 November 2017
  • Location: London
  • Salary: On Application
  • Sector: Consultants, Sales
  • Job Type: Permanent
  • Work Hours: Full Time

Job Description

BUSINESS COMMUNITY ENVIRONMENT:

The +PreSales Community deals with everything that concerns in the company.

The primary purpose of the +PreSales Community is the prospect customer consulting practice of makepositive and is primarily responsible for capturing initial requirements, creating and delivering prospect demonstrations and documenting solution scope to our prospects in the form of proposals and statements of work.  The +PreSales Community is responsible for all aspects of the presales process including: new proposition definition, requirements discovery, scope of work definition, solution estimation in co-operation with +Services, documentation of business and technical requirements, customer demonstrations, pre-sales and proposal governance and overall ensuring that the pre-sales process is followed. Most importantly the +PreSales Community must interact closely with the +Sales and +Services communities to ensure a smooth transition from pre to post sale delivery.

The +PreSales Community is also responsible for maintaining our RFP responses and the completion of RFIs and RFPs within customer timeframes.

ROLE PURPOSE:

The role of the Pre Sales Consultant is to work closely with selected Sales Executives to support the sales cycle and successfully deliver demonstrations and solutions to win new business. They are responsible for following the pre-sales process and ensuring their solutions are validated with the +Services team in terms of the solution design, scope of work, assumptions, commercial model and agreeing the effort to implement.

The Pre Sales Consultant will support the Sales Executive in client meetings, and while expected to be the technical expert, can also call upon other internal resources to support them in their role who may have specific technical or industry experience.

The Pre Sales Consultant’s performance will be measured on a combination of factors including the total value of opportunities won that they have supported, their overall win:loss ratio, accuracy of project estimates and customer satisfaction scores.

KEY RESPONSIBILITIES/ACCOUNTABILITIES:

  • Take ownership for one or more vertical markets to research, scope, implement and deliver demonstrations using our standard demo org
  • Understanding business requirements and translating these into technical solutions based on the chosen platform.  For example, Salesforce.com, ExactTarget, Heroku or AWS
  • Understand our core service and solution propositions and be able to identify the most appropriate proposition(s) to suit a customer’s requirements
  • Identify potential new accelerators and revisions to our existing products and accelerators to contribute to our technical asset library
  • Provide Pre-Sales support for multiple vertical markets to undertake project discovery, capture requirements, identify risks, document assumptions, deliver architecture designs, estimate effort and author a scope of work for proposals
  • Contribute to, and review, Sales Proposals to author and validate the accuracy, scope, assumptions and effort.
  • Gain Services acceptance of the proposed solution and any work estimates to ensure the +Services community accept the responsibility for delivery.
  • Own the completion of responses to RFI and RFP requests and the management of reusable materials.
  • Participate in the sales cycle including but not limited to ensuring technical pre sales resource requests are raised and delivered on time.
  • Proactively support relationships with customers and partners.
  • Identify advantages and provide comparisons on the organisation’s products and/or services.
  • Participate in trade shows and conventions pertinent to the growth of the Salesforce Services business.
  • Identify any issues or risks relevant to your role and communicate these to the Head of Pre Sales and other relevant parties at the earliest opportunity with suggested solutions or mitigating actions.
  • Participate and contribute towards knowledge sharing including but not limited to Brainaries, social media, User Group presentations and blogging.
  • Communicate and collaborate with the other members of your community wherever possible to ensure that the +Sales community works as a unified team.
  • Lead by example by adhering to company financial policies regarding time and expense submission and (but not limited to), punctuality, dress code, time and expense submissions, and notification of whereabouts, annual leave and absence.
  • Keep abreast of salesforce.com and other appropriate technology advancements, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent media and literature, and consulting with +Products and +Services communities as appropriate.
  • Display initiative, self-motivation and deliver high quality work while at the same time, meeting all deadlines for both internal and external customers.
  • Maintain certifications and keep up to date with Salesforce.com releases and new features to leverage the latest technology while understanding their current strengths and weaknesses.
  • Be proactive with time management and prioritise where necessary.
  • Lead by example by adhering to company financial policies regarding time and expense submission and (but not limited to), punctuality, dress code, time and expense submissions, and notification of whereabouts, annual leave and absence.
  • Always comply with makepositive’s standard Ways of Working for a technical resource
  • At all times work in a manner that champions the organisational values and identify opportunities to add value to solution delivery whenever possible
  • Actively participate in the annual review process by:
  • Collaborating with your line manager in setting personal objectives that strive to achieve organisational goals, progress career aspirations and address development points
  • Collecting evidence throughout the year to support achievement of both your organisational role and personal objectives
  • Objectively appraising your own performance at the end of the review year through a process of self-evaluation
  • Lead by example by adhering to company financial policies regarding time and expense submission and (but not limited to), punctuality, dress code, time and expense submissions, and notification of whereabouts, annual leave and absence
  • Have fun

KEY CAPABILITIES:

Required Capabilities

 

  • Strong presentation and documentation skills, ability to produce customer facing deliverables
  • A strong level of technical experience and interpersonal skills to be able to work effectively with commercial staff, Salesforce contacts, and third party suppliers as well as makepositive peers
  • Good understanding of high level system integration in order to undertake appropriate discovery and define a solution architecture
  • Knowledge and experience within a variety of industries, with experience and/or understanding of three or more of the following Salesforce clouds: Sales Cloud, Service Cloud, App Cloud, Analytics Cloud, Communities Cloud and Marketing Cloud.
  • Good stakeholder management experience up to C level
  • Must be willing to travel to client site whenever required
  • Excellent communication and inter personnel skills
  • Excellent written/verbal communication skills, with a demonstrated ability to network and build rapport with clients and third parties and develop this into long lasting and profitable relationships.
  • Well practiced in facilitating meetings between prospects, customers and business partners
  • Self–motivating, team-player, exhibiting people management skills & techniques, and able to work with minimal supervision.
  • Good planning and organisational skills with a demonstrated ability to work calmly under pressure, to think and act creatively.
  • Ability to think strategically while maintaining focus on results and execution.
  • Strong IT, budget and proposal writing skills,
  • Working knowledge of related enterprise applications, relational database and web technology.
  • Ability to work as part of a team to solve technical problems in varied political environments

Desired Capabilities

  • Web application development experience
  • Experience working with the following types of enterprise applications: CRM, CMS, ERP, CPQ, Portals, SSO, e-Commerce, ESB/SOA, BI
  • Hands on expertise to configure applications on the Force.com Platform
  • Good understanding of Internet technologies: firewalls, web servers, web proxy servers, etc.

CERTIFICATION REQUIREMENTS:

  • Salesforce Certified Developer (401)/APP builder
  • Salesforce Certified Administrator (201)

Desirable

Salesforce Certified Consultants (Service/Sales/Marketing)