Reporting to the Head of Technical Sales, the Presales Manager is the expert on travel and expense and responsible for selling and designing a T & E solution to address prospective clients' business requirements and to work with the different commercial, marketing and account management teams to fulfil the commercial opportunities.
The Presales Manager collaborates with the Project Management team, Research & Development team, Product Management team and Sales teams to ensure proposed deals include technical solutions that accurately address customer needs and are appropriately supported by key customer decision-makers.
You will be responsible for presenting and selling the value proposition during the discovery phase as part of the overall sales strategy. Where relevant to identify key revenue-generating opportunities for products and services to customers either directly or through partners. Understand customer use cases and be able to demonstrate how the product addresses each of these cases. Proactively scopes the technical solution required to address customer requirements and assesses customers met and unmet needs and recommends solutions that optimise value for both the customer and the partner. Prepare and deliver clear and convincing proposals, presentations, and product demonstrations in both oral and written format to C level or Board level. To provide technical requirement specifications which meet customer requirements and translate these accurately to the project management team for implementation.
Provide technical requirement specifications which meet customer requirements and translate these accurately to the project management team for implementation. Where required to review technology/service offerings with internal and external parties as part of any evaluation or development process. Consult on best practices and provide recommendations. Attend customer visits, presentations and complete RFP/RFI's as required. Maintain an expert level of understanding of the travel and expense tool capabilities and features to position and demonstrate the product in a compelling and captivating manner. Develop and maintain continued product proficiency and competency levels by attending mandatory internal training webinar sessions as required. Serve as an individual contributor as well as team member regarding all technical evaluation and travel and expense sales activity.
Essential skills and experience:
Minimum of 4 years consecutive experience in a similar, pre-sales or consulting role within a SaaS or technology domain (specific travel and expense knowledge not required)
A stable record of achievement and technical solution expertise in a comparable presales role who is Tech Savvy.
Strong communicator that can engage and motivate people with demonstrated experience in making formal technical demonstrations/presentations to C-level management.
Experience in the construction of technical solutions for RFI, RFP, tenders, and quotation documents.
Experience in business-to-business sales and business development processes.
Experience in creative problem solving and technical objection handling capabilities