Profile Name

Pre - Sales

Description Pre-sales can be a highly technical career requiring extensive a nd specialized knowledge of the company's products, customers and competitors. D ue to the nature of the job, most pre-sales positions require indepth experience and a proven record of success in sales. A bachelor's degree is generally requi red as well, in a field relevant to the specific company. A pre-sales position i n a financial services firm, for example, may require a business or finance degr ee, while a position in a software services firm may require a computer science or engineering degree.

Task done in company The main responsibilities of pre-sales employees revolve around creating awareness of the company's products, and working closely with p otential customers to determine how the company can best serve their unique need s. Customer service elements of the job include detailed, upfront phone support, pe rsonal product demonstrations, onsite audits of potential customers' current sol utions, responding to requests for information or pricing and preparing sales pa ckage proposals. Apart from personal customer service, pre-sales employees are also responsible f or creating a deeper product awareness in the marketplace than that achieved by the marketing department. Marketing responsibilities include performing demonstrations at trade shows and other events, publishing white papers and creating highlytechnical sales literat ure Works deals assigned to the sales team supported, prioritizing effort based on m aximizing total impact on team productivity and profit, or as directed by the sa les manager. Proactively scopes the technical solution required to address customer requirem ents, assesses customers met and unmet needs, and recommends solutions that optim ize value for both the customer and the firm. Secures input from all necessary solution stakeholders within the customer firm . Adapts solutions, as necessary, to ensure appropriate support. Coordinates closely with internal sales, sales support, and service resources t o align solution design with customers business requirements. Secures from customer technical staff commitments needed to ensure a deals techni cal close. Meets assigned targets for profitable sales growth in assigned product lines, ma rket areas, channel, or teams supported. Provides coaching and professional development to team-member sales associates i n order to enhance their product knowledge, technical acumen, and technical sale s skills. Opportunistically pursues additional business development opportunities within customer firms. Collaborates with sales to ensure these opportunities are effect ively covered and advanced. Monitors customer support for technical solutions proposed throughout the sales process, and alerts the sales and account teams to potential risks of deal closu re. Duties of all Pre-Sales personnel including the Pre-Sales Leader. a) icing. b) c) Production of responses to Requests for Information and Requests for Pr Development of Industry specific and technical whitepapers Work with Sales Personnel to provide product, business and technical kn

owledge in support of pre-sales activities. d) Liaison with Product Managers and Development to understand details of product direction and design and communicate information back to sales organizat ion. e) Responsible for staying abreast of product roadmap as well as understan ding the scenarios, features and functions within each of the products and how t hese are applied to address business and technical problems. This includes inter acting with Product Management and Development on an on-going basis to stay curr ent. f) Responsible for understanding business and technical problems addresse d by the products including key regulations, business drivers, evolving business needs, etc. g) Attendance at conferences and working with Subject Matter Experts, and research to stay on top of changes in business issues/requirements/regulations/T echnology and understand where the market is going. h) Responsible for staying current on competitive analyses and understandi ng differentiators between the company and its competitors. i) Responsible for preparing for meetings and tailoring communications t o address business needs of potential clients as part of the pre-sales process. j) Responsible for providing feedback from the market to Product Managem ent and Development regarding products including coordinating gaps between produ ct functionality and market/customer demands. k) Responsible for working with Product Management to develop and deliver training on business problems, products, and messages (classroom and OJT) for n ew pre-Sales team members. l) Coordinate requirements for proofs of concept with Product Management /Product Development m) In conjunction with Sales Personnel, develop and conduct transition brie fing - communicate commitments, expectations, customer organization, etc.

Skills required a) Able to communicate technical and business information to widely varied audiences b) Excellent interpersonal relationship building skills c) Ability to understand business processes and business problems d) Strong analytical skills e) Ability to understand data relationships and how data can be used to so lve business problems f) Ability to multi-task and be able to represent multiple subjects and p roducts g) Ability to understand and capture business and technical requirements h) Ability to develop a broad awareness of the client s technical architec ture and emerging technologies with enough knowledge to determine what is and is not possible. i) Knowledge of strategic, conceptual, consultative selling j) Ability to develop marketing messages Tools IBM presales advisor Ms office

Ms project Familiarity with Java, Networking, Web technologies and other tools. Imp. Course Subjects SPM Software engineering Company specific domain knowledge