Pre-sales Solution Consultant

4 days ago

Sydney, Australia Clarivate Full time

Position Summary:
A mobile-tech solution is starting to make an impression globally with huge success in recent years in the Australian market. To increase the growth in the market, we are looking for a dedicated Presales Consultant, with experience in Higher Education and mobile apps. This position will support the Asia Pacific territory.

The Presales Consultant is responsible for providing presales support and/or consultancy to the sales team, prospects and existing customers throughout the sales cycle. This is a customer-facing role, and the Presales Consultant will frequently provide technical product demonstrations to customers and prospects, including C-level and other senior stakeholders and decision makers.

The Presales Consultant is expected to leverage his/her experience, industry knowledge and standing during presales stages and serve as an undisputed authority on product related issues and when communicating to prospects.

The Presales Consultant is also expected to represent the customers’ voice internally with product management and other stakeholders, and provide unsolicited product related feedback from prospects and customers.

Duties and Responsibilities:

- Serve as a Subject Matter Expert (SME) for campusM by working closely and collaboratively with Product Management, and be able to effectively communicate the value of campusM to customers
- Provide technical demonstrations of the product and build a vision of what the product can achieve for key stakeholders at the customer’s institution.
- Lead the functional and product related tracks of a sales campaign and control the outward facing messaging to prospects on these matters.
- Identify major product gaps and negotiate with product management to reconcile those requirements as required.
- Attend meetings with potential Clients to determine technical and business requirements and ensure that all necessary information is collated prior to producing a solution.
- Generate technical documents to support bid responses (RFI, RFP, ITT).
- Interface with the Professional Services team, articulating customer requirements, to ensure smooth transition from Sale to Delivery
- Support Business Development activities in territory through a variety of mediums including webinars, marketing events and campaigns.
- Uncover the unique product related and functional needs of the Asia Pacific market and communicate those back to product management.
- Keep up to date on the latest trends and developments in the Higher Education industry and understand the potential effects on prospects and existing customers.
- Approximately 50% travelling time in Asia Pacific required.

Ideal Qualifications:

- Experienced in designing and developing business solutions (preferably in the Higher Education environment)
- Knowledge in system integration technologies, protocols and standard (for example: APIs, JSON, XML)
- At least 2 years’ experience in enterprise IT pre-sales, or technical consultancy experience
- At least 2 years’ experience in the internet industry

Key Competencies:

- Strong communication and presentation skills, and an ability to confidently liaise with customers
- Solution oriented and passionate about helping customers solve their business problems
- A basic understanding of sales processes
- Ability to listen in order to assimilate client issues, needs and opportunities
- Solid time management and prioritization skills, as well as the ability to multi-task
- Maintain high level awareness and ability to demonstrate all aspects of the campusM service
- Manage multiple sales opportunities simultaneously
- Ability to understand technology to a reasonably detailed level
- Organized and methodical with excellent follow-up to ensure client expectations and deadlines are met
- Ability to accept project priorities, prioritize work tasks and work independently
- Demonstrated ability to work in a sales environment

It is the policy of Clarivate to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, pregnancy, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Clarivate will provide reasonable accommodations for qualified individuals with disabilities.

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