Pre-Sales Engineer

The Pre-Sales Engineer is an expert in our client’s products who can match customer needs with their available solutions to help close deals more quickly. The role requires actively understanding customer needs, developing an initial view of how the solution should be adapted to meet those needs, and determining how their products can be positioned to emphasize differentiators and advantages. The Pre-Sales Engineer acts as a subject matter expert in meetings with prospects/customers, demonstrating the products and answering questions to ensure that our client understands the customers’ problems and the customer understands how our client can solve them and the benefits they offer.

The Pre-Sales Engineer is also often the first point of contact for demonstrating our client’s products to the customer and needs to have excellent product knowledge and great presentation skills. They will often tailor the software solution before demonstrating it and answer any product or implementation questions.

Key Responsibilities:

- Planning and Product Knowledge

- Support pre-sales strategies to achieve sales targets and maintain deep expertise in their products, including customer needs, use cases, and benefits.

- Contribute to product development with market analysis and strategic insights while staying informed about software functionality, key features, and market relevance.

- Develop expertise in the technical aspects of the solution, keeping up-to-date with the product roadmap.

- Consulting, Solution Design, and Demo/Presentation

- Engage with customers to gather requirements, analyze needs, and design tailored solutions, including custom configurations.

- Deliver compelling presentations and demos that showcase our client’s capabilities and serve as the product expert in meetings.

- Provide customized training and support during product trials, addressing any gaps in customer requirements through configuration, integration, or development.

- Deal Support and Pipeline Management

- Contribute to proposals by clearly documenting customer needs and aligning their solutions.

- Support tender responses, collaborate with pre-sales teams to address non-functional questions, and accurately scope project implementations.

- Manage CRM data and ensure deals are qualified before investing pre-sales resources while maintaining up-to-date documentation.

- Revenue Performance

- Ensure that you are contributing to the closure of revenue as per the agreed performance KPIs.

- Demand Generation

- Support the demand generation function by assisting with marketing lead generation efforts as required.

- Marketing Support

- Work closely with Marketing and Product teams to share customer insights, refine communication strategies, and enhance value propositions.

- Provide timely post-event reports and conduct debriefs with internal stakeholders to optimize marketing and sales efforts.

Qualifications:

- A minimum of 5 years of commercial experience in business or software analysis, with at least 2 years in a senior role.

- Demonstrated experience in requirements gathering, analysis, pre-sales consulting, and preparing pre-sales documents.

- Proven experience analyzing the needs of prospective customers against an existing product set and providing advice on how solutions can be delivered using those products.

- Experience with ownership of the client relationship and front-line stakeholder engagement.

- Experience working within project teams in a software development context.

- Experience in market or product analysis for software products.

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