Head of Presales

2 weeks ago

Melbourne, Victoria, Australia FrankieOne Full time

As the Head of Presales, you will lead and manage a team of solution consultants to succeed in the development of comprehensive proposals, including solution architecture & pricing. You will engage with our largest and most strategic customers to assess and craft the technical fit, rollout and launch plan for Frankie from our earliest interactions.

You'll be supporting the sales team product positioning, evaluating customer environments and defining application requirements, performing product demonstrations, and winning the confidence of customer prospects.

You'll also conduct detailed technical discovery workshops and assess cultural, structural, security and business functions while translating these findings for a Frankie solution built for scale and flexibility. This design will include details on the customer portal workspaces, integration to partners, user management, authentication and settings required to ensure there are no technical barriers to user adoption of Frankie. You will be responsible for advising on integration implementations, including key production systems from the Frankie API to recommended KYC, AML and other 3rd party providers to meet customer needs. In this role you'll be strategically advising customers on how best to implement Frankie's single APIs and Developer tool kits.

Your ticket to success

  • You'll provide technical product capability expertise and positioning

  • You'll facilitate customer facing workshops and perform demonstrations over web conference and in live meetings

  • You'll lead and manage a team of pre sales engineers to develop and execute strategies to drive presales activities and maximise conversion rates

  • You'll win the confidence of colleagues and client prospects as an expert technical resource

  • You'll present detailed technical information and benefits of Frankie's platform to a wide array of customers, including line of business managers, developers, technical architects, and executives

  • You'll quickly grasp technical client requirements and articulate a matching solution architecture in writing (including RFI/RFP)

  • You'll assist in a secure setup of the customer's Frankie environment based on IT, governance, and technical requirements

  • You'll assist the sales teams to qualify prospects based on technical feasibility.

  • You'll monitor sales progress with CRM tools

  • You'll provide product, systems, and technical training to new and existing employees on an as needed basis

  • You'll work with sales, customer, and product teams to design and develop winning solutions, input into product development, and improve implementation

  • You'll understand detailed integration with other systems and apps, including identity management, eDiscovery, data loss prevention, other SaaS products, and internal systems

  • You'll provide leadership, mentorship, and coaching to team members to foster professional growth and development

  • Design, implement, and document a repeatable presales process that enables clear qualification, solution design, and handover across the customer lifecycle

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