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Presales Solutions Consultant
2 weeks ago
Overview
Presales Solutions Consultant role at iManage.
This role involves working with the global presales team to handle the technical and architectural elements of the sales cycle, collaborating with Product Management, Engineering, Cloud Operations, Professional Services, Sales and Marketing, Information Security, Channel Management, and Support.
Responsibilities
Partner with the iManage Sales team (and iManage partners) to drive sales opportunities forward from a technology and solution fit perspective.
Understand customer and prospect requirements, challenges, and pain-points through consultative discovery engagements, meetings, and workshops.
Propose, pitch, present, and demonstrate solution options and associated value propositions (aligned to discovery findings) from iManage's product portfolio, platform capability, and technology partner ecosystem.
Respond to key technical and solution deliverables of the sales cycle, including RFPs, RFIs, and cloud/security/compliance questionnaires.
Support customer and prospect evaluation processes via establishing, executing, and supporting solution trials and proof-of-concepts.
Engage with presales counterparts at iManage partners to keep our partner ecosystem abreast of latest iManage capability, solutions, and innovation.
Engage with technical and business stakeholders at customers/prospects to ensure technical and solution fit.
Attend and demonstrate iManage solutions at field events, such as conferences and trade shows.
Contribute to product roadmap with new ideas and market feedback.
Collaborate effectively with teams across Australia, with occasional travel within Australia and to New Zealand.
Qualifications
Previous presales experience in a technology, software, or SaaS/cloud company.
Track record of partnering with sales teams to deliver impactful product demos, solution designs, and RFP responses.
Excellent communication and presentation skills, with the ability to influence diverse audiences from lawyers to CIOs.
Proven ability to translate complex technical features into compelling business value.
Genuine hunger for learning new skills, concepts, and technologies and applying that knowledge to solve business problems with innovative solutions.
Strong grasp of SaaS architecture and integration, enabling consultative conversations with both business and IT stakeholders.
Broad technical background in areas such as M365, Azure, AI, coding/scripting, databases, operating system administration, integration, workflow, enterprise software configuration and deployment, etc.
Bonus Points If I Have
Worked in a law firm (IT or innovation teams), for a legal technology provider, or a SaaS/cloud provider.
Exposure to Demo2Win or similar presales pitch and demonstration methodologies.
Experience with technology solutions such as Enterprise Content Management (ECM), Document/Email Management (DMS), Records Management (RM/EDRMS), Knowledge Management (KM), Information Governance and Security, Automation, Business Process and Workflow, Artificial Intelligence (AI), Machine Learning, or Practice Management Solutions (PMS).
Working knowledge of iManage solutions whether from perspective of end user, implementer, or administrator.
Understanding of the business challenges/drivers and technology landscape within verticals such as Legal, Accounting, Financial Services, Insurance, Government, or corporate legal departments.
About iManage
iManage is dedicated to Making Knowledge Work.
Our intelligent, cloud-enabled, and secure platform is trusted by 4,100+ customers and 430,000 users worldwide, managing over 11 billion documents and 11 petabytes of data.
We empower professionals across 65+ countries to unlock the full potential of their business content and communications.
iManage provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
Learn more at: | Privacy: privacy-policy/
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