The Presales Associate Manager is responsible for leading the technical sales efforts and providing advanced expertise throughout the sales cycle. The primary objective is to understand customer business requirements, design and present tailored solutions, and demonstrate the technical capabilities of the company's products or services. The Senior Presales works closely with the sales team to develop proposals, conduct product demonstrations, deliver technical presentations, and address customer queries, ensuring alignment with their needs and business goals. This role also involves guiding junior presales staff, contributing to solution development, and building strong relationships with clients to support long-term business success.
Job Responsibilities:
Solution Design and Customization:
- Analyze customer requirements and translate them into tailored technical solutions that address their business needs.
- Work closely with the product, developer, and delivery teams to design and customize solutions that are scalable and fit customer requirements.
Technical Presentations and Demos:
- Lead product demonstrations and presentations, showcasing the value of the solution to the customer in a clear, compelling manner.
- Customize demos to address specific customer challenges and ensure the product's capabilities are aligned with customer expectations.
Sales Support:
- Collaborate with the sales team to develop and refine proposals, ensuring technical feasibility and accurate solution mapping.
- Participate in meetings with customers to understand their pain points and provide technical insights that can help drive the sales process forward.
RFP/RFI Responses:
- Lead or support in responding to Requests for Proposals (RFPs) and Requests for Information (RFIs), ensuring technical accuracy and alignment with customer requirements.
- Develop detailed technical documents, solution architecture, and proposals for customers.
Proof of Concept (PoC) Development:
- Manage or support the creation of Proof of Concepts (PoCs) or pilot projects to demonstrate the solution's effectiveness in a customer's environment.
- Gather customer feedback from PoCs to refine the solution and ensure it meets client expectations.
Customer Relationship Management:
- Build and maintain strong relationships with key technical decision-makers at client organizations.
- Serve as a trusted advisor, addressing any technical questions or concerns and offering insights that help guide the customer's decision-making process.
Technical Training and Knowledge Transfer:
- Provide technical training and guidance to the sales team, junior presales consultants, or other relevant stakeholders.
- Stay updated on industry trends, competitive products, and new technologies to enhance the team's capabilities and offerings.
Internal Collaboration:
- Work closely with the product management and engineering teams to communicate customer feedback and suggest improvements or new features based on market demand.
- Collaborate with post-sales teams to ensure a smooth transition from presales to implementation and support phases.
Market and Competitor Analysis:
- Monitor competitor solutions and trends to maintain a competitive edge in the market.
- Provide insights into customer feedback, market trends, and evolving needs to help shape the company's product strategy.
Sales Enablement:
- Contribute to the development of sales tools, resources, and assets that help the sales team effectively communicate the technical value of the solution.
- Assist in identifying cross-sell and upsell opportunities during customer engagements.
Years of Experience/Education/Job Knowledge:
- A bachelor's degree in a computer science or business-related field.
- 5-6 years experience in payment industry.
- Customer-Focused Solution Selling.
- Technical Expertise in Payment Technologies.
- Payment Solutions Expertise.
- Experience in Handling Complex Sales Cycles.
- Client-Facing Skills.
- Experience with Payment Infrastructure and Implementation.
