Pre-Sales Consultant

FUNCTION OF THE DEPARTMENT & MAIN PURPOSE OF THE JOB 

The Presales Consultant is responsible for helping both the Sales and Marketing team, drive them to find, win, and renew customers. 

They will work closely with the sales team and the potential customers to understand their needs, pain points, and goals. They then design and present tailored solutions that address those needs and demonstrate the value and benefits of the product or service. They will also handles any technical questions or objections that the customers might have, and helps them overcome any barriers to adoption or implementation. Additionally, a solutions consultant may provide training, documentation, and feedback to the customers, the sales team, marketing and  the product development team.

They will also acts as subject matter expert (SME) to help the service delivery team in ensuring customer requirements are delivered

DUTIES & RESPONSIBILITIES

Key Responsibilities:

• Conducting scoping of prospect requirements, understanding business challenges, paints points, business goals and objectives
• Presentation and demo of solutions and recommendations based on customers needs
• Understand existing customer challenges, recommend optimization and improvement roadmap
• Work closely with sales team in addressing customer's business technology requirements
• Collaborates with delivery team in making sure recommended solution will be fulfilled as expected
• Serves as subject matter expert on supply chain management and logistics operations

INTERNAL:

Technical Duties

Primary Tasks:

• To take lead on at least one solution portfolio of the Business Management Solution on one ITG regional/satellite office.
• To attend or Initiate communication with prospective customers, partners, and partner's customers and collate detailed information to determine if their technical and business requirements is met by ITG BMS Technology solutions
• To provide an excellent solution presentation, solution demonstration, and conference events.
• To conduct PoC/PoV and create/fulfill ToR or the same for customers as necessary to complete the quote or proposal.
• Provide BMS solutions to prospect customers with stand alone, unified, and integrated solutions in a professional manner that meet or exceed the customer expectations.
• Conduct and create technical and business demonstration and presentation to ITG and prospects and customers.
• Fulfill Request for Proposal (RFP) requirements in collaboration with the Sales team.
• Act as an influencer to the customer to leverage on the proposed solutions to drive the closure of the opportunity.
• Able to effectively articulate technical limitation or showstoppers based on customer processes and requirements
• Present proposed solution and proposal document to customer alongside members of the sales team
• Provide support to the Sales team for upsell activity, conduct business review to support recommended solutions, usage assessment and system review.
• Deliver BMS solutions technical training to ITG and Partners, ITG employees, for customers, if the service owner is unable to perform.
• Create System Requirement Specifications or Technical Documentation or Blueprint as needed to fulfill the sales quotation or proposal.
• Create solution presentation slides/materials by industry or by product feature and processes
• Initiate, coordinate and escalate feedback and issue escalations to RTM with identified possible solutions.
• Be an expert by owning the assigned solution and the-go-to for technical knowledge and partly industry knowledge.
• Be a Certified Professional on the assigned products/solution.
• Customer Focused, design an ITG product/solution based on customer's technical and business needs.
• Support and create Marketing Team's product/solution contents.
• Can create, modify and release the following pre-sales document FO-ESD-010-POV_POC_POO Sign Off Document, FO-ESD-03-Technical Notes, FO-ESD-02-RAS-Ups, FO-ESD-02-RAS-INF, FO-ESD-02-RAS-ERP
• Adhere to the company's quality and business processes

ITG Products and Solutions Research, Analysis and Problem Solving

• Monitoring and assessing technology updates and releases; Identify, access and investigates high risk, high return technologies possessing potential application within existing businesses or for creating new businesses
• Strategic Innovation. Align and support the ITG Business Management Solution (BMS) by Providing technical insights to compliment business vision by setting the tone and direction of companies' technology
• Structure and produce compelling sales proposals and technical documentation outlining the business benefits to clients
• To assume responsibility for running a bid team where relevant
• Interface with the Marketing Team by producing marketing collaterals and product/solution competitor research
• Interface with the Sales Team and/or Customers by identifying the business and technical requirements.
• Interface with the implementation / project team by turning over customer requirements to ensure a smooth transition from Sales to Service Delivery.
• Create case study or customer success story in collaboration with ITG Marketing, Sales,  Service, Support and Regional Technology Office.
• Create articles/write ups that can be posted in ITG website and social media sites

Consultation Service

• Acts as consulting service resource in providing advisory to customers in digital transformation, optimization of their existing digital systems and change management among others.

Management Reporting

• Weekly reporting of pre-sales work order status
• Monthly, quarterly and annual reporting for closed lost/won opportunities with presales involvement
• Monthly, quarterly and annual reporting for Service Efficiency and Utilization.

Internal and External Collaborations

• Gather complete needed implementation service scope of work, assumption dependencies and constraints or any other technical specifications needed to build sales  proposals from internal or external(partner) Services Team.
• Identify and assign an internal or external(partner) workforce that has corresponding skill sets to meet the customer requirement.
• Assists the Service Desk Team for support structure, service level agreements and technical support requirements.

Administrative Duties:

• Respect and ensures all assets of the company are in good working condition
• Maintains cleanliness, orderliness and safety within the working environment
• Abides by the company's policies and administrative procedures

Other Support Duties:

• Participate and/or assist in company functions and programs.
• Contribute to the improvement of the company's objectives.
• Fulfill ISO QMS 9001:2015 assigned roles and duties
• Other functions required by the company that match his/her skills and capabilities.
• In the absence of the assigned Technical Sales Consultant on a particular BMS Solution portfolio/vertical, he/she shall fulfill the required service.
• In the absence of a ServiceDesk Engineer, he/she may assist and guide the Head of Support in terms of decision-making and support fulfillment.
• In the absence of an Implementation Engineer and/or Implementation Team Lead and/or Service Delivery Head, he/she may identify and recommend an ad-hoc Implementation engineer replacement from internal resources or initially taking the role while preparing the internal resource or recommending a service contract engagement with partners.
• In the absence of the Project Manager and/or Project Management Team Lead and/or Service Deliver Head, he/she may identify and recommend an ad-hoc to Project Manager replacement from internal resources or initially taking the role while preparing the internal resource or recommending a service contract engagement with partners.

POSITION/PERSON SPECIFICATIONS

COMPETENCY REQUIRED:

• Ability to translate requirements into technical specifications/design and conducts design reviews with both user and technical personnel, strong people skills, computer literate, good communication skills and excellent customer service.

EXPERIENCE REQUIRED:

• Must have at least 2 years of ERP, POS, SCM/WMS, CRM or E-Commerce implementation experience or ERP related services like support, training or QA
• Must have at least 2 years of work experience in selling business managements product, services or solutions (experience in handling Oracle Netsuite)
• Experienced in both small business and large enterprise applications
• Amenable to do fieldwork
• Amenable to work in Quezon City four times a week

EDUCATION REQUIRED:

• Graduate of any 4-year course or college degree, preferably BSIT, BS Computer Science, BS Information Management or any IT-related courses or
• Bachelor's or Master's degree in any business-related courses (Business Management, Accountancy, Accountancy Technology, Supply Chain Management, Industrial Engineering)
• Industry standard certifications