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Techinical Consultant / Pre Sales

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POSTED 2016-04-01
STATUS Available
JOB TITLE Techinical Consultant / Pre Sales
CITY Tokyo, Japan
COMPANY Global Software Company
COMPENSATION -

POSITION SUMMARY

Leverages knowledge and contacts within the industry to drive sales of our business and technology solutions in conjunction with the  Solution Sales Specialists. A Senior Presales Consultant articulates industry vision and trends, and provides industry knowledge to marketing and sales support activities, while establishing or enhancing executive level relationships with key contacts within the customer base.  By leveraging management expertise and relationships create an environment with customers and prospects in which key business initiatives and opportunities are identified and prioritized.  These opportunities should be in terms of how we can deliver a solution with a clear business justification for the solution's value to the customer.

A Presales Consultant's core strength is leveraging their strong consulting capability in evaluating a customer's organization structure, business performance, financial standing and overall business and solution infrastructure, and then translating the customer's business strategies, direction, and overall objectives into a solution/services business plan.

The Presales Consultants works closely with the Solution Sales Specialists (Account Managers) to refine customer requirements (for existing accounts and prospects) and help initially deliver appropriate solutions (Hardware, Software and PS) for these customers.

This role will combine an expert knowledge in data warehousing and business intelligence software, tools and techniques with an excellent understanding of industry standards and technology trends.  The Presales Consultant is an integral team member, building relationships with clients (both business and IT) Sales and the PS Delivery team.  Additionally, a Presales Consultant is capable of working in a teaming environment (internally and with partners and prospects/customers), and providing thought leadership and mentoring for sales, business and technical consultants, as well as other business consultants, on general business techniques, as well as opportunities and trends affecting the industry.

KEY RESPONSIBILITY AREAS:

1.    Support technical sales process:

  • Develop hardware/software/solution requirements with sales team for customer.
  • Develop configurations and associated proposal material.
  • Present solutions to customers and prospects.
  • Provide and develop content to RFP's and proposals.
  • Work closely with Sales team to ensure developed solutions match the sales process.
  • Detailed understanding of the value proposition of versus its major competitors and the ability to covert this into client specific benefits.

2. Sell client engagements:

  • Participate in Solution Team Planning meetings.
  • Provide consultation to Solution team members.
  • Identify/communicate engagement service opportunities.
  • Scope, develop and propose business opportunity plans for evolving enterprise data warehouses with our prospects and customers.
  • Lead business case development and presentation with account team that supports proposed investments.
  • Develop/deliver customer presentations.
  • Increase internal/external awareness of services.

3. Assess and evaluate the link of the IT systems to the business objectives:

  • Research/gather client environment data.
  • Conduct client interviews.
  • Categorize client business processes.
  • Categorize client users.
  • Analyse client data findings.
  • Create client research documentation.
  • Determine client current computing style.

4. Define the IT goal state and the IT road map for the enterprise:

  • Evaluate current client IT environment.
  • Compare current IT inventory to current IT strategy.
  • Determine client target computing style.
  • Determine client target architecture/infrastructure.
  • Determine application planning reference model.

5. Develop enterprise-wide transition strategies:

  • Assist client with implementation/staffing decisions.
  • Help client develop IT management strategy.

6. Provides subject matter expertise on engagements:

  • Provides engagement teams with expertise around our business solutions and the applicability of our solutions to the client's needs.
  • Supports engagement manager with quality assurance and client management/relationship functions.

7. Mentors senior level consultants on engagements to infuse industry knowledge into their specific technical/business consulting expertise:

  • Learns from the customer and shares with others.
  • Teaches skills to others.
  • Captures knowledge and best practice.
  • Shares lessons learned.

MUST HAVE

·         Demonstrable leadership skills and experience

·         Experience in data warehouse/business intelligence design and construction.

·         Experience in other competitive DBMSes ( Oracle, DB2, etc. ).

·         Experience in working in a vendor environment with sales teams to develop and deliver appropriate architectural solutions for customers.

·         Demonstrated consultative approach to business problem solving internally or with the customer/prospects and/or partners.

·         Strong Analytical Skills.

·         Experience identifying key business opportunities and initiatives, resolutions and overall strategy for meeting business objectives.

·         Ability to scope and create action plans through business needs analysis which include critical thinking and analytical reasoning that identifies the business opportunity with the most compelling ROI analysis, benefits, risk, and success factors.

·         Experience in capturing business opportunity insight and experiences, documenting lessons learned and best practices for reuse.

·         Highly developed written, conversational and presentation skills with good command of the English language.

·         Ability to lead small technical teams to generate proposals and perform customer technology reviews.

HIGHLY DESIRABLE

·         High level presentation skills in data warehousing and/or business intelligence

·         Expertise in developing and delivering working documents that communicate and corroborate complex ideas.

·         Knowledge in competitive-to-our data warehousing technologies to be able to draw comparisons.

·         Experience in Finance, Telco and Airline Industries.

·         Ability to lead small technical teams to generate proposals and perform customer technology reviews.

PERSONAL ATTRIBUTES

·         Leads by example

·         Operates with a sense of urgency.

·          Innovative and resourceful.

·          Ability to work flexibly in a rapidly changing, ambiguous and often pressure-filled environment.

·         Ability to influence and coach others.

·         Self-motivation and direction.

·         High level of personal integrity.

·          Proven high level of initiative, self-motivation and enthusiasm.

BUSINESS ATTRIBUTES

·         Able to effectively balance the need to operate within budgetary constraints whilst delivering the inputs necessary to achieve business outcomes

·         Thinks strategically and laterally when making decisions and solving problems.

·         Ability to transform strategy into results.

·         Excellent presentation, communication and interpersonal skills.

·         Ability to mentor and facilitate knowledge transfer.

·         Support and promote teamwork and cooperative effort.

WORK ENVIRONMENT

·         Leadership - able to contribute to strategic planning whilst maintaining operational and tactical requirements

·         Team focus - works within a sales team environment where results will be based on cooperation with and/or influence of others.

·         Results orientation - focuses on results and success, conveying a sense of urgency and driving issues to closure. Meeting deadlines and produce high quality work. Optimises available resources.

·         Relationship building - relates to people in an open, friendly and accepting manner. Shows sincere interest in others and their concerns. Initiates and develops relationships with others.

·         Travel - expected to travel to support presales team, sales team and clients across Australia and New Zealand.

 

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