As an IT Pre-Sales Manager in our Commercial team you will ensure sales productivity and deal flow by securing the “technical close” in complex solutions. The IT Pre-Sales Manager collaborates with service/support and technical resources to ensure proposed deals include technical solutions that accurately address customer needs and are appropriately supported by key customer technical decision-makers.
You will work with management team to identify appropriate business opportunities from new and existing clients. You will prospect for potential leads, uncover needs within those prospects and qualify those leads to the wider team at the company. You will also work with this team to propose solutions for existing clients and win business from new clients
Reporting Relationship
The IT Pre-Sales Manager reports to the Chief Commercial Officer.
Key Responsibilities:
Meet assigned revenue targets by generating business from new and existing clients
Working closely with the sales team on proposals and pitches for business.
Attending meetings with commercial team and acting as a technical expert.
Proactively scopes the technical solution required to address customer requirements, assesses customers met and unmet needs, and recommends solutions that optimize value for both the customer and the company.
Putting together business cases for the commercial team to support their proposals.
Working closely and collaboratively with customers to devise effective solutions.
Ensuring that the company’s product can deliver on the customer’s requirements.
Working closely with customers to understand and capture requirements.
Replying to customers following requests for information and proposal requests.
Presenting proposals to customers alongside members of the commercial team.
Providing ongoing support for customers post implementation.
Producing detailed costings for customers and ensuring the contract is profitable.
Anticipate and recognize any client objections in order to close sales
Coordinate opportunities from prospect through to engagement
Research and communicate information about target sectors, customers and competitors
Proactively communicate news and insights on prospect organizations and contacts
Gain and share understanding of prospect’s organization, processes, business strategies, product or service offerings and decision-making structures
Work collaboratively with the company’s resources to define the approach and strategy for achieving client requirements
Effectively negotiate with multiple levels of executive management within prospective client organizations
Use in-depth knowledge and insight of key competitors to create compelling reasons for prospective clients to engage with the company.
Articulate to clients the benefits of the project management approach and educate them about new ideas and new ways of thinking
Communicate the status of opportunities, clearly articulate next steps and discuss potential risks with the wider sales and account management team in weekly meeting
Position Requirement:
Bachelor’s Degree in Business Information Technology or related studies.
Minimum of 4 years of IT solution sales experience of B2B. Experience of working within SLAs and well versed in RFPs is a must
Should be able to build technical proposals.
Strong work ethic
Ability to work under pressure/targets
Excellent communication skills
Delivery focused
Proactive approach to work
