Assistant Manager / Manager

Role Objective

This position is responsible for coordinating technical pre-sales activities. He/she transfers industry, technical and product knowledge to customers via good written, verbal and presentation skills. Assists in all levels of technical account planning and accompanies sales account managers on visits to customers. Assists in the development of formal sales and technical proposal and presents and differentiates product offerings at a technical level from the competition. He/she will also actively participate in internal specialist teams and provide consultative support in specialist areas to other Pre-sales persons.

Professional Know-how

Academic: Graduate or post graduate (any discipline)
Experience

• Must have handled similar role in a product organization
• IDP  product experience preferred
• Automation product experience preferred
• 5 to 10 Years overall
• 2 to 5 years Presales

Working Relationships

Internal: Business lines & Leadership team
External: End client representatives (based on project requirement)

Primary Responsibilities

• Product presentations and demonstrations to prospective customers
• Build and present custom demonstrations for prospective customers
• Support at external and internal customer facing events
• Support with technical qualification of sales opportunities
• Provide first-line technical support for software evaluations and/or pilot projects
• Provide answers to (technical) questions in a Request for Information (RFI) or a Request for Proposal (RFP)
• Assists with the qualification of the opportunities and/or identification of target accounts
• Scope technical solutions required to address customer requirements, assesses customers met and unmet needs, and recommends solutions that optimize value for both the customer and the firm
• Work with Sales, Presales, Practice and Delivery teams to respond to End customer requirements
• Liaise with internal stakeholders to ensure accurate and timely resolution of technical issues that may arise during the pre-sales process
• Assists with the qualification of the opportunities and/or identification of target accounts
• Scope technical solutions required to address customer requirements, assesses customers met and unmet needs, and recommends solutions that optimize value for both the customer and the firm
• Conduct POCs in coordination with internal stakeholders such as product team, professional services team, and sales team
• Secure from customer technical staff commitments needed to ensure a deal’s “technical close.”
• Assists customer, prospect, and Sales Representative to build a compelling and competitive business case and ROI (Return of Investment)
• Manages hand-over to the Services Functions (Post-Sales Support and Professional Services) for live project implementation
• Create and maintain the requirement documentation for new pilots and projects
• Build technical relationship with prospects or existing customers
• Present solution, capabilities and credentials in proposal defense meetings and customer discussions.
• Coordinate closely with internal sales, sales support, and service resources to align solution design with customers business requirements
• Opportunistically pursue additional business development opportunities.
• Collaborate with sales to ensure these opportunities are effectively covered and advanced
• Monitor customer support for technical solutions proposed throughout the sales process, and alerts the sales and account teams to potential risks of deal closure
• Evaluate the product and customer requirements and provide insights to the product team for continuous improvement of the product

Competencies

• Detailed knowledge of Intelligent Automation industry/ RPA industry and product offering
• Excellent presentation and demonstration skills
• Excellent organization skills
• Proven ability to multi task and prioritize under pressure
• Self-starter
• Good listening skills
• Ability to discuss and demonstrate business benefits and value to a customer of a technical solution.
• Ability to translate technical and business requirements into cost-efficient solutions
• Affinity to both sales and technology
• A team player with the ability to adopt a leadership role where necessary
• Willingness to travel