The Pre-Sales Engineer is a key and strategic role in our business and is a mix of a couple of traditional skills/roles:
Consultant/Analyst skills with some technical
(Solution Architect) &
It is key to understand the customers’ total requirements thus not only technical (business, processes, technology, integration,
reporting requirements, user behavior, strategy, challenges etc.).
The Pre-Sales Engineer therefore needs to be an expert on our solutions, the applications (use cases or problems it can solve) of it, and how that translates into business value for the customer. The Pre-Sales Engineer therefore plays a key role in our business during all the stages of a customer’s life cycle!
1) Sales – Your primary focus is to assist our sales team to perform a
consultative pre-sales function. You therefore need to:
a. Effectively engage and communicate with customers and win their trust,
b. Understand and explore their high level requirements (business, strategy,
challenges, processes, technical, integration etc.)
c. Identify opportunities for improvement (on every level)
d. Design or work with specialists in our business (technical, integration, product etc.) to design and cost a solution for the customer that will solve the specific problems and deliver the business value/return.
e. Position and demonstrate to a customer how the designed solution and its
functionalities will deliver the required results and thereby win the customers
trust with the understanding of their business, requirements and vision.
2) Installation and Implementation – Because you designed the
solution and has intimate knowledge of the customers’ business and requirements you play a strategic and oversight role albeit not a direct role in
Implementations. You provide strategic guidance and handover to
the Implementation Team (Business Analysts, Consultants, Technical Team,
Integration team, Project Management etc.) to ensure that the requirements
(operational and technical) are scoped in detail (Business Analysts and Technical Specialists), delivered and that the delivered solution does not only achieve the technical requirements but more importantly the business requirements (thus provide the business value/return etc. a customer requires to say this is the best investment they have made!).
3) Support – A customer’s long term value from our solutions and to providing fantastic support is critical to our success. You play a strategic albeit not a
direct role in Support. The Business Engineer provides strategic guidance and
handover to the Support Team (Service Delivery Manager, Helpdesk, Technical Team etc.) to ensure that the support team not only supports a customer technically but understand their business, strategy, drivers, challenges to inform, guide and improve their support effort.
4) Customer life cycle – Customers business, requirements, challenges, strategy etc. change. You, in partnership with the account team is key in our
effort to be a customer’s trusted advisor. You play a strategic and
direct role in understanding and adapting to change in a customer’s business and driving continues, incremental improvements (business value) from our solutions during the customer life cycle.
Establish, develop and maintain close and lasting client relationships within the context of the Company’s accounts and assist us to position ourself as not only the preferred supplier but their trusted advisor.
Engage with customers to understand and explore their high level requirements (business, strategy, challenges, processes, technical, integration etc. and identify opportunities for improvement (on every level) that will deliver business value and not only a technical solution.
Design or work with specialists in our business (technical, integration, product etc.) to design and cost a solution for the customer that will solve the specific problems and deliver the business value/return.
Position and demonstrate (proposals, presentations, return on investment calculations etc.) to a customer how the designed solution and its functionalities will deliver the required results.
Provide thought leadership within the supported industry and/or technologies and identify, research and learn new and upcoming technologies and process skills to deliver business solutions with a ‘test and learn’ approach.
A Degree in Information Technology and/or Technology Management. Preference will be given to candidates with a B.Eng or equivalent degree.
At least 1 – 4 years’ relevant professional experience (Pre-Sales, Consulting/Analyst etc.) experience with technical acumen.
You have proven experience and knowledge with enterprise software solutions and/or contact centre, telephony and/or related technologies