Presales Consultant SaaS
il y a 3 semaines
With over 75 years of experience and the most extensive international network, Coface is a leader in trade credit insurance & risk management, and a recognized provider of Factoring, Debt Collection, Single Risk insurance, Bonding, and Information Services. Coface’s experts work to the beat of the global economy, helping ~100,000 clients in 100 countries build successful, growing, and dynamic businesses. With Coface’s insight and advice, these companies can make informed decisions. The Group' solutions strengthen their ability to sell by providing them with reliable information on their commercial partners and protecting them against non-payment risks, both domestically and for export. In 2023, Coface employed ~4,970 people and registered a turnover of €1.868 billion.
Our Mission
As part of the strong development of Alyx, our Policy Management Software as a Service solution, Connectivity team is recruiting a Pre Sales Consultant. This role will report directly to the Global Head of Digital Partnerships. In this role you will be responsible for supporting the sales organization in selling our new SaaS solution which helps our clients and potential clients in automating and digitalizing their processes. You help to bring our core products to the next step in digitalization and automation.
Role Purpose
The Presales is to support the sales process by providing technical expertise, product knowledge, and solutions to prospective customers. As a Presales Consultant you will work closely with the sales team to understand customer requirements, demonstrate the value and capabilities of a product or service, and address any technical or functional questions or concerns that potential customers may have.
The main goal of the Presales team is to build customer confidence and trust by showcasing the benefits and suitability of our connectivity solutions, with special attention to Alyx. Presales will engage in activities such as product demonstrations, presentations, proof-of-concept implementations, and solution design. In your role you will collaborate with various internal teams, including sales, product management, and the customer success manager, to ensure that the proposed solution aligns with customer requirements and can be successfully implemented.
Responsibilities
Support client/prospect activities
- Participate in discovery meetings to understand and assess client needs.
- Gather relevant information and leverage data to showcase the value of our offerings during Proof of Concept (PoC) and demos.
- Showcase on a regular basis also demos to brokers and where needed guide them in selling our SaaS solution.
Draft sales proposal
- Collaborate with the sales team to create compelling and tailored sales proposals that address client requirements and highlight our strengths.
Draft client requests
- Assist in preparing responses to Requests for Proposal (RFPs), Requests for Information (RFIs), and other similar documents, ensuring accurate and comprehensive submissions.
Opportunity targeting and proposal development
- Work closely with the sales team to identify suitable opportunities, aligning proposals with client needs and objectives by participating in pipeline management calls.
- Help shape proposals to maximize their impact and increase the likelihood of success.
Technical expertise and integration
- Address technical queries from prospects, explaining how our products and services can be seamlessly integrated into their existing systems.
- Provide guidance on the optimal implementation and configuration of our offerings to meet client requirements.
- Presentation configuration and pricing governance:
- Configure presentations to effectively showcase our offerings, ensuring alignment with client needs and pricing governance.
- Develop bespoke offers tailored to the requirements of large accounts, and provide detailed explanations and walkthroughs as necessary
Process management
- Continuously improve and refine the process in the country to enhance efficiency and effectiveness.
- Actively come with proposals to improve, and also be part of implementation team of such processes.
Support and knowledge sharing
- Act as a representative for sales activities, communicating with the sales team to understand their support needs and provide assistance accordingly.
- Share knowledge and best practices across the region to foster collaboration and improve overall sales performance..
Key Requirements
- Bachelor’s degree, preferably in Business administration, with interest in SaaS solutions/ Digitilization & Automation process.
- Fluency English and French
- At least 2-3 years of relevant experience in Consultancy / Consultative Selling /external clients
- Ability to acquire basic expertise in the products or solutions being offered. (knowledgeable about the technical aspects, functionalities, and capabilities of the product to effectively address customer inquiries and demonstrate its value).
- Cross-cultural Communication Skills: excellent communication skills. Communication with different stakeholders at clients/ internal are key for being successful.
- Ability to effectively communicate complex technical information in a clear and concise manner, considering language barriers and cultural sensitivities.
- Project Management Skills: Presales professionals often work on complex sales cycles that involve multiple stakeholders and technical requirements. Strong project management skills are essential to coordinate activities, meet deadlines, and ensure smooth implementation of the proposed solution.
- Flexibility for some traveling to customer sites (although a lot can be done digitally through teams remotely), attending industry events, or conducting on-site product demonstrations. The position will focus on a country or a group of countries within the same language areas. Traveling to HQ can occur on occasional events.
- We are looking for a team player that actively collaborates with team members, sharing knowledge and ideas, and contributing to the collective success of the team.
- Results oriented
- High level of English is a must
- Self-starter: as it is the first position in a country, high interest to build the position.
WE OFFER YOU:
- Competitive remuneration
- Opportunity to build your career (both locally and internationally) in a large global company, one of the world leaders in its field
- Possibility to gain expertise in business information services, trade credit insurance, and finance
- Flexibility to work in a hybrid mode, blending remote and on-site work
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