Presales Consultant

Marketing [INDIA]Business Development Bangalore, Karnataka


Designation: Presales Consultant/Sr. Presales Consultant

Purpose of Role: Technical Solution Expert

Detailed Job Description:

  • The Technical Solution Expert is an individual contributor position that leverages functional knowledge to promote MetricStream’s GRC apps/solutions.
  • He/she has/develops broad knowledge of GRC space with a broad understanding of solutions.
  • The presales consultant can translate MetricStream Apps and/or Solutions into quantifiable business benefits.
  • He/she articulates solution architectures and trends, and provides functional/technical consulting to support sales and presales activities.
  • Establishes or enhances sales/customer relationships, provide presales/functional expertise on engagements. He/she will be expected to deliver high-quality responses to PQQ, RFIs, RFPs, customer consulting for all the engagements
  • In addition, he/she plays an active role in pre-sale and post-sale activities, positioning our GRC apps/solutions.
  • Domain Knowledge in of Manufacturing, BFSI, Healthcare, Retail and CPG would be an added advantage.

Key Responsibilities Areas:

  • Collaborate with Sales, Account teams, and Partners to define and deliver the best GRC solutions possible.
  • Work on end-to-end opportunity from qualification, bid responsibility matrix, proposal response, presentation, post-bid clarifications/support
  • Engage in all stages of sales lifecycle (suspect) for discovery calls, pre-bid demos and also during prospect and negotiations to win business
  • Assisting with opportunity qualification utilizing knowledge of industry solutions and mapping our GRC apps/solutions.
  • Understanding, documenting, articulating and responding to the customer's current challenges & scope.
  • Demonstrating and utilizing knowledge of business problems in various area.
  • Articulating MetricStream GRC apps/solutions to the business problems and positioning appropriate solution offerings.
  • Being a trusted advisor to the customer's decision-makers by establishing credibility and expertise in technology / architecture, market analysis and integrated solution offerings.
  • Scoping and writing SOW's for engagements as required.
  • Responsible for conversion ratios, efficiency and effectiveness
  • Contributing knowledge management assets, creation of sales and marketing collaterals, case studies, presentations
  • Timely, accurate administration & reporting (KPIs/KRAs, Plans, forecasts, etc.)

Experience and Skills:

  • Overall 3-4 of experience with 2-3 years of presales and solutions in IT product or services
  • Client interface and consulting skills required
  • Ability to understand products and positions the right apps/solutions/platform to solve a business problem.
  • Highly credible with ability to influence both internally with colleagues, and externally with clients.
  • Determined and enthusiastic in bringing bids/pursuits to a successful closure
  • Excellent planning, interpersonal, analytical skill and business acumen is a must
  • Excellent English (spoken and written)
  • A strong sense of quality and attention to detail is a must
  • Demonstrated quick turnaround for shorter timelines
  • Experience within a complex matrix environment requiring cross-functional interaction with middle and senior management teams
  • Be able to demonstrate familiarity with hosting (SaaS/PaaS/IaaS) as well as network solution designs, 3-tier architecture etc.
  • Comfortable working with hosting technologies including Windows and Linux based server systems, network storage systems and Data Centre services
  • Working knowledge of current security issues and technologies concerning the industry, together with a demonstrable interest in keeping abreast with technical developments in this field.
  • Knowledge of common databases (e.g. SQL Server, Oracle), Web Technologies (HTML, JavaScript, XML etc.) Integration with ERP systems (SAP, PeopleSoft, Siebel, JD Edwards, Oracle Applications etc.) is desirable
  • Experience managing, leading or mentoring others in a team environment.