New Business Technical Sales (Home Based)
Reporting to the Head of Sales Enablement, the Pre-Sales Consultant is responsible for upholding the highest standards in discovery & product demonstration for new business sales. The primary focus will be, through a detailed discovery, to understand the prospective customer requirements in detail, and develop a value focused bespoke demonstration.
This will require the Pre-Sales Consultant to have an excellent working knowledge of SYSPRO and K3 SYSPRO’s products such as Orchard, Switchflow and Equator, plus a number of key third party products such as Bartender, and Automail.
The Pre-Sales Consultant must be capable of obtaining an in-depth understanding of the business being tendered; along with an understanding of what the prospective customers key drivers for change and the subsequent benefits SYSPRO offers. They must be able to drive a business conversation first, instead of a technical conversation, aimed at business decision makers. The consultant must be able to build relationships at all levels of a prospect’s organisation and be seen as a guiding partner capable of supporting solution architecture to the prospect’s particular requirement. The aim is for the consultant to position SYSPRO not only as a technology company, but a company that is passionate about making a difference to businesses by being industry aligned, future proofing, speaking the businesses language & simplifying the use of technology.
Working with the sales team the consultant will be responsible preparation and maintenance of the demonstration environment. Preparing data in advanced of a prospect visit and ensuring the required connectivity availability.
The consultant should be able to gather the prospective customer requirements to ascertain the actual need. This will ensure the consultant is able articulate value statements to prospects, clearly identifying how product features translate into benefits for the customer.
Given the importance of the base customers in terms of delivering a referenceable site, the Pre-Sales Consultant will be required to visit customers post-sale and maintain long term relationships. The Pre Sales Consultant will work closely with the new business development manager and internal teams to support new business sales.
This will include but are not limited to -
Facilitating and supporting the sales cycle, including working with the Sales to ensure the K3 Syspro Sales Enablement methodology is adhered to;
Supporting the completion of ITT’s, reference visits, providing case studies and other sales collateral;
Networking in the ERP space and collating activity, market and competitor data;
Preparation and maintenance of the master demonstration environment.
The Pre-Sales Consultant will ensure they have a great understanding of what SYSPRO can deliver, and a good understanding of the competitions strengths and weaknesses. These learnings will feed back into the demonstration environment and to product development.
They will be responsible for keeping their knowledge on all new product and version releases up to date via the SYSPRO Learning Channel, ensuring they are at the forefront of adopting new features and functions. They will need to keep informed of the latest industry market conditions, technologies and initiatives.
The Pre-Sales Consultant must complete the expected level of SYSPRO certifications and remain up to date with accreditation as new versions are introduced. To support learning the consultant is expected to work on the support desk for one day each month.
Documentation and Reporting
The Pre-Sales Consultant is responsible for completing time pressured ITT’s as required and to a high standard of quality.
The Pre Sales Consultant is responsible for producing the requirements documents new business sales opportunities and storing those documents against the opportunity in MS Teams.
They are also responsible for storing all demonstration documentation against the opportunity in MS Teams and ensuring any system mock ups, prototypes, data etc. of the opportunity are accessible to the services, technical and development teams.
Skills, Competence, Attribute
Detailed knowledge of SYSPRO across all modules
Strong knowledge of SYSPRO across some modules
Previous experience in a prospect facing pre-sales role
Awareness of Equator, Orchard, Switchflow and Planning & Scheduling Products
Willingness to learn aspects of software not known, yet required for pre sales demonstrations.
Capability to perform in a pre-sales role capturing prospects requirements, translating them into a value based demo design, creating the demonstration, finally carrying out the demonstration and working with the new business team to obtain feedback for future engagements.
Strong understanding of business process, current manufacturing challenges and SYSPRO’s target market requirements.
Ability to maintain pre-sales environments, migrate data, complete basic power tailoring tasks
Strong interpersonal skills and empathy with prospects
Team player with proven record of team innovation, creativity and results
Ability to produce good proposal documentation, including written papers, presentations, suitable for presentation to the customer
Ability to maintain a pleasant manner and calm disposition in difficult situations, with prospects and team members
Ability to work with all teams in K3 Syspro to ensure the Pre-Sales demonstration remains relevant to prospects industries and is technically sound
Ability to travel as required within Europe with a full driving license.