iBUS - Presales - IOT

Pre Sales-IOT

Provide overall leadership to the Pre-sales and Solutioning team, leverage technical expertise, business acumen and fluid communication skills to translate possible wins into reality. Will be responsible for building all Sales proposals, provide technical advice, support and strategy to Customers and the Sales Team to deliver continued growth within the business.

Key Responsibilities:

- Rigorously qualify strategic pursuit opportunities identified by Sales teams and lead the process of determining whether a "win-win" business case is possible, creatively work to develop & shape it. Collaborate across our business to lift win ratios and ensure we're taking the best of our Solutions to clients.

- Design solutions that span iBus's multiple platforms and include integration and authentication across systems, articulate design considerations, trade-offs, benefits, and recommendations. Maintain objectivity in assessing what types of deals the Company should be doing and what risks are & are not appropriate.

- Evangelize the Solutions from a technical perspective helping to transform client businesses, solving client business issues with technology and lead the technical Strategy for nominated customers and prospects.

- Own & drive 'pursuit strategy' development, including navigating the clients power map, developing appropriate win themes, and tailor the solution and business case to meet the client's immediate and more macro-priorities

- Engage directly with senior client stakeholders to Support sales/ pre-sales activities by assessing opportunities, responding to RFI's/ RFPs, creating proposals and presentations, establishing relationships with clients and prospective clients, and helping to close /sign new deals.

- Build, monitor and orchestrate pursuit pipelines to ensure continuous population of near and long-term opportunities; manage the size, shape, and quality of pipeline through the qualification process. Use competitive intelligence to develop counter strategies that will neutralize competitive influence on the customers buying decisions.

- Formulate Account Plan for nominated prospective customers on a peer level with BDM's and Solution Consultant's. It is vital for Pre Sales to be the Technical anchor for these accounts, by delivering technical information to the customer in the form of RFI/RFP responses, design related documentation, product updates and industry/competitive analysis

- Work within the bid process to ensure technical sign-off and peer validation procedures are followed. Creatively mitigate risks through commercials, solution, and contract portions. Review deals to ensure they are sound from a financial, legal, business, delivery, and operations perspective

- Develop effective relationships with key internal executives, BU heads, Account Managers, Solution SMEs, and Sales leaders

- Knowledge sharing of latest industry trends with our sales team, customers, prospects and partners. Create ideas that can improve business capabilities or introduce new ones for our customers.

- Contribute to best-practices development and the skills development of PreSales team members

Internal Interactions: Sales and Business Development, Project Delivery, Finance & Commercial, Legal

External Interactions: Clients, Vendors/Partners