Pre Sales Consultant

Objectives:

• The Presales Consultant provides support to Software AG’s business and revenue goals by offering consistent, high quality technical support and assistance to the sales team through all aspects of the sales cycle.
• Facilitates the qualification of prospects and business strategies by giving support and input to the sales team.
• Responsible for developing, cultivating and maintaining a high level of pre-sales and systems engineering proficiency/readiness with current and developing Software AG’s Channel Partners to drive software revenue.

Essential Job Functions 

Sales Process Support & Execution

• Work with sales representatives to help establish specific account plans and strategies
• Takes ownership of the technical sales of Software AG’s products during Customer and Partner pre-sales activities
• Assists Sales and Partners in the identification and qualification of opportunities against Software AG’s prospect criteria
• Assists Sales and Partners in assessing and appropriately sizing the application of Software AG’s products to meet customer requirements
• Prepares detailed product specifications lists for the configuration and implementation of customer solutions (BOM)
• Sets up, executes and reports out on evaluation events that provide proof of Software AG’s solutions and addresses customer needs
• Assists Sales in incorporating the results of evaluations into Business Cases
• Effectively identifies and navigates the Customer’s political landscape

Client Engagement

• Independently identifies and qualifies technical opportunities
• Influences the sales strategy at the territory, account and opportunity levels
• Develops and maintains trusted advisor relationships with customer technology staff and management within their technical community
• Coordinates with Customer Support, Professional Services and Partners for critical technical support issues and appropriately escalates issues as needed
• Execute evaluations and demonstrations with Customers and Partners for all Software AG platforms

Technical Knowledge & Business Expertise

• Uses technical knowledge to create and deliver impactful sales pitches
• Effectively conducts sales presentations and product demonstrations that demonstrate the value of the solution to the Customer
• Builds impactful demo applications based on Customer requirements that demonstrate the feasibility of the application
• Articulates the business value of technology features, functions and capabilities
• Educates customers on Software AG’s technologies and competitive differentiators

Personal Leadership

• Provides technical leadership to Customers and Partners that positions the advantages of Software AG platform
• Demonstrates good judgment with the virtual team in selecting methods and techniques for obtaining solutions
• Build effective relationships with Partners, the Customer’s technology group and Software AG staff (products, services, marketing and support)
• Shares best practices and developments in technical methodologies internally and at Partner or Customer events

Requirements 

Skills

• Excellent interpersonal, verbal and written communication skills
• Excellent presentation skills and interaction with customers
• Experience developing and presenting clear and concise product briefings
• Ability to take directions from Management and Senior / Principal Presales Consultants
• Ability to understand customers’ business, needs, challenges and expectations
• Customer-oriented with a focus on delivering value-driven solutions.
• Shows personal commitment to the team and its goals
• Excellent problem-solving skills with an analytical and abstract mindset to structure and solve complex tasks
• Is target and success orientated
• Is ready to constantly develop his / her skills, qualifications, knowledge and personality (learning orientation)

Education and Experience

• B.S. Degree in Computer Science, Information Technology, Mathematics, Engineering or similar
• 5+ years’ experience in Presales, consulting, or professional services activities in the IT software landscape
• Strong understanding of business infrastructure, network architecture, and distributed computing.
• Programming experience and proficiency in programming languages such as Python, .Net, Php, Java, C/C++, SQL.
• Experience with modern IDE such as Eclipse, VSCode, IBM Developer for Z.
• Knowledge of Server operating systems (e.g.: Windows, Linux, Unix, Mainframe such as IBM z/OS).
• Knowledge about database systems (e.g., PostgreSQL, MS-SQL, Adabas, Oracle…).

Desirable Experience

• IBM Mainframe ecosystem knowledge.
• Experience with mainframe operating systems (e.g.: IBM z/OS).
• Data center automation, including batch processing concepts, job control language (JCL), and output management.
• IBM mainframe TP monitors and user interfaces (e.g.: CICS, Com-plete, IMS/DC, TSO, ISPF).
• Knowledge of IBM mainframe database technologies such as Db2, Adabas, Datacom, IDMS, and IMS. Familiarity with VSAM is also appreciated.
• Understanding of IBM mainframe security concepts and tools (e.g.: RACF, Top Secret or ACF2).
• Programming experience in COBOL, Java or Natural.
• Understanding and exposure to cloud computing concepts and platforms (e.g.: AWS, Azure or GCP).
• Exposure to DevOps concepts and tools.

Languages

• English (Advanced)
• Spanish (Intermediate)
• Portuguese (Native)

Travel Requirements

• Availability to travel on short notice as needed is required.
• Travel approximately 50% of the time within assigned territory.

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