Pre-sales - Marketplace Solutions Specialist
- Jakarta
- Permanent
- Full-time
- Collaborate closely with the sales team and clients to comprehensively assess requirements, objectives, and constraints.
- Conduct product demonstrations and technical presentations to prospective clients, showcasing the vendor partner solutions’ features, functionality, and business benefits.
- Use analytical skills to scope and size opportunities effectively, ensuring alignment with client expectations and organizational capabilities.
- Act as a trusted advisor, providing insights and guidance on the most suitable solutions to address client challenges and achieve desired outcomes.
- Take ownership of crafting quotes, demonstrating attention to detail and a thorough understanding of client needs.
- Draft clear and comprehensive statements of work (SOWs) that outline project deliverables, timelines, and terms of engagement.
- Coordinate with internal team members to ensure the accuracy, feasibility, and competitiveness of proposed solutions, and to ensure seamless handover and project success.
- Provide guidance and support to the sales team throughout the sales cycle, from initial discovery to solution design and proposal development.
- Proactively find opportunities for cross-selling or upselling additional products or services to existing clients.
- Collaborate with the sales team to develop strategies and initiatives aimed at improving revenue and enhancing client satisfaction.
- Work in tandem with the sales team and vendor partner to define margins for proposed solutions, ensuring profitability while remaining competitive in the market.
- Maintain a keen awareness of pricing strategies and market dynamics to optimize margins and drive business growth.
- Assist and support partnership/alliance functions to assigned vendor partner relationships. This may include assisting in GTM and business planning as well as driving forward programmatic initiatives.
- Develop and maintain a comprehensive repository of solution collaterals, including presentations, case studies, white papers, and other relevant materials.
- Regularly update collaterals to reflect the latest product features, benefits, and success stories, supporting sales efforts and enhancing client engagement.
- Margin as sold.
- ISV/category growth.
- Win-rate of registered deals.
- Renewal rate on enterprise/corporate accounts.
- Bachelor's degree in tech focused field preferred.
- Minimum of 2 years of experience in a presales or sales capacity within the software industry.
- Deep understanding of Independent Software Vendor (ISV) landscape and category-specific knowledge within the tech industry.
- Familiar with standard processes for integrated solutions across customers.
- Ability to manage at both strategic and operational levels.
- Key sales competencies & behaviours of generating opportunities: Understanding client needs, developing relationships, delivering value propositions, and overcoming objections.