The Presales Business Consultant plays a crucial role in the sales process by providing deep product knowledge, pricing strategies, and business acumen to help close deals.
This role involves understanding client needs, designing pricing models, and demonstrating how the proposed solutions align with client objectives while ensuring profitability.
Key Responsibilities: Client Engagement: - Collaborate with the sales team to understand customer needs and identify business opportunities.
- Participate in client meetings to gather requirements, understand pain points, and provide consultative support.
- Develop and deliver compelling presentations and product demonstrations, including detailed pricing proposals tailored to the client's business needs.
Pricing Engineering: - Develop and implement pricing models and strategies that maximize profitability while meeting client requirements.
- Analyze market trends, competitor pricing, and customer demand to set optimal pricing levels.
- Work with finance and product teams to ensure pricing is competitive yet aligned with business objectives.
- Present pricing proposals and justifications to internal stakeholders and clients.
Solution Design: - Analyze client requirements and translate them into technical and business solutions.
- Collaborate with product teams to create custom solutions that address specific customer needs, integrating pricing considerations.
- Ensure proposed solutions align with client objectives and demonstrate ROI, including pricing impacts.
Proposal Development: - Develop detailed proposals and responses to RFPs, including technical specifications, implementation plans, cost estimates, and pricing structures.
- Ensure pricing structures in proposals are clear, competitive, and aligned with company goals.
- Collaborate with internal teams to ensure accuracy and feasibility of the proposed solution.
Product and Pricing Expertise: - Maintain deep knowledge of the company's product portfolio, pricing structures, and industry trends.
- Provide training and support to sales teams on product features, benefits, pricing models, and positioning.
- Stay updated on competitors' products, services, and pricing strategies to effectively position the company's offerings.
Stakeholder Management: - Act as the primary technical and pricing point of contact for clients during the sales cycle.
- Build and maintain strong relationships with key client stakeholders, including C-level executives.
- Collaborate with post-sales teams to ensure smooth handover and implementation, particularly regarding pricing agreements.
Market Research and Analysis: - Conduct market research to understand industry trends, customer needs, pricing pressures, and competitive landscape.
- Provide feedback to product development and pricing teams on market needs and potential product and pricing enhancements.
Documentation and Reporting: - Prepare and maintain detailed documentation of client interactions, solutions provided, pricing models used, and project timelines.
- Report on presales and pricing activities, including lead conversion rates, deal outcomes, and pricing effectiveness.
Qualifications: - Education: Bachelor's degree in Business, Finance, Economics, Engineering, or a related field.
An MBA or advanced degree with a focus on pricing or financial analysis is preferred.
- Experience: 7+ years of experience in presales, pricing engineering, business consulting, or a related role within the technology or software industry.
- Technical and Pricing Skills: - Strong understanding of enterprise software, cloud solutions, IT infrastructure, and pricing models.
- Ability to develop complex pricing strategies and translate technical concepts into business language.
- Business Acumen: - Experience in analyzing business processes, developing pricing models, and recommending solutions.
- Understanding of various industries, including their challenges and pricing dynamics.
- Communication Skills: - Excellent presentation, negotiation, and interpersonal skills.
- Ability to communicate effectively with both technical and non-technical audiences, including on pricing matters.
- Problem-Solving and Analytical Skills: - Strong analytical and problem-solving abilities, particularly in pricing.
- Ability to think creatively and provide innovative solutions to client and pricing challenges.
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