Pre-Sales Executive

1 month ago

Johannesburg, South Africa Sybrin Full time
Role Overview:

As the Pre-Sales Executive at Sybrin, your primary responsibility is to oversee and manage the pre-sales function across all regions of operation. This entails developing deal strategies, designing solutions, planning resources, setting delivery milestones, determining project approaches, and formulating pricing strategies. You'll lead a team of junior pre-sales architects, ensuring their alignment with organizational goals and objectives. Additionally, you'll collaborate closely with business development and product managers to prioritize activities and support both new sales and up-selling initiatives. You will be required to manage the bid office and put together proposal templates and conduct tender writings. The successful execution of pre-sales efforts is integral to the business's growth.

Qualifications and Experience:

  • Degree/Diploma in IT, Computer Science, Commerce, and/or related field preferable.
  • At least 8 years experience in the sales/similar role
  • At least 8 years experience in the IT software development industry.
  • Exceptional leadership and management skills, with the ability to inspire and motivate a team of pre-sales professionals.
  • Excellent communication and presentation skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences.
  • Strong analytical and problem-solving abilities, with a keen attention to detail and the ability to think strategically.
  • Experience working in a cross-functional environment, collaborating with sales, product management, and other teams to achieve common objectives.
Key Responsibilities:

  • Pre-Sales Collateral and Demo Material: Ensure the availability of pre-sales collateral by product set in consultation with product owners. Oversee the creation and maintenance of demo materials for each product and region. 
  • Prioritisation & Strategy Development: Prioritize pre-sales and proposal development activities based on business needs and objectives. Develop deal strategies and review them with relevant business stakeholders to ensure alignment and effectiveness.
  • Proposal Development & Templates: Contribute to high-quality proposals by providing guidance and direction to the Bid Office. Ensure proposal templates exists according to global standards.  
  • Leading the Solution Architect Team: Lead the development of solution architectures for complex projects, ensuring they meet client requirements and align with organisational capabilities. Review outputs of junior solution architects, providing guidance and feedback for continuous improvement. Drive high performance within the pre-sales/sales space and sure that the team are engaged, motivated, and happy.
  • Bid-Office Management: Manage the bid-office and pre-sales staff, including line management responsibilities such as mentoring, coaching, and performance evaluation. Ensure that proposals templates are compiled accurately, and the writing of tenders is done to the required standard.
  • Pre-Sales & Solution Architecture: Proactively take part and oversee the development of solution architectures for complex projects that require a more senior stakeholder. Proactively strive to win new business and bring in new revenue.
  • Technical Sales Improvement: Contribute to the improvement of the pre-sales team by fostering collaboration and a productive work environment, encouraging optimal performance.
  • Customer Engagement & Stakeholder Management: Meet with clients to understand their business requirements and translate them into viable solutions. Deliver demo and proposal presentations to clients, showcasing Sybrin's capabilities and value proposition.
  • Resource Management: Optimise the use of resources based on the current project and future sales pipelines. Ensure that resources are aligned with organisational priorities.
  • Customer Satisfaction: Champion a customer-centric approach across all business functions to deliver exceptional service and exceed client expectations.

Critical Technical and Behavioural Skills Required:

  • Solution Architecture Skills
  • Proposal Writing and Review
  • Tender Writing Management
  • Driven & Motivated
  • Self-Starter
  • Collaborates Meaningfully
  • Manages Pressure
  • Meets Deadlines
  • Attention to Detail
  • Strategic Thinker
  • Solutions-Orientated
  • Project Management

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