Pre-Sales Consultant

Department: Pre-Sales
Location: Bedford with travel
Reporting to: Commercial Lead (Managed Services)

Job summary

To fulfil a crucial function within the sales life cycle that provides the vision, benefits and oversight of customer solutions throughout the sales life cycle and provides support to the sales team in maintaining customer engagement.
Work with sales and technical colleagues to deliver compelling business proposals and presentations that understand the need of the customer and sell into the gap.
The measurement of success for this role is the contribution to Blue Chip in winning new business that is aligned to Blue Chip’s service catalogue and technical roadmap.

Key result areas

  • Customer focused and able to establish trust and credibility through breadth of managed services knowledge and experience
  • Provide the crucial link between sales and technical experts to ensure that the Blue Chip proposition presented to the customer is commercially viable, technically fit for purpose and addresses the customer’s needs now and in the future
  • Must be able to link the benefits of Blue Chip services to the customer’s need
  • Must be able to facilitate customer-facing meetings
  • Able to manage multiple opportunities at various stages of customer engagement simultaneously
  • Maintain effective working relationships with multiple stakeholders internally and externally
  • Work closely with the sales team to ensure the timely and effective delivery of proposals to customers that include:
    • Playback of requirements discovery
    • Compelling solutions to specific customer business challenges
    • Solutions that are underpinned by Blue Chip’s portfolio of services
    • Clearly outline the benefits to the customer of each proposal
  • Work closely with technical, commercial and service delivery teams to ensure that customer proposals are:
    • Fit for purpose
    • Technically appropriate
    • In line with the Company’s technology roadmap
    • Well documented to ensure a smooth transition into service delivery
    • Provide the right blend of technology and service definition
    • In line with the Company’s pricing model, in partnership with the Commercial Team
  • Ensure that all opportunities have passed the technical and commercial governance process prior to issue
  • Support Commercial team colleagues in the production of repeatable pre-sales collateral and customer documentation
  • Partner with the Product Manager on creation and maintenance of the standard product catalogues for the business
  • Understand and help define the benefits of all Blue Chip solutions
  • Understand and fulfil the responsibilities for secure management of personal data of both internal and external customers in line with the EU General Data Protection Regulation 2018

Key Personal Requirements

  • Have a well-rounded awareness of a selection of the following skills
    • IaaS solution
    • Networking
    • Security
    • Virtualisation
    • Communications
    • Data Management
    • Monitoring
    • Automation
  • An understanding of Public Cloud IaaS solutions
  • The ability to understand and translate customer’s problem into Blue Chip services and relay the benefits of the services in a compelling manner
  • Ability to articulate the benefits of technical concepts clearly and be able to adjust delivery and style to different audiences to support customer engagement and deliver to their need
  • Ability to prepare well written and designed documentation
  • Experience of preparing accurate and compelling solution proposals and RFI/RFP responses
  • Commercial understanding
  • Confident and able to influence
  • Excellent relationship building and managing skills
  • Assertiveness and ability to balance conflicting interests internally for the benefit of Blue Chip and Customers
  • Self-motivated with a ‘can-do’ and flexible attitude
  • Effective team player
  • Ability to work under pressure and be able to prioritise workloads
  • Mature MS Office skills including Visio
  • Valid driving license as this role will require travel to customer and prospects sites
  • GDPR

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