Presales Solution Architect

Location: New Delhi, India

Function: (DEAI HV) Presales

Requisition ID: R0126223

The primary role of a TechSales Solutions Consultant is to work collaboratively with the direct sales team as well as partners to provide support for all presales solution aspects of the sales cycle. Job requirements include but are not limited to the following activities; RFI/RFP preparation, opportunity & account planning, technical liaison (representing Sales) to Professional Services / Partners and APAC TEs / Product Management teams, demonstrations, joint partner solutions etc. Solution Consultant plays a vital role in establishing and supporting the technical sales relationship with prospects & clients. In concert with the sales representative, the Solution Consultant maps product capabilities to client needs and sets mutually understood and accepted expectations related to our solutions to ensure the success of post-sale implementations.

Responsibilities

• Provide technical sales support to the sales team and partners leading the engagements
• Strong Focus on Customer engagements in ongoing opportunities
• Leverage technical relationship and trusted advisor role to create new opportunities with consultative selling
• RFI/RFP support (both proactive and reactive)
• Solution proposal support to highlight differentiators and quantified benefits with CXO level summary
• Technical engagements with key partners (SI, ISV etc.) for joint Solution development and / or joint bidding
• Lead initial solution demonstrations to customers/partners
• Assist in pre-sales to post-sale transition to ensure smooth implementation and maximum customer satisfaction

Required Capabilities

• Strong ability to identify, document and articulate the business and technical requirements of a prospective customer during the full sales cycle – qualification, proposal, post-sale transition
• Strong ability to communicate our software ability to address prospect’s requirements through compelling presentation (written, oral and product demonstrations) of the applications
• Excellent customer facing and presentation skills
• Excellent collaboration and Team work not only with in HV teams but also partner teams
• Proactive in approach to lead customer/partner/consultant engagements and strengthen HV’s presence in accounts
• Excellent writing and quantitative skills, specifically related to proposals, RFI/RFP response and MS PowerPoint presentations
• High level of energy, enthusiasm, persistence, discipline, and a strong desire to succeed
• Willingness to do whatever is necessary to win (Team work, ability to resolve issues etc.)
• Ability to travel

Technical Skills

• Good technical experience in Data Center level infrastructure with strong focus on Storage
• Good understanding of Object Storage technologies
• Minimum 8 years of experience with 5 years being in presales role
• Experience with Database, Application integration etc. desirable
• Experience in conducting demos
• Experience to lead consultative workshops to demonstrate business value