Job Title – Pre-Sales Solution Consultant
Role Purpose
The Pre-Sales Solution Consultant possesses advanced/expert level knowledge of Infor solutions and participates in sales cycles as a member of the account team in support of the sales account strategy. The Solution Consultant interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions. The Solution Consultant often leads teams of presales specialists on larger sales cycles. In addition to deal support, a Solution Consultant collaborates with sales and Value Engineering teams to plan account strategies
Company Overview
Love your work!
We're helping millions love their work by reimagining the way business applications are developed, designed, and deployed—creating the kind of business applications that we'd love to use.
Infor is the third largest global provider of enterprise applications and services and is helping 90,000 customers in more than 200 countries and territories improve operations, drive growth, and quickly adapt to changes in business demands.
Infor delivers fully integrated enterprise solutions for a wide range of industries, as well as best-in-class, stand-alone products that address the essential challenges its customers face in areas such as enterprise resource planning, product lifecycle management, supply chain planning and execution, customer and supplier relationship management, asset management, financial and performance management, and business intelligence. For additional information, visit www.infor.com.
Main Responsibilities
Deal Support
• Compose and deliver superior sales presentations covering Infor solutions to prospective customer audiences. The presentations must articulate the sales message, differentiate Infor, and leave a strong and positive impression to audiences which include senior company executives.
• Prepare and deliver software demonstrations in support of sales cycles. Preparation includes personalization of demos to meet the needs of prospective customers and personalization of demos to ensure delivery of a simple, appealing and compelling presentation
• In advance of a demonstration or key presentation, conduct discovery sessions with representatives from the prospective customer. A discovery session is an interview to identify and understand key pain points which will determine the value drivers and solution enablers for the presentation.
• Reinforce the business value of Infor solutions through creation of compelling presentations, demonstrations and participation in value engineering engagements.
• Stay up to date with the latest Infor solutions as well as industry trends. Maintain a close understanding and appreciation of competitive solutions.
• Lead teams of presales specialists on larger sales cycles.
• Demonstrate advanced knowledge of Infor solutions and appropriate industries in order to maintain credibility with prospective customers. Provide proof points with relevant customer stories.
• Join sales teams for initial executive meetings
• Complete sections of Infor responses to RFIs and RFPs.
Help Enhance Demand Generation Unit
• Collaborate with sales teams to participate in various one-to-many lead generating activities.
• Provide relevant Pre Sales support in marketing events/conferences, including presenting at events for the solution, developing reference customers, competitive positioning and analysis
• Collaborate with the sales team to identify whitespace opportunities
Sales Readiness
• Collaborate with sales teams to plan account strategies through participation in informal and formal account reviews.
• Develop close relationships with sales teams in order to promote effective sales methodologies and the introduction of new products
• Participate in demo system design and planning and assist in configuration if needed. Participate in new product release input and testing and training of peers
• Serve as a champion for assigned industry based product functionality and provide knowledge transfer to colleagues as needed.
Pre-requisites/Skills/Experience
• Experience of ERP solutions
• Proven experience of operating within a pre-sales environment
• Proven experience as a solution specialist (or equivalent customer facing) experience in areas appropriate to the job
• Demonstrates successful engagements leading small teams on small mid-sized deals
• Expert knowledge/expertise on end to end processes/solution matching
• Experience in sales and sales processes
• Excellent presentation and communication skills
Ref - JL
