Advisory Presales Solution Consultant - Public Sector (Higher Education & Healthcare)

Description

The company is hiring a Public Sector presales solution consultant to act as technical sales partner and give customers in the Public Sector product and solution guidance. You will work across a small set of large enterprise accounts, helping them grow by showing how the platform's power, extensibility and ease of use fit their needs.

This is an advisory presales technical role. You will develop, position and deliver technology-based solutions during sales cycles, and you will help meet quarterly and annual sales targets for an assigned territory.

The company's platform addresses business transformation, operational efficiency, key regulations and resilience, changing business needs, security and similar problems in the Public Sector.

Responsibilities

• Interview customers in person and remotely to understand their technology architecture and business needs.
• Work with C-suite executives on a regular basis.
• Help sales teams plan account strategy with customers.
• Lead non-technical discussions to define objectives the company can meet and the business value of meeting them.
• Sell the value of the solution, not only its features and functions.
• Support and sometimes lead regional marketing events such as user conferences, trade shows and webinars.
• Give product demonstrations, both standard and tailored to prospects and existing customers, on site and by video conference.
• Help create product demo scripts and scenarios.
• Build a deep knowledge of the platform so you can advise customers on solution design and best practice.
• Respond to requests for information and proposals.
• Keep up with product releases and roadmaps well enough to brief customers, run demos and lead proof-of-value and proof-of-concept cycles.
• Track competitors and understand how the company differs from them.
• With sales and professional services, run transition briefings that set out commitments and expectations ahead of deployment.
• Act as the platform subject matter expert at executive briefings and marketing events.

Requirements

• About 6 to 10 years of enterprise software presales solution consulting or sales engineering experience.
• Experience selling complex multi-product or cross-platform software solutions.
• Experience working with and selling to Public Sector organisations, ideally including healthcare and/or higher education.
• Experience with one or more of the following is highly desirable: IT Service Management (ITSM), Financial Management (FM), Project Portfolio Management (PPM), DevOps, Agile, HR Service Delivery (HRSD), Governance Risk and Compliance (GRC), Security Operations, IT Operations Management (ITOM) including Cloud Management, Event Management, Infrastructure Discovery and Mapping, or related technologies such as Generative AI.
• Experience using AI in work processes, decision-making or problem-solving, or thinking critically about how to bring it in. This can include AI-powered tools, workflow automation, analysing AI-driven insights, or assessing AI's likely effect on the function or industry.
• Experience selling to Enterprise Architecture teams.
• Ability to lead complex virtual and matrix teams.
• Enough technical understanding to pick up new technology and solutions quickly.
• Strong communication and presentation skills, able to explain technical and business concepts clearly to both technical and non-technical audiences.
• Ability to see the wider picture and the business drivers behind IT.
• Territory management skills, including building pipeline and working with your sales counterpart to execute well.
• Fluent English.

Conditions

Business travel within the UK, mainly the Midlands, with occasional international travel to the US.

Offices in Staines and London, with attendance required 1 to 2 days per week depending on business need.

Work persona is assigned by the nature of the work: flexible, remote, or required in office.

The company is an equal opportunity employer.