Digital Presales Architect, French Speaker

Description

This is an onsite role, with most of your time spent working from a company office.

The company is a global business that helps organisations connect, protect, analyse and act on their data and applications, from the edge through to the cloud. The role sits in the Sales job family within the compute area.

You will design solutions that deliver customer outcomes, either within one technical domain or across the full range of hardware, software, services and as-a-service offerings, combined with any third-party components such as software and integration.

You will support sales colleagues and customers with technical presentations and product or solution demonstrations, aiming to win trust within a specific technical field. You may be assigned to particular accounts based on business priority.

At this intermediate level you apply solid subject knowledge to common technical problems, offer analysis and recommendations to the team, and work independently within set guidelines with moderate supervision.

Responsibilities

• Write persuasive customer proposals that meet both the business and technical requirements.
• Review proposals for accuracy, relevance and competitiveness, working with senior colleagues where needed and keeping the customer engaged.
• Confirm that technical designs work, suit the customer's workloads, meet service levels and stay within budget.
• Build implementation designs for products, services and solutions through detailed technical discussions, drawing on the customer's environment and the company portfolio.
• Estimate the effort involved and recommend sourcing models.
• Identify and explain the main risks within your scope.
• Gather IT trends, requirements, gaps and unmet needs from end customers and contribute your input.
• Answer customer questions and concerns about technical products, services and solutions within your scope.
• Build the pipeline by spotting opportunities in the account, including enhancements, unrecognised needs, upselling and cross-selling.
• Support the pipeline and help deals move through the sales process to closure.
• Attend sales forecast meetings and give feedback that speeds up the sales cycle.
• Record your activities and tasks throughout the sales cycle using the required tools, and share good practice with peers and partners.
• Build working relationships with customer technical teams by understanding their ecosystem and how the company's solutions add value.
• Work with internal and external partners to transfer knowledge and deliver solutions.
• Develop relationships with key partners and stakeholders in your area, understand their strengths and limits, and support partner enablement initiatives.
• Track emerging technologies, trends, standards and competitor activity, both inside and outside the company.
• Share knowledge with peers without waiting to be asked.

Requirements

• A first-level university technical degree or an equivalent technical qualification.
• 2-4 years of technical experience in IT, with a focus on technical selling.
• Intermediate experience with solution configuration and architecture design, including helping build demos and proofs of concept (POC) for customer requirements.
• Intermediate understanding of the company portfolio and how its products, software and services fit into solution domains.
• Intermediate understanding of as-a-service business models, differentiated value, solutions and workloads, and the ability to prioritise aaS offerings and consumption models that achieve customer outcomes.
• Intermediate written and verbal communication, including emphasis, collaboration, active listening and storytelling, in English and relevant local languages, in person and virtually.
• Intermediate discussion and persuasion skills, and the ability to challenge proposed solutions respectfully.
• Intermediate business and financial acumen covering the sales cycle, pipeline growth, reporting, influence and business strategy, with awareness of customer business roles.
• Intermediate consultative and value selling skills, including presenting, whiteboarding, handling objections and closing.
• Intermediate knowledge of company business, technical tools and standard customer relationship management (CRM) systems.
• Hands-on experience with one or more products, solutions, tools or services relevant to your role.
• Ability to deliver live demonstrations and walkthroughs to customers, partners and other stakeholders.
• Intermediate project and time management skills, or experience, plus strong analytical and problem-solving skills and appropriate due diligence.
• Intermediate knowledge of partner offerings and when to use them on deals within your area of specialisation.
• Intermediate knowledge of the different partner types and products relevant to your solution domain, and of the company's go-to-market strategy.
• Preferred: relevant industry certifications, based on knowledge or experience.

Conditions

Onsite role, primarily working from a company office.

Based in Spain.

Sales job family, job level TCP02.

Candidates who need accommodation at any stage of the process can request it.

The company is an equal opportunity employer and makes decisions based on qualifications, merit and business need.

Benefits

• Health and wellbeing support covering physical, financial and emotional needs for team members and their loved ones.
• Career development programmes to reach your goals, whether that means becoming a subject expert or moving into another division.
• Flexibility to manage work and personal needs.