Pre-sales consultant compute central government

Description

You will join the company's Compute pre-sales team and support Compute opportunities with Dutch central government organisations.

The company helps organisations link, secure and use their data and applications across edge and cloud environments.

You work in a dedicated account team with the Account Manager, turning customer needs into practical, commercially viable solutions and supporting sales discussions.

Responsibilities

• Design solutions that meet customers' business goals, combining the company's hardware, software, services and as-a-service offerings with third-party components such as software and integration where needed.
• Write clear, accurate proposals that show how the solution meets both the business and technical requirements.
• Turn functional designs into technical architectures that can grow with the customer.
• Explain how the solution's value addresses the customer's business needs, and identify key risks and value points for the account team.
• Lead deep-dive discussions, define key differentiators and draft high-level solution designs.
• Show customers how to migrate or integrate technologies into new or existing environments.
• Track industry trends, emerging technologies and competitor activity, and apply what you learn to the customer's technical environment.
• Gather input on the customer's IT trends, requirements, gaps and unmet needs.
• Find further opportunities in the account, such as enhancements, upselling and cross-selling, and build the pipeline.
• Monitor the account pipeline and move active deals through to close.
• Take part in account business planning and sales forecast meetings, giving feedback that speeds up the sales cycle.
• Work with the company's and partners' account leaders to shape value propositions, negotiation points and complex solutions.
• Match the right partner to each opportunity and pass on knowledge so partners can deliver good results for the customer.
• Build working relationships with customer technical teams and senior executives, and document your activity through the sales cycle using the company's tools.
• Contribute to conferences and industry events through presentations, demos, booth support and content, including on social media.
• Share knowledge with peers and help develop junior colleagues.
• Where needed, act as project lead and advise less experienced professionals, using your own judgement while consulting others on the best approach.
• Balance cost, scope, scale and benefits to deliver the best value.

Requirements

• A first-level university technical degree or an equivalent technical qualification.
• 4, 8 years of technical IT experience, focused on technical consulting and solution selling.
• Preferred: an advanced degree in technology.
• Strongly preferred: relevant industry certifications, whether knowledge-based or experience-based.
• Experience configuring solutions and creating demos and proofs of concept to meet customer requirements.
• A solid understanding of the company's portfolio and how its products, software and services combine to meet customer needs, including for strategic customers and industries.
• Strong working knowledge of the as-a-service model, including its business value, ecosystem and the outcomes it drives in your domain.
• Hands-on experience with at least one product, solution, tool or service in your area.
• Ability to design a playbook and deliver live demos and walk-throughs to customers, partners and other stakeholders.
• Strong written and verbal communication in English and any relevant local languages, in person and virtually, with active listening, storytelling and respectful challenge of proposed solutions.
• Business and financial acumen, including the sales cycle, pipeline growth, reporting, business strategy, and the roles of customer decision-makers.
• Understanding of the KPIs that matter to CxOs and line-of-business executives, plus TCO/ROI concepts, financial models and how customers generate revenue.
• Consultative and value selling skills, including whiteboarding, objection handling and closing.
• Skill with CRM systems and business and technical tools, account planning, and knowing when to bring in specialists.
• Project and time management, strong analytical and problem-solving skills, and appropriate due diligence.
• Knowledge of partner offerings, how to engage partners, and when to use them on deals, including the regional go-to-market approach.

Conditions

Hybrid role, with an average of 2 days per week in a company office.

Sales function, job level TCP03.

The company is an equal opportunity employer that welcomes applicants with disabilities and decides on qualifications, merit and business need.

Benefits

• A broad benefits package covering physical, financial and emotional wellbeing for you and your loved ones.
• Development programmes to help you reach career goals, whether that means becoming a subject expert or moving into another division.