• Senior Pre-Sales Consultant

    Job ID
    2018-5163
    Category
    Sales
    Job Location
    FR-75-Puteaux
  • Overview

    We are looking for an experienced Pre-Sales Consultant to work with our team in France and help grow our business across MEA by providing pre-sales support to existing and prospective clients and partners across the territory.

    Reporting to the Pre-Sales Manager Europe, and based in Paris, you are ideally Someone with a strong background in Data Integration, B2B, MFT and more globally in APIM management.

     

    Our Ideal Candidate

    You possess communication and customer-relationship skills responsiveness, sensitivity, diplomacy and are comfortable working both independently and collaboratively. You are advanced problem-solving skills and technical aptitudes allow you to adapt to new circumstances and learn quickly when facing new problems and challenges.

     

    • Proactively engage with Axway’s customers to demonstrate all technical aspects of Axway’s product and effectively communicate Axway’s key differentiators to customers in the region.
    • Manage the technical sales cycle working with Sales Account Managers and Axway Partners to ensure generation of revenue.
    • Own the technical agenda with responsibility for enabling, explaining, training, analyzing and selling the technical aspects of the solution to new and existing customers and partners.

    Responsibilities

    As an integral part of the pre-sales team, you will partner with sales representatives to identify new sales opportunities as well incremental sales opportunities within existing accounts. With your insight, you will influence the sales team regarding qualification potential and help develop a sales strategy by identifying the business and technical pain points.

    You will demonstrate your project leadership skills during customer-requested proofs and pilots, including hands-on installation, configuration and demonstration of Axway’s products which are frequently performed onsite and in customer environments. When necessary, you’ll work with other groups such as Axway Professional Services and Customer Support, building consensus and securing resources to resolve customer needs.

    • Prepare and present compelling solution demonstrations for regional enablement events based on Axway’s platform.
    • Deliver customer follow-up, including but not limited to RFIs/RFPs.
    • Lead the technical sales cycle, owning all technical aspects of the sales process.
    • Design and delivery of customer presentations.
    • Qualify on a technical basis any technical proposal being put forward.
    • Ensure technical closure on all opportunities.
    • Be able to articulate a technical solution in a way that will address a business requirement.
    • Advise on architectural configuration.
    • Report on all technical issues to the Pre-Sales Manager and Account Manager.
    • Identification of additional technical opportunities within the customer base, and new opportunities within your region.
    • Analysis and understanding of customer needs and regional opportunities in order to promote the Axway value proposition.
    • Delivery of Proof of Concepts, engaging product specialists as appropriate.
    • Maintain and continuously develop technical knowledge.
    • Share knowledge across the team.
    • Respect and adhere to customer and partners and internal Company rules and disclosures at all times.

    Qualifications

    • Minimum of 4 years’ experience in a pre-sales consulting role.
    • Excellent written communication skills, experience of preparing proposals.
    • Strong technical awareness.
    • Excellent experience of managing proof of concepts on customer premises.
    • Understanding of database, architecture, networks and networking protocols.
    • Ability to communicate a technical message to a non-technical audience as well as a technical audience.
    • Presentation skills, both verbal delivery and content design.
    • Ability to work as part of a virtual team in delivering a proposal.
    • Ability to read, speak and understand French and English fluently.
    • Willingness to regularly travel throughout France, within MEA Russia, GCC, South Africa, Israel dependent upon operational requirements.
    • Internship in the IT industry working with API Gateways, SOA, ESB, Networking, Security, Middleware, B2B, B2C and business applications.
    • Hands on familiarity with middleware solution, web services technologies (SOAP, XML), Enterprise Security Standards (OAuth2, SAML, LDAP, SSO, Firewall, WS-Security,PKI) etc.
    • Hands on development experience with some of the following: Java/ JEE, JavaScript, Python, PHP, XML, SOAP, REST, JSON, SAML, NodeJS and other API related technologies
    • Exposure to Cloud Technologies such as AWS, and Mobile App development.
    • Exposure to Mobile App development or management including Android and iOS SDKs would be a plus.
    • DevOps, Apache Cassandra, Container (Docker, Kubernetes…) would be a plus.

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