Services Presales Manager

CLONERA Bilişim Hizmetleri A.Ş.

POSITION OVERVIEW
Clonera Services Pre-Sales Manager (CSPM) is responsible for the management of Clonera Pre-Sales Unit. The CSPM is one of the main owners of Clonera service catalogue and supports sales productivity and deal flow by securing the “technical close” in service solutions. The CSPM collaborates with sales, product management, marketing and post-sales support&delivery resources to ensure proposed deals accurately address customer needs in terms of both technical and business perspectives. The CSPM is responsible for achieving a profit and productivity quota made up of the combined expectations of the sales resources, market, and/or strategic partners supported/collaborated.

JOB RESPONSIBILITIES

·        Manages service solutions Pre-Sales Team in order achieve sustainable business growth.

·        Assist sales teams in realizing pipeline opportunities through the creation of solution proposals

·        Works deals assigned to the sales team supported, prioritizing effort based on maximizing total impact on team productivity and profit.

·        Understand the customer base and their requirements and design relevant solutions

·        Understand available products and services and how they are combined to address customer requirements

·        Engage with a broad range of contacts within customer organizations to determine the most appropriate technology solution that meets the needs of the customer

·        Respond to requests for new technology or technology-derived solutions from the customer

·        Pro-actively identify new opportunities to deploy solutions within the customer's environment

·        Co-ordinate customer responses to ensure timely deliverable of required collateral

·        Creation of solution designs to solve specific customer requirements

·        Coordinates POC/Demo process until the customer acceptance received.

·        Coordinates closely with Clonera Product Management Team, other solutions teams and post-sales operational resources to align solution design with customers’ business requirements.

·        Secures from customer technical staff commitments needed to ensure a deal’s “technical close.”

·        Meets assigned targets for profitable sales growth in assigned product lines, market areas, channel, or teams supported.

·        Provides coaching and professional development to team members, sales associates etc. in order to enhance their product knowledge, technical acumen, and technical sales skills.

·        Opportunistically pursues additional business development opportunities within customers. Collaborates with sales to ensure these opportunities are effectively covered and advanced.

·        Delivers solution presentation workshops or project based requirement analysis studies in customers.

·        Participates contract negotiation processes in customers. Prepares and documents technical conditions of customer or sub-contractor contracts.

·        Manages the subcontractor selection and positioning studies specific for proposed model in cases where the requirements of the customers cannot be met by the defined Clonera service catalog

·        Hands over the won deals to the support&delivery units accordance with the defines procedures.
  

QUALIFICATION

·        Graduated from Electronics or Computer Engineering from reputable University.

·        At least 10 years of presales experience in IT, and 5 years presales experience in IT Services, Managed Services or Cloud Services is a must.

·        Deep Knowledge of some or of the following areas: IT infrastructure, Networking or Security, Cloud Architecture

·        Previous bid/customer proposal preparation experience

·        Deep understanding on contract phase.

·        Proven experience in delivering IT designs

·        Ability to work as single point of contact for business and customer

·        Leadership quality including the ability to motivate, inspire, counsel and facilitate individuals and teams to take responsibility and accountability for the goals. Willing to help others grow.

·        Ability to build strong internal & external relationships with key stakeholders

·        Ability to identify, influence and negotiate with key decision makers

·        Problem solving, analytical thinking and decision making

·        Self-motivated with good planning and organizational skills.

·        Excellent communication and written skills. Ability to document necessary service solution designs and presentations etc.

·        Good presentation skills.

·        Demonstrated proficiency in Microsoft or Other Office tools

·        Military obligation completed.

·        Fluent in English.