Pre-Sales Solution Consultant (London) – Prosperoware
The Solutions Consultant role for Prosperoware has responsibility for providing pre-sales technical expertise in support of successful sales cycle engagements. Typical customers include, but are not limited to, law firms, professional services organizations and corporate legal departments. Solution Consultant will leverage their strong understanding of law firm operations to map the Prosperoware suite of products into a value message. Skills include a comprehensive knowledge of Prosperoware’s suite of products and service offerings; providing technical expertise for pre-sales activities; preparing and delivering product demonstrations and proofs of concept; responding to RFPs & RFIs; and acting as a liaison between, Product Management, Professional Services and Sales.
PRIMARY DUTIES AND RESPONSIBILITIES
•Develop and maintain a thorough knowledge of the Prosperoware product suite, intended use, value proposition and competitive position; participate in self-directed learning; studying product, technical, or executive information provided.
•Maintaining knowledge of industry standards, methodologies, and best practices; establishing and maintaining competence in current and planned versions of products.
•Establish and maintain competence in demonstrating, using, troubleshooting, and issue resolution of Prosperoware products.
•Understanding the various service offerings available; and researching and learning how the services fit into customers’ processes and contribute to their business performance.
•Provide technical expertise for sales team pre-sales activities by accompanying sales team on technically complex sales calls; meeting with prospective clients’ key IT, firm shareholders and C-level decision makers to discuss functional and technical areas of products; guiding sales team on methods to evaluate prospects’ needs for Prosperoware products and services.
•Assist sales team in completing Request For Proposals (RFPs) and Requests For Information (RFIs)
•Support Account Executives with SI/VAR/Influencer Partner recruitment, ramp-up, and sales support including; demonstrations, technical product training and implementation support.
•Work with key prospects on proofs of concept; determining and documenting scope of POC; installation, configuration, support and maintenance of POC environments; conducting regular meetings with prospect during POC period to facilitate support and education of prospect in the product features and functions.
•Contribute to new product development by identifying gaps where current products and services do not meet market demands; communicating customer requirements to Product Development; and acting as liaison between prospective customers and Product Management.
•Assist in developing and providing training to the Sales team on products, features, and new releases.
•Attend industry events and conferences; staff the company booth to meet and greet conference attendees; prepare and deliver presentations during conference meetings or sessions; attend networking events.
•Proactively pursue professional development activities
•Oversee administration of all product demo environments
•Assist in maintaining RPF knowledge repository
•Documenting activities and notes in CRM system
•Partner education and technical enablement
•Perform other duties as assigned by supervisor
•Travel, approximately 30+% of work time, typically for prospect meetings, conferences, and training
•Ability to travel independently
•Bachelor’s Degree in Business, Technology, Computer Science, Information Technology, or related degree
•5 years’ experience in sales, IT, or operations, dealing directly with clients and prospects
•Support complex solutions based sales in a highly technical capacity
•Highly developed communication skills, both written and verbal and the ability to develop and deliver demonstrations and presentations to both internal and external audiences of all levels
•Utilizing a CRM tool
•Supporting consultative sales approach
•Knowledge of sales process and activities
•PC and basic technology components
Understanding of legal domain, compliance, law firm management space and related terminology
Understanding of financial aspects of legal and professional services organizations is a plus
Knowledge of common IT systems found in legal and professional services organizations including document management, financial and security systems
•Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
•Tools and process enabling remote connection to internal systems
•VMWare Workstation or other virtual server platforms
•Microsoft SQL server databases and query language is strongly preferred
Must be able to sell into all clients within the territory without restrictions or challenges from enforceable non-compete agreements. The successful applicant will be required to pass a background check.
The above statements are intended to describe the general nature and level of work being performed by most people assigned to this job. They are not intended to be an exhaustive list of all duties and responsibilities and requirements.
Prosperoware builds enterprise-class, transformational software for professional service firms. We empower firms to reduce costs, improve profitability, secure content, and deliver exceptional client service. Our customers include half of the G20 and AmLaw 100 firms, as well as, large global corporations and Big Four accounting firms.
Contact Details – firstname.lastname@example.org