Pre-Sales Consulting Lead

JLL•Charlotte, NC

4d•Remote

About The Position

This Pre-Sales Consultant exhibits a deep understanding of IWMS systems and related JLL offerings (e.g. AI, sensors) that they are responsible for within the buyer journey and subsequently the sales cycle. This individual must be comfortable presenting to decision makers of all levels, from system users to executives’ high-level decision makers, tailoring their messaging as needed to resonate with appropriate stakeholders. In addition, the individual must thrive in a collaborative setting with multiple internal stakeholders, including but not limited to the sales, deliver, and account management teams.

Requirements

MS Office Suite
Archibus, MREF, OpenBlue, Planon, ServiceNow, or equivalent IWMS
Salesforce CRM
Candidates must be authorized to work in the United States without sponsorship.

Nice To Haves

If this job description resonates with you, we encourage you to apply, even if you don’t meet all the requirements. We’re interested in getting to know you and what you bring to the table!

Responsibilities

Work with IWMS and ensure that all out-of-the-box demonstration environments are available, performing adequately, and configured in preparation for client-facing demonstrations.
Improve the speed of response by establishing and maintaining an out-of-the-box demo dataset and demo scripts for industry specific verticals, highlighting JLL’s vertical expertise supported within a technical solution.
Innovate by establishing advanced demonstration sets that can be more tailored and unique to client challenges and business requirements.
Collaborate with the sales team to recommend configurations, identify required customizations, and/or uncover unique opportunities in support of each sales pursuit. Appropriately relay information to technical resources and collaborate on system customization as required.
Develop their own learning path to ensure that all functional areas and underlying business requirements/processes that are supported by IWMS are understood at expert-level. There should be a cyclical nature to this path: Learn, Repeat, Teach, and Innovate.
Contribute to continuous IWMS innovation efforts led by the JLL technical delivery team by understanding the broader JLL technology ecosystem, market trends, competition, and industry demands.
Act as a liaison between the Sales Enablement Team and the product delivery leader for continual product improvement, ideas sharing, and general collaboration.
Expand your product knowledge to include JLL Technologies built products in the BI, AI, and Experience categories to create more holistic sales approaches including IWMS, but also expansion products.
Assist the sales team in understanding client requirements and how they correlate to product features, both from a functional and technical level, to help qualify opportunities as part of the pre-sales cycle.
Develop a standardized consulting approach to assist the sales team with budgetary estimates and pricing exercises.
Participate in RFx response efforts as needed. This could include collaborating on technical/functional responses, example deliverables, system graphics training guides, pricing exercises, and informing program creation. This could also be connecting to the correct resource internally to help, as well.
Make recommendations to the bid management team on improvements to proposal language and stock deliverables. Review and update proposal language as required and inform bid team when responses should be added to the repository.
Attend sales pursuit debriefs to provide feedback on the sales cycle, team approach, win themes, and client engagement.
Assist the sales and/or account management team in creating client facing presentations at various stages of the sales cycle (e.g. discovery, proposal).
Develop and maintain a repository of client-facing presentation material inclusive of product and delivery-approach focused information.
Participate in presentations alongside sales and/or account management team to support functional/technical questions as they arise.
Support outbound opportunities both remotely and in-person such as webinars, conferences, speaking opportunities.
Create, as necessary, sales videos to participate in demand generation campaigns.
Product demonstrations/presentations
General presentations
Collaboration with multiple internal stakeholders, including but not limited to sales, account management, delivery, and bid management teams
Establish and maintain standardized product demo environments, demo data sets, and demo scripts to increase our speed of response and reflect industry evolution
Develop a personalized learning program and cadence to continually deepen subject matter expertise while also educating partners internally
Develop standardized pre-sales consulting approach for product pricing and functional area mapping to create a consistency, efficiency, and accurately in our client Recommendations