Senior Pre-Sales Specialist (US, West Coast)

Origina • San Francisco, CA

301d • Remote

About The Position

We have an exciting opportunity for a Senior Pre-Sales Specialist based in the US West Coast. In this role, you will leverage your in-depth knowledge of Origina's service offerings and the industry we operate in. You will combine this expertise with a comprehensive understanding of the IBM software portfolio, including its licensing and deployment models, to lead customer engagements and demonstrate the value of Origina's support & maintenance services.

Requirements

• Strong cross industry knowledge of IBM software products and the IBM Passport Advantage programme.
• Minimum of 10+ years experience in a similar technical presales/customer success role.
• Extensive experience of partnering with executive-level cross-functional stakeholders.
• Ability to juggle multiple tasks simultaneously to meet demanding deadlines.
• Exceptional interpersonal, networking, negotiation, influencing, listening, presentation and communication skills.
• Appreciation of the customer, their needs and how to meet them creatively.
• Ability to maintain a holistic overview of complex situations and deal effectively with difficult issues when they arise.
• Formal presales/IT consulting, and/or sales training.
• Ability to work in a way that aligns with our values of Trust, Fairness, Relationships, and Opportunity.

Responsibilities

• Use a consultative selling approach to gain a detailed understanding of the client's support needs, future product strategy, potential blockers or objections.
• Create and deliver detailed presentations to prospects showcasing the value of Origina support and how Origina delivers that service.
• Analyze the IBM, HCL & VMware support case history of prospective customers to identify pain points and recurring themes and present back to prospects.
• Coordinate and manage all technical presales activity including, where necessary, the involvement of our IBM subject matter experts to demonstrate the strong technical expertise of the team.
• Build and manage trusted advisor relationships with the client's application or platform owners and related stakeholders.
• Assist the sales team with any complex queries that arise from customers.
• Link the operational teams together to ensure that all customer queries relating to our service are answered promptly and appropriately.
• Maintain all technical related information in the Origina deal management system.
• Collate 'customer success' stories to correctly articulate our value proposition.
• Manage the successful transition for sales opportunities through to the customer onboarding process.
• Ensure that products are 'Vetted' (License & Product) to ensure that Origina can support them.
• Identify risks to the contract management team to ensure they can be captured, and countermeasures are included at the negotiation stage.
• Challenge the status quo and find more efficient ways to do things & suggestions on how to improve the interaction with the sales team.
• Coordinate with marketing and content management to maintain our presales collateral portfolio.
• Capture important 'intelligence' on market trends and IBM products which support the sales process.
• Participate as part of the feedback loop in capturing the needs of our customers and help shape our service offering so that we can continue to deliver fantastic support for our clients.

Benefits

• Competitive compensation that rewards achievement.
• Hybrid, flexible working model.
• High-level Health, Dental, and Vision insurance.
• STD and Life/AD&D cover.
• 22 days PTO each year with additional days earned based on your tenure.
• Additional 10 Federal/Regional holidays.
• Generous Maternity & Paternity leave.
• 4% 401k match.
• $200 annual wellness benefit.
• $1,000 professional development benefit.
• Flexibility of working remotely from anywhere for up to 4 weeks per year.
• A dedicated Volunteer Day to give back to your community and support meaningful causes.
• Employee Assistance Program.
• Fun and inclusive environment with regular events organized by Engagement, and Inclusion Committees.

What This Job Offers

• Career Level: Senior
• Industry: Food Services and Drinking Places