Technical Pre-Sales Consultant

Phocas Software•Costa Mesa, CA

19h•Hybrid

About The Position

Phocas Software is a profitable, high-growth SaaS company helping businesses make better, data-driven decisions. As we scale globally, the quality of our Pre-Sales execution is a direct driver of win rates, deal velocity, and the calibre of customers we bring on board. The Pre-Sales Consultant is accountable for delivering high-quality Pre-Sales execution across their regional deal pipeline. This means leading discovery, demonstrations, and solution design for assignedopportunities, working closely with Account Executives and Account Managers to advance and close deals. The role is the bridge between a prospect’s business problem and the product capability that solves it — and the quality of that bridge determines whether deals are won. By consistently executing best-practice Pre-Sales process, deepening product and industry knowledge, and contributing to broader team capability, this role directly supports regional revenue growth and the quality standards set by the Pre-Sales Leads and Global BVE Team. Why This Role Matters Revenue Impact: Directly supports regional pipeline progression and win rates through high-quality discovery, demonstrations, and solution design. Deal Quality: Ensures deals entering the pipeline are well-qualified, well-prepared, and set up for successful close and handover. Sales Enablement: Strengthens the effectiveness of Account Executives and Account Managers by delivering Pre-Sales support that moves deals forward. Process Excellence: Upholds and contributes to the global Pre-Sales standards and tooling that create consistency and repeatability across the team. Continuous Improvement: Builds product knowledge, industry fluency, and demo capability over time, raising the quality bar for the wider Pre-Sales function.

Requirements

Product & Technical Fluency — translates deep product knowledge into clear business value for any audience, from end users to executive buyers.
Commercial Acumen & Sales Cycle Awareness — understands the full sales cycle and how Pre-Sales activity drives deal progression and close.
Exceptional Communication & Relationship Building — builds trust quickly with AEs, AMs, prospects, and internal teams.
Problem-Solving & Solution Orientation — diagnoses business problems and connects them to the right product response with confidence and clarity.
Execution Rigor & Deal Management — manages multiple deals simultaneously without compromising quality or preparation.
Continuous Learning & Development — actively builds product knowledge, industry fluency, and demo capability, and applies coaching to improve over time.

Responsibilities

Execute discovery, demonstrations, and solution design across assigned regional opportunities to a high and consistent standard.
Support Account Executives throughout the full deal cycle, from qualification through to close and handover.
Maintain accurate and timely deal documentation, including SOW inputs and handover notes.
Follow global Pre-Sales processes and contribute feedback to improve them over time.
Participate in call and demo reviews, actively applying coaching to lift quality across all customer-facing interactions.
Build and maintain working knowledge of Phocas products, integrations, and key industry and persona use cases.
Manage and keep regional demo environments current and relevant for customer-facing use.
Contribute to enablement sessions and team development activities, sharing knowledge and supporting broader team capability.
Collaborate with AEs, AMs, Customer Success, and Implementation teams to ensure smooth deal handovers.
Explore where AI can be applied in Pre-Sales workflows to improve efficiency and value creation.