Pre-Sales Consultant

Oneconnect Financial Technology Pte Ltd.; Kuala Lumpur; On-site; MYR 90,000 - 130,000; Full time

Job summary

Oneconnect Financial Technology Pte Ltd in Kuala Lumpur is seeking a Presales Consultant to analyze markets and identify ideal customers for product launches. You will craft pitches and proposals for the sales team and present to decision makers.

You will also assist in qualifying prospects, provide deep product knowledge, participate in marketing strategy meetings, and ensure presales deliverables stay current. Travel flexibility is expected.

Qualifications

• Bachelor's degree in CS/IT or equivalent.
• At least 5 years in IT/software or fintech presales.
• Senior Executive preferred in IT/software or equivalent.
• Banking industry knowledge.
• Experience in technical presales with payments/banking.
• Able to translate technical concepts for non-technical staff.
• Willing to travel 50% or more.

Responsibilities

• Analyze markets to identify ideal customers for product launches.
• Craft pitches and materials for the sales team; present to decision makers.
• Assist sales in qualifying prospects and initial contact with leads.
• Provide deep product knowledge to support pitches and proposals.
• Attend strategy meetings with marketing to align campaigns.
• Maintain up-to-date presales deliverables and knowledge base.

Skills

Strategic Thinking

Analytical Skills

Sales Skills

Collaborative Skills

Technical Skills

Communication Skills

Education

Bachelor's Degree in Computer Science/Information Technology or equivalent

Job description

• Analyze Potential Markets Before Product Launch - Presales Consultants are responsible for analyzing market data to determine the ideal customer for a given product. This is one of their most important duties, as the success of their sales pitch depends largely on the accuracy of their analysis.
• Craft Sales Pitches and materials for Sales Team - Presales Consultants use the data mentioned above, coupled with their sales expertise, to craft sales pitches for their sales team. This duty also involves presenting sales pitches to the decision makers of a given campaign.
• Assist Sales Team in Qualifying Prospects - Presales Consultants help their sales team qualify leads by using their deep understanding of the product’s ideal customer pain points. They may even have the initial phone or digital contact with leads.
• Provide Product Knowledge Support to Sales Team - Presales Consultants know the given product better than anyone on the sales and marketing teams. This deep product knowledge is required to write a sales pitch and presentation materials that highlights the product’s features and benefits, and tailored to the customer.
• Participate In Strategy Meetings With Marketing Team - Presales Consultants don’t just work with the sales team. They are also responsible for attending and contributing to strategy meetings held by the marketing team. Their goal is to make sure their pitch is aligned with the marketing campaign.
• AI technology – Open and familiar to use AI tool to complete daily tasks.

Front-Office

• Working closely with the sales team on proposals and pitches for business.
• Attending meetings with business development managers and acting as a technical expert.
• Putting together business cases for the sales teams to support their proposals.
• Working closely and collaboratively with customers to devise effective solutions.
• Ensuring that the company’s product can deliver on the customer’s requirements.
• Working closely with customers to understand and capture requirements.
• Replying to customers following requests for information and proposal requests.
• Presenting proposals to customers alongside members of the sales team.
• Providing ongoing support for customers post implementation.
• Producing cost estimates for customers and ensuring the contract is profitable

Back-Office

• Maintain and update information and knowledge on all aspects of solutions, products, and presales deliverables
• Develop and maintain presentations and product value propositions templates, proposal templates, and marketing collaterals
• Develop and maintain sales engagement tools such as price books, services estimations, hardware sizing, etc.
• Build and maintain demo environments for solutions/products in focus
• Develop and deliver training to internal sales and marketing team as well as business partners through face-to-face, webinar, or e-learning sessions
• Assist in RFIs, RFPs, RFQs, etc. as well as technical follow-ups with customers and business partners
• Gather and share market and competitive intelligence and news to sales, marketing, and product teams
• Develop and maintain competitors’ profile, competitive battle cards, and SWOT matrix
• Identify the key business changes in banking/financial industry and provide inputs to product team for building the product roadmap
• Work closely with the product team in solution design and loop back market knowledge (including requests from customers, product gaps, and market trends) into the product roadmap
• Contribute to the development of content for white papers and other publications
• Assist in the preparation of materials and content for marketing initiatives such as roadshows, conferences, company events, etc.

Requirements

• Candidate must possess at least Bachelor's Degree/Post Graduate Diploma/Professional Degree in Computer Science/Information Technology or equivalent.
• At least 5 Year(s) of working experience in the related field is required for this position.
• Preferably Senior Executive specialized in IT/Computer - Software or equivalent.
• Knowledge in Banking Industry
• Previous experience working within a technical pre-sale’s capacity.
• Must be a subject matter expert with extensive software systems experience, preferably in the payments and banking industry
• An ability to communicate technical information to non-technical staff in a way that is easy to understand
• Previous experience working for a competitor in a similar position would be a strong advantage
• Must be willing to travel (50% or more)

Skills

• Strategic Thinking Skills: Presales Consultants call upon their strategic thinking skills to craft successful sales pitches for their sales team. They also use their strategic thinking skills when contributing to marketing strategy meetings.
• Analytical Skills: Presales Consultants use their analytical skills to analyze the market before a product or sales campaign launches. The data they collect often makes or breaks a campaign, as it is used to craft a target customer for a given product.
• Sales Skills: While Presales Consultants may not be out in the field as much as their sales team, it takes supreme sales skills to be able to craft a successful sales pitch. They also call upon these sales skills when assisting in the lead qualification process.
• Collaborative Skills: Whether it is with the sales team or the marketing team, Presales Consultants are constantly collaborating. They use these skills when presenting their sales pitches to other team members, as well as when participating in strategy meetings.
• Technical Skills: Presales Consultants are equipped with technical and domain knowledge of things concerning the product/software the company carries. These include but not limited to the infrastructure (servers, hardware, components, peripherals, etc.), technology (cloud computing, containers, AI, big data, distributed processing, etc.), 3rd party software (OSes, databases, middleware, etc.), software tools (automation test tools, code scanning tools, development tools, deployment tools, etc.). The right candidate also possesses knowledge on common project management and software development approaches and methodologies.
• Communication Skills: Good command of Thai, English and Chinese (Mandarin) and preferably coming from consultancy background with effective business writing skills and empathetic conversationalist