Dir, Presales Consulting (0M989R)

Job description

·  Job Description:

Manages a group of presales professionals in one or more of the Presales Functions (Technical Consultant, Technical Client Consultant, and Enterprise Architects). Responsible for setting the direction, managing the deliverables of the assigned group, and achieving revenue and expense objectives. Resolves customer problems and contributes to customer satisfaction. Responsible for representing assigned area to all levels of sales and other company management. Where appropriate, seeks to build strategic executive relationships with external clients and internally within company, and partners with internal and external resources to develop best-in-class solutions for customer. Manages the performance of individual contributors and the team overall, and grows and develops talent within the organization.

Responsibilities:

·  Managing the Business.
·  Establishes and drives the presales component of the company's business vision, strategy and direction.
·  Collaborates closely with Regional and WW peers along with BU and RBU leadership to assess business plans from a regional presales support perspective.
·  Defines the long term direction of regional presales, based on a solid understanding of the company's business direction and market objectives.
·  Drives and troubleshoots regional presales execution to ensure alignment of activities to priorities.
·  Collaborates effectively across organizational boundaries to ensure a positive "voice-from-the- field" presence in business decision making and product design.
·  Global Resource Alignment
·  Actively collaborates with peers to address cross-regional presales coverage gaps and leverage technical expertise where warranted to win opportunities for the company.
·  Consults with RBU marketing, worldwide presales management and regional peers to ensure effective deployment of presales expertise. Critically reviews cross-regional or cross- area support requests and proposes coverage strategies that balance cost-efficiency with responsiveness to business needs.
·  Actively drives industry-leading practices for presales and the development of an efficient, responsive, highly motivated presales workforce; Defines and drives Regional presales strategies and standards to optimize performance
·  Tracks & manages rolling forecasts and budgets to ensure timely and accurate roll-ups.
·  Continuously assesses sales pipelines in area of control to ensure appropriate and timely utilization of presales support.
·  Leverages profound understanding of resource utilization costs to define and drive cost-optimized deployment models.
·  Actively supports the building of a strong account presence and executive relationships to advance the business partnering and account penetration goals of company sales.
·  Collaborates closely with BU marketing and product engineering to ensure the successful support of new products and technology launches.
·  Leading and Managing Presales People
·  Actively monitors, identifies and addresses presales capability gaps within area-of-control; anticipates new skill requirements from changing industry or market indicators.
·  Personally develops employee performance to ensure individual and group excellence.
·  Nurtures and advances the talent required to maintain the company's sales force excellence within area-of control through salary planning, career planning, and succession planning.
·  Selling as a Presales Manager
·  Focus on strategic direction - articulates the company's technology vision and direction directly to customers in support of key account sales or complex deals.
·  Demonstrates client-sensitive practices within the account(s) and internal gate-keeping within the company to support building strategic trusted advisor status.
·  Ensures alignment between the company's business strategies/capabilities and the customer's objectives.
·  Demonstrates comfort with IT and/or industry, solution, product, service knowledge -- easily integrates/applies these perspectives to solving business needs.
·  Actively builds executive relationships in key accounts to establish the company's technical credibility, understand the customer's business challenges, and advance the company's account presence or penetration.

Education and Experience Required:

·  University or Bachelor's degree; advanced or Master's degree preferred.
·  Achieved planned financial results within a business at a country level.
·  Typically 12-15+ years experience in supporting and/or driving progressively complex business plans, including P&L management, at the country/Region level.
·  Experience in managing managers may be required for certain roles.

Knowledge and Skills:
In addition to core technical skills:

·  Business Management
·  Strategic Planning/ Execution.
·  Forecast/Budget Control.
·  Operations Building/ Improvement.
·  Resource Brokering/ Allocation.
·  Management of complex processes.
·  Business Development
·  Strategic Account Support.
·  Negotiation skills within the company and with C-level clients.
·  Customer Support.
·  Presentation and communication skills.
·  Consultative, solution selling and business development skills.
·  Workforce Planning & Development.
·  Regional Workforce Planning
·  Career Planning & Development
·  Workforce Management
·  Coaching & Supervision; timely management of low performers.
·  Strategic Skill Development/ Enhancement.
·  Performance Management
·  Change Management
·  Develops methods for supporting innovation and change across the Region.
·  Drives global standards for resources, practices, and infrastructure down through organization.