Expert Sales Consultant

Job description:

About the role:

The Pre-Sales Solution Architect is responsible for leading the technical–consultative process prior to the sale, combining solution architecture vision with the ability to clearly demonstrate value to the customer. This role ensures that proposed solutions are feasible, scalable, and aligned with the customer's strategic objectives, acting as a bridge between sales, technical, and product teams.

A day in this role:

1. Customer Discovery and Analysis

• Lead discovery sessions, interviews, and workshops with customer stakeholders.
• Identify functional, technical, and regulatory requirements.
• Analyze the current state (AS-IS) and define the future state (TO-BE).
• Produce requirement documents, process maps, and fit-gap analyses.

2. Solution Design and Architecture

• Design high-level solution architectures (HLD) aligned with best practices.
• Define integration, security, data, API, and component flows.
• Assess technical feasibility, risks, dependencies, and assumptions.
• Participate in architecture validation sessions with internal teams and the customer.

3. Demo Preparation and Execution

• Configure and customize demo environments.
• Build industry-based use cases (banking, retail, insurance, etc.).
• Deliver technical presentations, demonstrations, and proofs of concept (PoCs).
• Ensure demonstrations clearly communicate value, benefits, and differentiators.

4. Technical Support to the Sales Process

• Address technical questions, objections, and advanced requirements.
• Collaborate with the sales team on consultative selling strategies.
• Develop technical proposals, including licensing, sizing, and SKUs.
• Prepare documentation for RFI, RFP, RFQ, and architecture validations.

5. Alignment with Delivery and Product Teams

• Validate that proposed solutions are implementable and scalable.
• Estimate implementation efforts in collaboration with delivery teams.
• Transfer knowledge to internal teams prior to project kickoff.
• Provide feedback to product teams on improvements and opportunities.

Success Indicators (KPIs)

• Opportunity conversion rate.
• Quality and clarity of technical proposals.
• Customer satisfaction with demos and PoCs.
• Response time to RFI/RFP requests.
• Alignment between sales and delivery teams.
• Accuracy of sizing and effort responsibilities the person will be performing.

The expertise requested:

• Enterprise application architecture.
• Integrations: REST, SOAP, ESB, messaging, and APIs.
• Cloud computing (OCI, AWS, Azure, or GCP).
• Functional knowledge of the target industry (e.g., banking, fintech, retail).
• Design of microservices-based or hybrid architectures.
• Experience with databases, security, and reference models.
• Knowledge of commercial models: SaaS, subscription, consumption-based, and licensing.
• Excellent technical and executive communication skills.
• Strong storytelling and value presentation abilities.
• Consultative leadership and stakeholder management.
• Critical analysis and structured thinking.
• Collaborative mindset with sales and technical teams.
• Ability to simplify complex concepts.
• Degree in Systems Engineering, Computer Science, Telecommunications, or related fields.
• 3–8 years of experience in pre-sales, architecture, consulting, or implementation roles.

Desired or nice to have expertise:

• Desired certifications: TOGAF, AWS/Azure/OCI Architect, Scrum, ITIL, BPM, OCP, Salesforce, Core Banking, OBP/OBDX, etc.
• Experience in digital transformation projects, migrations, or enterprise solutions.

Our Core values are focus to inclusion and diversity, all qualified applicants will be considered for employment and will go thru a fair recruitment process regardless of their race, religion, gender identity, sexual orientation, national origin or disability status.

Your journey with us begin begins here

Als Partner für IT-Beratung und Software-Entwicklung sind wir auf die digitale Transformation unserer Kunden aus den Bereichen Finanzen, Versicherungen und Industrie spezialisiert. Unsere rund 700 Talente in Deutschland entwickeln mit modernsten Technologien nachhaltige Lösungen.

• Flexibilidad: Aquí el equilibrio lo es todo Ofrecemos un entorno que respalda el balance de la vida personal y laboral y trabajo remoto.
• Colaboración: La colaboración es fundamental. Trabajamos en equipos multidisciplinarios, donde cada persona aporta sus habilidades únicas.
• Multiculturalidad: Contamos con un equipo global diverso que fomenta una atmósfera de aprendizaje y crecimiento personal.
• Desarrollo: Ofrecemos un plan de carrera personalizado, así como programas de formación para desbloquear tu potencial.
• Relevancia: Colaboramos con clientes líderes en la industria en proyectos de alto impacto que definen el futuro tecnológico.