Presales - Team Lead
HCLTech · Sweden
Job Summary
Job Description
Technical Skills and Competencies Required:
- Assist sales teams to identify and qualify Mainframe service opportunities, building and maintaining a sales pipeline.
- Provide guidance on optimal engagement strategies, Mainframe industry norms, and ideal client profiles to pursue for a Mainframe services proposal.
- Leverage professional contacts and relationships to facilitate identification of new sales leads to pursue.
- Travel as needed within the greater Europe region to meet with internal sales teams and prospective clients as part of the lead identification and qualification process.
- Establish and grow Mainframe business and technical relationships and managing the day-to-day interactions with these stakeholders and responsible for driving Mainframe top line revenue growth and conversion.
- Act as the technical anchor for client facing activities, leading technical discussions throughout the overall sales / engagement cycle.
- Ability to demonstrate and think strategically about Mainframe business, product, and technical challenges, and the ability to build and convey compelling value propositions for HCLTech.
- Able to lead and actively contribute to the creation of engagement artifacts such as a Technical Solution Diagram, Statement of Work, and SLAs.
- Managing partnerships and alliances with key Mainframe OEMs (i.e., BMC, IBM & Broadcom) and leveraging these partnerships to grow the pipelines and win the deals.
- Coordinate the efforts of the technical solution team during engagement, facilitating the development of a solution strategy and an approved Mainframe services proposal.
Has an overall knowledge/understanding of Mainframe & storage hardware systems with relevant SME expertise & strong understanding of enterprise Mainframe architecture including the costing, pricing and licensing metrics
Key Responsibilities
- Excellent written and spoken communication skills
- Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; able to respond well to questions in an unstructured format; able to present to small or large audiences.
- Written Communication - writes clearly and informatively; presents technical and non-technical data effectively; able to read and interpret written information.
- Ability to deliver formal presentations at different levels within an organization to both decision influencers (Technical SMEs) and Decision makers (CxOs)
- Able to speak with authority, building credibility among internal and external stakeholders
- Must have critical thinking skills; be able to independently analyze a problem, develop a solution approach, and secure consensus among relevant stakeholders.
- Able to juggle multiple priorities while meeting commitments.
- Able to effectively listen to others, identifying business needs and desired outcomes
- Proactive self-starter who can manage time and efforts independently
- Willing to travel at least 50% primarily across Europe
Skill Requirements
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Other Requirements
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