Presales Manager - Payments
About Pelican
Pelican is a leading provider of payment and compliance solutions to corporates and financial institutions of all types and sizes in the Americas, Europe, the Middle East and Asia-Pacific. Pelican puts intelligent automation, compliance and control firmly at the heart of payments and other transactions processing. Financial institutions and corporates worldwide rely on Pelican to manage and control their payments securely, improve operational efficiencies and lower risk and IT costs.
Aims & Goals
The Presales Manager is involved in developing a presales function with opportunity to input for the devising and delivery of presales strategy in conjunction with sales and marketing management objectives.
Key Responsibilities
• To provide techno functional product consultancy in support of sales at client meetings and on conference calls. To discuss, capture and define customer requirements
• To work with the Sales team to exploit the commercial opportunities for the Pelican range of Payments products
• Through Interface and discussion to capture customer requirements and present the relevant Payments Product solution via customer visits, presentations and other follow up meetings
• Where relevant to identify key revenue generating opportunities for products and services to customer through the Sales or Support teams for the financial benefit of the company
• To write requirement Specifications which meet customer requirements and translate these accurately to the delivery team / Product team for quotation, component ordering and successful delivery mechanism
• To act as the project manager for all presales projects ensuring projects are delivered on time, to the agreed specification and within budget
• Develop and maintain a product proficiency and competency level by attending mandatory training classes and successfully completing required levels of competency
• Ensure clear adherence to a technical pre sales qualification process to ensure correct levelling and placement of opportunity leading to accurate quotation and excellent customer experience
• Assisting sales team in the qualification of customer needs and performing pre demo needs analysis
• Generation of product demo scripts & scenarios and providing demonstrations of the product, both standard and tailored to suspects and prospects
• Managing pilots and prototypes
• Manage, coordinate and execute complete bidding process of RFI and RFPs
• Be able to position our products against the competition
• Reports progress and issues to the Manager in a timely manner. In particular, to relay issues that might impact on quality or the ability to deliver to timescales or estimates
• Report bi-weekly to the Global Presales head on presales progress and development including progress and management against targets
• Handle straightforward problems that occur in every day work. Refer more complex problems or decisions to others where necessary makes routine decisions within established guidelines
• Complete any other tasks that may reasonably be required from time to time
Experience Level
• 3 - 5 years of relevant experience
• Essential Demonstrably successful experience in Business-to-Business Presales support
• Successful experience of B2B customer interface environment
• Experience of business-to-business sales and business development process
• Experience in training of new team members in line with role and company strategy and relating to technical solution construction and presentation
• Demonstrable experience of basic Project management experience
• Experience in construction of technical solutions for, RFI, RFP, tenders and quotation documents
Educational Background
• ACAMS Certification or relevant certification
• Masters in Finance, Business administration, systems with relevant experience of 3 - 5 years
Essential Skills
• Good understanding of Payments domains
• Demonstrable familiarity with Microsoft suite and related IT skills for internal/external communication
• Excellent people management skills and Sound interpersonal skills
• Driven to succeed, organized and team player
• Self-motivated, conscientious and be able to make a business sales case
• Strong communication skills and ability to communicate effectively at all levels
• Excellent presentation skills
• Positive attitude and flexibility in day-to-day work
• Sets high standards of performance for oneself
