Director of Presales, Japan

The Director/Head of Presales is responsible for overall Presales Reviews, which include Technical analysis of customer requirements, Technical negotiations with customers, Creating configurations / quotes for customers, and Preparation and sign off of technical proposals for customers. Typically, he/she will be responsible for Discovery, Scope of Work and Developing system requirements, deployment strategy and delivery cost estimates and assisting all project stakeholders in making educated decisions when tradeoffs must be made between business, user experience and technology. Whenever required, will also provide Application consulting during both Pre and even Post sales stage. Frame the opportunity and implementation in business terms.

Also lead a lean/small team of Presales Consultant (4-5) in Japan office.

• Guide the Presale to act as the primary technical interface to customer as well as to the sales team, owning the technical responsibility for requirements analysis, solution architecture and design. (But due to the lean size of this Presales Team, this Head of Presales role will also spend over 65-75% of his time visiting customers and work closely with Sales team to address of Presales customer issues)

• Work with our Sales team to make the solution sales pitches and design work match customers’ business needs and environment.

• Research and implement best practices framework that will control costs, provide higher re-usability & quality, and increase predictability of our service delivery.

• Set high level design objectives using customer case requirements, and review and critique software designs proposed by the company’s delivery and engineering developers

• Lead the production of deployment architecture and solution level design document.

• Champion for quality, completeness and best practices of project deliverables.

• Act as a customer champion and primary technical point of interface for internal developers and engineers during the service delivery phase. Keep the service delivery team focused on delivering customer and user value.

• Innovative, continuously think and asses the next step, and be one step ahead of our customers

• Work as key part of sales organization in order to support a heavily led consulting sales

• Understand business processes within the CX/CE/CCaaS environment

• Build, document and present business cases for the company’s solutions

• Position and present the proposed solution to end users, technical staff, operations, senior managers and C- level.

• Identify groups that need to be educated on the technology and deliver the required training and knowledge transfer

• Organize training sessions for channels and alliance professionals on how to sell and position the Company and its solutions for the Contact Centre market.

• Take ownership for drafting and managing high quality responses to RFPs and RFIs.

• Build strong working relationship with the relevant groups within the company including Engineering, Sales, Services, Alliances and Business partners where appropriate.

• Assist in the selling process of all solutions solutions to prospects and current customers

• Lead in specifying the integration solutions.

• Act as the key integral team member working to achieve regional and team sales goals

• Manage pending sales situations from a technical pre-sales perspective, working along with Sales Directors both in-house and on-site, providing all support for achieving success in sales.

• Participation in trade shows whenever required in Japan or in Asia region

• Act in accordance with the Information Security Policy and Information Management Policy and Privacy Policy

• Define clear process to ensure smooth handover from sales to support

• Follow up on Sales leads and improve conversion rate

• Develop consulting materials for customers as required, including: strategy documents, contribution to project plans, training materials, etc