ROLE PURPOSE: Collaborate with the sales support or account team by acting as technical experts in customer presentations. Determine the technical requirements to meet client goals and act as liaison between the organization’s sales/business development and engineering groups. Respond to requests for information or requests for proposals from customers, supplying the technical details of proposed solutions. Coordinate the transition between pre-sales specifications and implementation engineering once contracts have been awarded. RESPONSIBILITIES: Responsible for managing the end to end proposal writing process and responding to RFIs, RFPs and demo requests. Responsible for reviewing the proposal effort and budget estimates and validate their accuracy to avoid projects overruns. Basic responsibilities include: Technology and market research and analysis Solutions design Cost analysis and estimating Develop value-added propositions, presentations and proposal writing Recognizing and understanding the market trends, customers’ needs, keeping up to date with technology development to anticipate potential opportunities and make suggestions for possible solutions and partnerships. Putting together business cases and working closely with the sales team to support prospecting and proposals. Building vertical knowledge and expertise to become the customers’ trusted advisor. Working proactively and collaboratively with customers to understand their business, processes, gather requirements, assess customer’s needs/pains and ask the right questions to define projects and/or create opportunities that optimize value for both the customer and the company. Coordinating closely with internal departments to develop and quote cost-effective solutions that match with customers’ business requirements, budget and our profitability targets. Ensuring that the company’s solution can deliver on the customer’s requirements. Securing input from all necessary solution stakeholders within the customer firm. Adapting solutions, as necessary, to ensure appropriate support and a high winning percentage Securing from customer technical staff commitments needed to ensure a deal’s “technically closed" Meeting assigned targets for sales and revenue growth Providing coaching and professional development to business development and sales teams to enhance their knowledge, technical acumen, and technical sales skills Proactively pursuing additional business development opportunities within target market segments Collaborating with sales to ensure these opportunities are effectively covered and advanced Additional duties may be assigned, as required
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