Specialist Presales

Scope of the job:

Ensures necessary support to the sales consulting team in the process of identifying and deeply understanding client needs, from a business perspective and functional product/solution capabilities with the objective of increasing revenue.

Atributes:

• Offers technical consultancy to clients interested in company solutions;

• Understands client needs in detail and evaluates opportunities;

• Realizes presentations/budgets, as a response to potential customers or as a response to tender documents for which the company participates;

• Is responsible for analyzing procurement procedure documents with the help of offer and contract consultant, with the goal of transmitting client needs to the technical solutions department;

• Analyzes and reports weekly project situations;

• Develops, proposes, and implements portfolio development solutions;

• Organizes project meetings throughout the entire process of offering and contracting;

• Monitors project implementation from the perspective of achieving project goals ;

• Coordinates the technical offer process and ensures that it responds to customer needs;

• Is permanently up-to-date with industry news and trends in which the company operates;

• Is responsible for the quality of relationships with clients and document delivery to them.

Studies:

• Higher education and/or technical domain

Competences:

Cunostinte software si hardware, IT for business areas Infrastructures critical/Airports and air traffic/ Internal Security and Public Order/ Utilities, Telecommunications, Cyber and Digitalization);

• Knowledge of consultative sales techniques;

• Cunostinte - competitors, suppliers, types of services/projects;

• Knowledge of the market and security and ITC products;

• Knowledge of negotiation and cost evaluation and profitability;

• Knowledge of sales, offering, contracting; English (minimum level B2); MS Office medium level; usage of customer relationship (CRM) and reporting software.

Experience:

• Min. 3 years in Technical Support/Offering/Sales;

• Min. 2 years experience in Customer-facing.

Abilities:

Critical behavioral competencies for the job

• Excellent communication, relationship, and negotiation/Capacity of persuasion – influence;

• Orientation towards client;

• Focus on solution and result (includes perseverance, patience, and determination in achieving goals);

• Pragmatic thinking and business;

• Independence in thought and action;

• Decision-making capacity and risk-taking;

• Initiative;

• Planning and organization capacity;

• Adaptability and flexibility.

Professional attitudes:

• Moral and professional integrity and honesty in relationships with others: consistency between what is said and what is done, sincerity and honesty, using the same standard, regardless of context, learning from mistakes;

• Courage in taking a firm position against situations that arise/in taking decisions and assuming risks;

• Authenticity;

• Positive and constructive attitude towards approaching situations that arise and relationships with others (colleagues, clients, partners, etc.).