Presales- Infrastructure Products


A Pre-Sales Security Consultant needs to have a very high level of professionalism, responsibility, self-motivation and technical aptitude. This role plays a vital role in convincing the customers about the practicality and worth of the IT security solutions that StarLink provides, and this in return will have an impact on the revenue generation. The main job requirements are the following:

  • Participating in Pre-Sales calls, developing and delivering value-based customer technical presentations and demonstrations.
  • Working with Country Managers to respond to RFI/RFPs, develop business proposals and Proofs-of-Concept (PoCs) instances.
  • Pre-sales experience- is mandatory

Should have strong experience in Forcepoint, Trendmicro, SIEM, LogRhythm, Ixia, Centrify

  • Participating in on-line webinars and regional trade shows in order to demonstrate the value of the StarLink product suite.
  • Display professionalism and strive for excellence to achieve 100% customer satisfaction.
  • Local travel will be required.

A PreSales Security Consultant’s job responsibilities will include:

  • Develop new customers through awareness, personal contacts, news items, new construction, mailings, daily calls, and follow-up. Promote upgrades and additions with existing customers.
  • Design and present product recommendations.
  • Convert prospects to customers through marketing, selling skills, and technical support.
  • Complete contracts, order forms, job scopes, diagrams, and specifications. Submit paperwork to sales support staff to initiate installation.
  • Inform Country Manager of activity and progress by submitting prospect lists, sales goals and commission reports.
  • Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
  • Work closely with vendors, partners and customers as well as the professional services and sales teams to design and package security solutions.
  • Understanding customer’s business and technical problems.
  • Performing customer requirements analysis.
  • Demonstrate the ability to produce clear, concise and technically accurate responses to product-related inquiries (functional and technical) in both written and verbal form.
  • Plan and design enterprise IT security solutions.
  • Present tailored solutions to satisfy customer needs.
  • Work with Sales Personnel to provide the product, business and technical knowledge in support of Pre-Sales activities.
  • Establish yourself as the Market Segment Expert for all aspects of product and services for your assigned segment(s).
  • Develop a deep understanding of the customers, their problems and the solutions with a clear path towards achieving their business and technical objectives.
  • Support internal and external customers including Channel Partners.
  • Provide content and direction for sales channel training. In some instances, lead the development of training.
  • Monitor, evaluate and report on the competitive environment (i.e.; messaging, pricing, promotions, positioning, etc…) and take necessary actions.
  • Through interface and discussion, capture customer requirements and present the relevant technical solution at customer visits, presentations and other follow-up meetings.
  • Where relevant identify key revenue-generating opportunities for products and services to customers either direct or through the Sales team for the financial benefit of the company.
  • Support the Sales Manager in clarifying technical issues with clients in order to renew the Annual Maintenance Support contracts on time.
  • Update all parties on progress on a regular and pre-agreed project basis.
  • Where required review technology/service offerings/products with internal and external parties as part of any evaluation or development process.
  • Write technical requirement specifications that meet customer requirements and translate these accurately to the Sales team/delivery team/success management team in the company for quotation, component ordering and successful delivery mechanism.
  • Develop and maintain a product proficiency and competency level by attending mandatory training classes and successfully completing the required levels of competency.
  • Ensure clear adherence to a technical Pre-Sales qualification process to ensure correct leveling and placement of opportunity leading to accurate quotations and excellent customer experience.
  • Report monthly to the Country Manager on Pre-Sales progress and development including progress and management against targets.
  • Refer more complex problems or decisions to others where necessary
  • Complete any other tasks that may reasonably be required from time to time.
  • Maintain accurate records of all activity reports in Net suite.
  • Adheres to all company policies, procedures and business ethics codes and ensures that they are implemented professionally.
  • Exceed all activity standards for prospecting calls, appointments, presentations, proposals and closes.
  • Liaison with Product Managers to understand details of product direction and communicate information back to customers and to the team.
  • Responsible for staying abreast of product roadmap as well as understanding the scenarios, features and functions within each of the products and how these are applied to address business and technical problems. This includes interacting with Product Management and Development on an on-going basis to stay current.
  • Responsible for understanding business and technical problems addressed by the products including key regulations, business drivers, evolving business needs, etc.
  • Attendance at StarLink events and conferences and working with customers and Partners to stay on top of changes in business issues/requirements/regulations/Technology and understand where the market is going.
  • Responsible for staying current on competitive analyses and understanding differentiators between the company and its competitors.
  • Responsible for preparing for meetings and tailoring communications to address business needs of potential clients.
  • Responsible for providing feedback from the market to Product Management regarding products including coordinating gaps between functionality and Partner/customer demands.
  • Sets examples for the team in areas of personal character, commitment, organizational and selling skills, and work habits.
  • Maintains contact with all clients in the market area to ensure high levels of client satisfaction.
  • Demonstrates the ability to interact and cooperate with all company employees.

Job Specifications:

  • Must have 7+ years of IT security domain Pre-Sales experience and needs to have good IT security technical knowledge to fully understand the products and services provided by the company.
  • Strong understanding of customers, Channel Partners, and market dynamics and requirements.
  • Willingness to travel and work in a global team of professionals.
  • Ability to multi-task and be able to represent multiple subjects and products.
  • Ability to understand and capture business and technical requirements.
  • Ability to develop a broad awareness of the client’s technical architecture and emerging technologies with enough knowledge to determine what is and is not possible.
  • Knowledge of strategic, conceptual, consultative selling.
  • Must have a full clean driving license.

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