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Presales Engineer




Job Description


Title:                            Pre Sales Engineer/Consultant South Africa


Dept:                            Presales / digital solutions department


Reports to:                  PreSales Director


Based in:                     Johannesburg



Position Purpose


The Pre Sales Engineer/Consultant will fully understand a prospect’s business problem and construct a solution leveraging Software AG products, using their technical prowess. The Pre Sales Engineer/Consultant exhibits a passion for working in the B2B enterprise data space, demonstrating, adapting and proving the value of software technology to solve pressing business challenges


Role Objectives:


  • Prospect Qualification: The Pre Sales Engineer/Consultant will aid in qualifying prospects to assure they are well-aligned with Software AG’s go-to market product and solution capabilities.
  • Presales Lifecycle Management: The Pre Sales Engineer/Consultant will provide high quality, business-oriented and technical support to assure the product-oriented aspects of the sales campaign are strongly aligned with the business objectives of the prospect. This includes conducting compelling demonstrations.
  • Sales & Partner Enablement: The Pre Sales Engineer/Consultant will provide regular enablement on product and capabilities to the sales and partner teams, ensuring both are kept up to date with Software AG offerings



Essential Job Functions 


Prospect and Customer Facing


  • Own and progress opportunities through the qualification, definition, proof/evaluation, proposal and closure stages of the sales cycle with attention to timelines.
  • Respond to the functional and business requirements and capabilities sections of RFI/RFPs
  • Create compelling presentations and demonstrations relevant to a customers’ needs
  • Define PoV/PoC or custom demonstration scenarios and map functions of Software AG capabilities to prospects’ needs
  • Assist team of System Engineers on implementation of POC/POV’s and custom demos. Ensure the demonstration fulfills the prospect’s requirements and highlight and differentiate Software AG’s capabilities.
  • Define the prospect’s target architecture that fulfills their business objectives. Work alongside the Sales team to structure the proposal that meets the target architecture.
  • Prospect and Customer Technical Liaison
  • Establish trusted relationships with customers and prospects
  • Provide the customer with any needed technical information to progress through the sales cycle. Provides input to other cross-functional departments pertaining to product requests and product enhancements as need
  • Participate in meetings and conferences with customers and partners to serve as a liaison between Software AG internal organizations such as Technical Support, Product Management and Research and Development.
  • Evangelize the uniqueness of our value proposition



Internal Facing


  • Engage with Business Value Engineering and Product Marketing to participate in the authoring of early stage marketing materials (presentations, solution white papers, customer success stories, and marketing slicks) and related business solution demonstration scenarios that highlight Software AG’s capabilities.
  • Advise Internal senior management on the technical and business strategy within active deals.
  • Maintain alignment with Marketing and Product Management of exiting and future SAG capabilities and help drive product innovation.
  • Keep up to date with any new Software AG solutions across the business lines. Understand functionality and interoperability of Software AG components.
  • Collect and communicate competitive intelligence from the field
  • Be a Go-To Person on competitive information for Products and Verticals





Customer-Oriented Skills


  • Engage with senior leaders (CxO level) on various solutions and business problems. Able to listen and analyze a prospect’s requirements and present to a compelling business value message of a solution
  • Communicate and translate technical details to all levels, from hands on developers to CxO level
  • Present technology solutions to executive levels with a focus on solution selling
  • Craft, review and augment PoV/PoC documents, and various project plans involving Software AG technologies.
  • Define architecture, design and oversight of key projects, providing guidance and knowledge transfer to field resources.


Business and Leadership Skills


  • Demonstrate a team attitude
  • Excellent written and verbal communication skills
  • Proven ability to manage time and deliver on deadlines
  • Experience developing and presenting clear and concise product briefings
    • Proven ability to unearth business requirements and drivers
    • Proven ability to map business drivers and initiatives to technology offering and differentiators
  • Able to advise teams of System Engineers on PoVs/PoCs, planning and custom demos.


Technology and Consultative Skills


  • Solid technical background – understanding/experience with enterprise software
  • Cloud experience (AWS, Azure, Hybrid, Private, etc.)
  • Good knowledge of microservices environments including Docker and Kubernetes
  • Good knowledge of deployment methodologies (DevOps, CI/CD) and tools
  • Basic knowledge in SQL, Java, JavaScript, C/C++, C#, noSQL, HTML and XML
  • Provide planning, architecting and managing of solutions to highly complex problems and challenges
  • Experience in providing best practices to customers and helping with IT Strategy and implementation planning – capacity, servers, deployment etc.





Education and Experience


  • BS Degree in Computer Science, Mathematics, Engineering
  • 2 to 3 years’ experience working in a pre-sales or consulting role
  • Experienced with implementation of integration and/or API management technologies in customer projects or Proof of Values.
  • Experienced with Operating Systems (e.g. Windows, Linux, Unix) and Databases (SQL; Oracle, SQL Server)
  • Experienced with a wide range of applications (e.g. ERP, CRM)
  • Experienced with Business Infrastructure concepts and technologies (middleware and BPM(S))
  • Experienced with integration software engineering or with vendors of such software




This job description should not be construed to imply that these requirements and expectations are all inclusive.  In addition to items listed, incumbents are expected to follow company policies, adhere to company processes and programs and perform other related duties as assigned.



















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