Pre-sales Tech Specialist

Core Competencies

• Solution Architecture & Design – Ability to translate business challenges into technically sound, scalable solutions.
• Consultative Selling – Skilled in uncovering needs, framing solutions, and influencing decisions.
• Product Demonstration & Storytelling – Expert at showcasing complex capabilities in clear, customer‑relevant narratives.
• RFP/RFI Excellence – Strong technical writing skills for competitive, accurate bid responses.
• Industry Knowledge – Deep understanding of telecom, utilities, and enterprise billing market trends.
• Technical Validation – Experience leading PoCs, trials, and performance assessments.
• Cross‑functional Collaboration – Proven success working with sales, product, R&D, and delivery teams.
• Competitive Analysis – Ability to benchmark against market rivals and identify differentiators.

Key Responsibilities

• Technical Sales Engagement: Lead technical discovery sessions, workshops, and presentations—translating complex product capabilities (billing, mediation, invoicing, collections, subscription management) into clear business value. Deliver tailored product demonstrations highlighting features like usage‑based billing, dunning, complex rating, and regulatory compliance. Act as the trusted technical advisor to prospects throughout the sales cycle, from qualification to closing. Support sales strategy for target territories, driving technical engagement to convert opportunities into revenue.
• Solution Design & Architecture: Map customer business and technical needs to product capabilities and integration options. Collaborate with Product, R&D, and Professional Services to produce high‑level solution designs, architecture diagrams, and deployment models (SaaS, on‑premise, hybrid). Define solution scope, hosting options, maintenance models, and timelines for proposals and Statements of Work. Advise on pricing approaches in collaboration with sales and finance teams.
• Technical Validation & Competitive Positioning: Design and support Proof‑of‑Concept (POC) environments to validate integration, performance, and fit with customer systems. Address technical objections on scalability, data migration, security, and compliance (e.g., tax/VAT handling). Evaluate and communicate competitive positioning, contributing to demo improvements, pricing refinements, and product roadmap inputs.
• RFP/RFI & Documentation Support: Lead or contribute to the technical sections of RFP/RFI responses, ensuring accurate and compelling representation of platform and infrastructure capabilities. Provide technical content for sales collateral, proposals, and customer success stories. Capture and relay customer feature requests to influence product evolution.
• Relationship & Account Development: Build and maintain strong relationships with technical and business stakeholders at all levels. Support Quarterly Business Reviews (QBRs) with compelling insights and solution value reinforcement. Identify upsell/cross‑sell opportunities within existing accounts through technical discovery and collaboration with account managers.

Requirements & Qualifications

• Experience & Knowledge: 8+ years in software sales, technical pre‑sales, product management, or solution architecture—ideally in telecom, utilities, or enterprise billing solutions. Proven experience designing solutions for complex business and technical requirements. Strong knowledge of billing systems, usage/rating models, integration patterns, and compliance requirements. Familiarity with strategic sales planning and forecasting. Proficiency in CRM tools.
• Interpersonal Skills: Excellent communication skills—able to present complex technical concepts to business and executive audiences. Strong facilitation and collaboration abilities across cross‑functional teams. Consultative selling mindset with a passion for solving customer challenges.
• Education: Bachelor’s or master’s degree in computer science, engineering, or a related field.