Senior Presales Consultant Aerospace

3 weeks ago

dubai, United Arab Emirates IFS Full time
Senior Presales Consultant Aerospace & Defence Jobs in Dubai | IFSResponsibilities:– Participate in product presentations with prospects and customers with a focus on the business value delivered– Provide relevant domain expertise and context to asset and MRO focused customer opportunities related to the management and support of key assets– Provide answers to (architecture / business) questions in a Request for Information (RFI) or a Request for Proposal (RFP)– Working with the sales organisation to address business needs for the customers– Work to understand the wider architecture of the customer environment, looking for additional value IFS could add with an extended solution– Ensure discipline of excellence and passion to every customer engagement– Support at external and internal customer facing events– Ensure the successful delivery of Proof of Concepts (POC) is tied to the customers’ success criteria and business initiatives– Maintain a degree of knowledge of specific IFS products and services including roadmaps and occasional liaison with Product Management.– Use the knowledge and/or the understanding of the major customers’ requirement to provide and/or propose commercially and viable product/solution improvement feedbacks– Ensure that a business case or strawman business case is created where possible (Value Engineering)– Use discovery and questioning skills to ensure any wider issues are understood, for example integration into other customer systems, single sign on concerns, etc.– Engage in problem solving approaches with clients, run workshops to discover and design creative solutions to problems. This is likely to include a complete system design which includes technology or problems alongside the normal IFS product. Problem solving and solution creation rather than a focus on product delivery.– Discuss and demonstrate business benefits and value to a customer of a technical solution.– Translate technical and business requirements into cost-efficient solution for a complete customer problem solve – not just our productUse financial modelling and terminology used in the creation of business cases both internally and with prospects, clients and partners.– Lead teams and work with senior stakeholders in customers to help create customer internal business cases, discover problems, design solutions that are complete, not just IFS product – but including wider integration concerns.– Oversee the qualification and bid management process to ensure that IFS is bidding for business that it can win– Maintain a strong degree of knowledge of all products and services including roadmaps and regular liaison with Product Management– Ensure the successful delivery of Proof of Concepts(POC) that are tied to the customers’ success criteria and business initiatives – driving a value message at all times– Use the knowledge and/or the understanding of the major customers’ requirement to provide and/or propose commercially and viable product/solution improvement feedbacks of large and complex customer requirements – involving senior management where needed– Stay abreast of key industry and business issues, options and advancements relevant to the area of specialization– Ensure that a wider understanding of the customers business landscape is in place– Work to understand the wider architecture of the customer environment, looking for additional value IFS could add with an extended solutionPromote cross-team based working and sharing of business value cases across teams
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