Pre-sales Consultant

6 months ago

Remote, United Kingdom ParentPay Group Full time

**Description**:
The SIMS Pre-Sales Consultant - South West will operate as the product expert within a defined territory reporting to the Territory Partnership Manager. Supporting the sales process and commercial goals through bid and tender support as well as product demonstrations and presentations to customers.

A contributor to the territory sales quota, you will be required to prepare and deliver effective client presentations, including stakeholders at all levels of the organization up to C-Suite.

The Pre-sales Consultant will engage with schools and support units in a variety of facets, including dealing directly, via SIMS Support Units, via Local Authority and via Multi Academy Trusts working with Account Managers and Customer Optimisation Managers to ensure smooth and successful onboarding to SIMS products.

The territory team is also responsible for the conversion of opportunities for schools to move from SIMS 7 to SIMS Next Gen as well as to new subscription agreements.

The ability to understand a wide suite of products and their positive impact for schools is key to achieving success of this role.

You need to have proven smart communication skills, especially verbally. You need to understand and deliver on a solid sales process. You have to be able to organize your thoughts to present a clear and convincing argument for the customers interest in a solution that will satisfy a need for them. You will need effective writing skills in order to communicate clearly and concisely both internally and externally, and will be required to fully participate in opportunity and pipeline management in collaboration with the quota-bearing sales team in your territory.

You should be confident in your approach and be able to demonstrate the ability to work in a fast-paced environment.

**Key Responsibilities**:

- Liaise with Account Managers and Customer Optimisation Managers to manage the process from an expression of interest to contract sign and pass on to service delivery team.
- Collaborate on territory planning, product targets and pipeline
- Exceptional telephone manner that is able to understand positive buying behaviours
- Qualification of opportunities by understanding customer needs, budgets, decision-making unit and authority to make decisions
- Use a consultative sales methodology and overcoming competitive sales objections to positively position the solutions or services
- Provide weekly, monthly and quarterly reports that track progress to plan
- Proven sales territory planning skills and experience
- Previous business sales/pre-sales experience essential, as the role includes account management for directly supported schools and local authorities

Performance Measures
- An average of 10 meaningful customer meetings each week that drive measurable progress against the following goals:

- Conversion of an average of 36% of allocated accounts to current new-term subscription contract agreements
- Contribution to achieving monthly, quarterly and annual sales goal of circa £1m of First Year value for upsell of Support agreements, SIMS Connected, SIMS add-on products, Professional Services and 3rd party solutions
- Reduce customer churn to less than 5% through customer engagement, pre-tender influencing, tender success and contract renewals
- Support in the management of customer satisfaction challenges and complaints with clear ownership, defined action plans and resolution/escalation

**Skills, Knowledge and Expertise**:

- 2-5 years experience in a sales organisation with proven success to target
- Ability to work in a goal-oriented environment under pressure
- Ability to adapt communication style to the targeted audience
- Strong interpersonal, verbal and communication skills a must
- Experience working with multiple products and services at any one time
- Confident and phone skills required
- Demonstrable organisational skills with the ability to multi-task and prioritise tasks
- Bright, charismatic, positive and committed, with a strong work ethic and high levels of energy and honesty
- Hungry and motivated outlook with the ability to work on your own initiative
- Positively contribute to regular team meetings and coming up with new ideas to achieve sales targets
- Detailed understanding of SIMS proposition and value

**About ParentPay Group**:
ParentPay Group brings together eleven brands that drive development in EdTech. As Europe's largest EdTech provider, we help primary and secondary schools streamline their cashless payments, improve their parent engagement, safely manage meals and securely store their data. Fundamentally, we create time for learning.

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