Solutions Manager, Pre-sales

6 months ago

Hatfield, United Kingdom Ocado Group Full time

Pre Sales Solutions Manager

Work Location(s) : Hatfield & remote working with regular worldwide travel required

About Ocado
At Ocado, in everything we do, we strive to offer the very best to our customers - the best service, the best quality and the very best customer experience. That begins with each and every one of us and how we behave.
Our values are Ocado's DNA; they act as a guide for everything we say and do. 'The Ocado Way' develops our values into the details about the way we do things - how we act and work together with each other and our customers. It describes how you need to behave at work to make a real and positive impact on our success.

Within Ocado Solutions, our teams are putting the world's retailers online using the cloud, robotics, AI, ML and leading edge software solutions.

This position sits within Ocado Solutions. At Ocado Solutions, we are responsible for our corporate international partnerships, offering the proprietary Ocado Smart Platform (OSP) as a service to retailers around the world. Since 2017, we have signed agreements to provide our unique e-commerce solutions to a number of the world's leading grocers, including Groupe Casino (France), Sobeys (Canada), ICA (Sweden), Kroger (USA), Coles (Australia), AEON (Japan), Auchan Poland (Poland, all joining our UK partner Morrisons and the Ocado/M&S joint venture. We continue to invest significantly in our technology and people in order to deliver to current clients and to forge new exciting partnerships

Job Summary

The Pre-Sales Solutions Manager works cross functionally with prospects, retailers, Ocado Commercial, Solutions and Technology and is responsible for representing the platform in the pre-sales process, selling the value, benefits and USP's of the Ocado Smart Platform to prospective and existing partners globally.

Accountabilities
- The Pre-Sales Solutions Manager will work alongside the Commercial Team to present and showcase the Ocado Smart Platform to an appropriate level of detail to prospective clients.
- Work closely with the Commercial Team as the Product Key Point of Contact, gaining an understanding of the client, their business and their business requirements, and to capture and maintain insights into documents that can be accessed by relevant stakeholders.
- Assist in the creation and presentation of relevant and quality material during the pre-sales process.
- Respond promptly and professionally to questions that prospective clients have raised about the OSP Product's existing capabilities and provide insight to the Product Teams so that the future roadmap is aligned and relevant to the tactical objectives of our business.
- Discuss and analyse business requirements with clients, including current practices, augmentations and workarounds, and produce forecasts as to the economic impact.
- Consult with prospective customers about their technical projects
Communicate relevant requirements and ensure the appropriate levels of understanding, by working with the rest of the product team and Ocado Technology to shape the relevant Product Offering and understanding as to what can and cannot be achieved.
- Work closely with the Ocado Solutions Commercial Team to maintain a positive client relationship and to ensure consistent and aligned messaging.
Responsible for organising and facilitating multiple client sessions on the OSP Software during the sales process both on Client and Ocado sites.
- Work closely with the Head of Product Marketing to ensure a relevant, quality, up to date collateral of material is available to showcase the Ocado Smart Platform to potential clients.

About You
- Loves to be client facing, enjoys challenging conversations and resolving conflicting agendas.
- Excellent interpersonal skills - ability to build strong relationships both internally and externally and be viewed as a trusted advisor to our prospects and internal customers.
- Strong presentation skills - ability to describe a complex solution and its benefits at the level appropriate to the audience.
- Adept at facilitating meetings to achieve specific outcomes, including Discovery, Assessment, Milestones and Stage Gates.
- Able to converse with retailers at all levels, from C-suite down.
- Able to analyse business practices and systems to produce illustrations and supporting documentation.
- Excellent problem solving and strong analytical skills.
- Ability to travel globally for short periods, often at short notice, according to customer requirements.
- Knowledge and experience of Retail (preferably Grocery) and Retail IT solutions (Commerce, Warehouse Management, Supply Chain Planning, Final Mile systems).
- Knowledge and experience of Cloud solution architecture, API's, integrations
Experience working for technology companies - managing clients needs and strategic objectives.

Business Competencies
- Knowledge and experience of Retail (preferably Grocery) and Retail IT solutions (Commerce, Warehouse Management, Supply Chain Planning and/or Final Mile systems).
- Strong understanding of how systems can be used to solve problems.
- Structure and conduct meetings to achieve specific outcomes, including research, tasks, milestones and deadlines.
- Negotiation skills that impress all around.
- Loves to be client facing, enjoys challenging conversations and resolving conflicting agendas.
- Experience working for technology companies - managing clients needs and strategic objectives.
- Able to analyse business practices and systems to produce illustrations and supporting documentation.
- Excellent problem solving and strong analytical skills.
- Ability to work both individually and as part of a team.
- Results driven.

Benefits Package
Hybrid working and flexible working patterns
Enhanced Pension scheme, matching employee contributions up to 7% of salary; Employee Assistance Programme.
Life Assurance
Private Medical Insurance
25 days holiday, increasing to 27 with 5 years' service]
Employee Assistance Program 22 weeks paid maternity leave and 6 weeks paid paternity leave
International Travel at our expense
Life Assurance;
Company shop offering discounts of up to 70% on groceries
Opportunity to participate in Sharesave and Buy as You Earn schemes
Free shuttle bus from and to Hatfield Station

DISCLAIMER: This is not necessarily an exhaustive list of all responsibilities, duties, skills, efforts, requirements or working conditions associated with the job. While this is intended to be an accurate reflection of the current job, management reserves the right to revise the job or to require that other or different tasks be performed as assigned.

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