Presales Consultant

Payara is scaling up by 30% year on year. Due to our continued success, we are looking for an experienced software Presales Consultant to join our ever-growing sales team. Your role will be pivotal in supporting our sales consultants, bridging the gap between the technical aspects of the Payara product and our customers' business needs. You will play a crucial part in creating a strong foundation for successful sales and customer relationships

**Summary Details**

**Role**:Presales Consultant

**Seniority**: Mid

**Location**: Remote

**Compensation**:Rate dependent on local market location and experience

**Responsibilities**
- Develop a deep understanding of Payara products and solutions. Stay up-to-date with new features, updates, and competitive advantages.
- Engage with potential customers to understand their business requirements and challenges. Conduct in-depth needs assessments to identify how Payara products can address those needs.
- Collaborate with the sales team to create customized proposals and quotes that outline the pricing, implementation plan, and expected ROI for the chosen software solution.
- When necessary, coordinate and assist in the creation of proof-of-concept demonstrations or trials to showcase how Payara can solve the customer's specific challenges.
- Stay informed about the competitive landscape and understand the strengths and weaknesses of competing software solutions. Position Payara as a superior choice.
- Build and maintain strong relationships with potential customers. Understand their organizational structure, key decision-makers, and pain points.
- Collaborate with the sales team to develop effective sales strategies and provide input into the sales process. Work closely with product management and development teams to relay customer feedback and product improvement suggestions.
- Assist the sales team during the negotiation phase, addressing customer objections and concerns and helping to close deals.
- Stay informed about industry trends and customer needs and provide feedback to the company to support product development and strategy.
- Train sales and customer success teams on Payaras' features and benefits, enabling them to effectively promote and use the product.
- Prepare responses to requests for proposals (RFPs) and requests for information (RFIs) from potential customers.
- Post-Sales Support: Hand off information to the implementation and support teams to ensure a smooth transition for customers after the sale is completed.
- Track and report on key performance indicators, such as win/loss ratios, customer feedback, and sales conversion rates, to continuously improve the presales process.
- Engage with Payara community users in forums, webinars and in person conferences.

**Essential Skills & Experience**
- Customer-centric, able to listen and with advanced technical understanding and high questioning skills
- Proven experience in a Presales Consultant role (3 + years) working within the SaaS industry
- Strong communication skills in written/spoken English.
- Ability to build relationships, manage expectations and set up proper and fair boundaries
- Strong problem-solving abilities; creative and critical thinking
- ions
- Strong sales acumen working closely with the sales team knowing how to handle objections and support negotiations
- < 2 years' experience in Java development
- Some understanding of dev methodologies/ practices (Git, Jira.. etc)
- Some knowledge of different operating systems
- Basic knowledge of the following Java concepts:
1. Memory analysis
2. Threading management
3. Class-loading issues
- Some knowledge of web servers and similar technologies

**Desirable Skills & Experience**
- Experience working with different regions (Europe, North America, Asia, LATAM, etc.)
- Written and spoken language skills in other languages other than English
- Project Management knowledge and understanding
- Opensource software knowledge and understanding

**Personal Skills & Behaviors'**
- Thorough attention to detail
- Strong time management skills
- Proactive, well organised and self-motivated
- Able to cross collaborate across multiple teams
- Experience working across multiple projects at one time
- A natural problem solver

Payara’s Mission is to grow a sustainable business that imagines and creates innovative, trusted, open-source software and services that are widely used, deliver value, and are loved by our users.

We are recognised as a leader in creating innovative infrastructure software for now and the future. We provide industry-leading expertise and services that enable our users across a diverse range of industries to create world-class solutions.