Pre Sales Specialist (Enterprise Information Management)

• Identify, understand and define customer needs, objectives and business requirements. • Work with Sales representative to design a solution that can best meet the Client’s requirements • Ability to drive and walk the talk in technical capabilities and business solutions with specific reference to the platforms in Open Text Catalogue & Microsoft (SharePoint) solutions. •Develop presentation technical materials as needed for sales presentations, proposals and bid responses. • Demonstrate the business value of the Open Text & Microsoft SharePoint (not just the functionality) to meet a wide variety of customer objectives. • Communicate the business requirements to project/implementation team to determine implementation professional services requirements and Open Text & Microsoft SharePoint product fit and ensure a smooth transition from pre -sales to implementation stages after completion of the sale. • Build a strong working relationship with key partners in Open Text & Microsoft SharePoint sales & respective technical teams • Support prioritized sales cycles, helping with strategy, competitive positioning, demonstrations and presentations • Actively support the sales teams in promoting and identifying solutions, articulating functional fit and completeness, responding to bid cycles, to the customer requests for information and information to tender • Contribute to pipeline and revenue increase, through participation and coordination of demand generation activities, including customer workshops, Webinars, tradeshows and company events • Possess strong sense of teamwork, integrity, self-motivation, positive attitude, and works to solve problems • Stay up to date with new EIM trends in general and within Open Text & Microsoft SharePoint, our competitors, our partners and the IT industry as a whole • Participate in ongoing industry, sales and product training.

• Ability to understand client’s businesses, and initiate and structure solutions / proposals which can grow client centric business, in short and long term

Critical Requirements – Skills, Experience & Qualifications: 1. Must have 5 years’ experience in Enterprise Information Management (ECM) Software, products and/or solutions. 2. Excellent communication and presentation skills 3. Added advantage – understanding of OpenText, SAP, Sharepoint solutions and products, with extensive exposure in sales pitching and implementation in the EIM/ECM space 4. Must demonstrate ability to drive client centric models, by understanding client’s long term vision in the Data & Content Management space, and have the ability to win client’s at C-Suite level (thing strategically, but synchronise with technical backing) •

Bachelor’s Degree or higher in Computer Science, Finance, Accounting, Business or other related field (preferred) • 7+ years of experience in a customer facing role as a Pre Sales Consultant • 3+ years of experience in sales related activities (sales support, presentation, product demonstration, request for proposal, end user training) – preferred but not required • Understanding of sales cycle, customer motives and buying criteria •

Excellent communication and presentation skills capable of presenting to group sizes from 2 – 30 people at all levels in the customer organization, from senior director to support staff, to technical & non-technical audience, in public or private sector • Strong analytical, problem solving and process and solution oriented abilities • Ability to partner across various functional groups including account executives, professional services, product development, marketing and strategic partners • Ability to work independently as well as in teams • Willingness to take responsibility and drive engagements • Ability to work effectively in a complex matrix environment with virtual teams of high-level professionals • Capable of utilizing strong interpersonal, verbal, presentation and writing skills to successfully interact with customers and vendors • Customer and sales focus with the ability to influence prospects