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Sales & Business Development
192958 Requisition #

Overview of Role:

The Presales role should be to understand the customers’ needs or issues, develop an initial view of the solution the customer needs, then tailor the solution to meet the customer requirement, explain (or help sell) this solution to the customer, help close the deal and then ensure a smooth handover so that the delivery team that follow provide the intended solution.

Key Requirements for the Role

  • Previous experience in relevant customer facing roles such as consultancy or Presales

  • Relevant experience being involved as part of a sales team selling solutions to customers.

  • Strong technology understanding including application architectures, integration methods, web services, databases and application servers.

  • New technologies trends understanding and awareness Big Data, AWS, Machine Learning & Artificial Intelligence, SaaS/PaaS.

  • Able to shape and define solutions matched to strategic business objectives and functional requirements whilst meeting the technical needs of the client.

  • Experience working for similar IT services or software organisations

  • Ideal experience would include knowledge of existing Experian solutions or similar solutions.

  • Strong communication skills both written and oral

  • Experienced in presenting and demonstrating complex software solutions

  • Ability to build and maintain solid long term relationships at multiple levels within client organisations during the sales process

  • Excellent organisational and time management skills, with the ability to multi-task.

Specific Responsibilities:

The key responsibilities for a Presales Consultant are as follows:

Sales Support

  • Provide on-site sales support where needed to cover the needs of the technical buyers as well as providing value based product and solution presentations and demonstrations

  • Contribute to value based proposals for complex business solutions.

  • Play a leading role in teams that produce responses to RFI/RFP’s for qualified opportunities.

  • Understand and present all aspects of solutions, including analytics, consulting and software applications, in addition to being able to explain the supporting processes such as delivery.

  • Support the conversion of major sales prospects, ideally focussing on the clients’ business challenges and Core Decision Analytics solutions.

  • Develop strong working relationships with client technical and economic buyers.

  • Develop strong internal relationships with BDMs and sales leads for Decision Analytics and work jointly to build out plans to increase pipeline and opportunities.

Internal Activities

    • Ensure a smooth handover of new projects from ‘sales’ into ‘delivery’

    • Support and mentor BDM’s and consultants in selected markets, transferring knowledge of our solutions so that they are better enabled

    • Contribute to business collateral to enable the production of high quality packaging for new solutions, including sales and marketing materials, demonstrations, and business documentation.

    • Rollout and training, and handover of knowledge for regions (provided to regional hubs) in how to sell, consult and deliver new solutions

    • Support for the regions during their first sale and delivery of new solutions

Personal Development Activities

    • Strong focus on continual self-learning and development

    • Good understanding of all our solutions and capabilities, specifically the customer issues they can address and the value they offer

    • Appreciation of the business and technical environment in which our clients operate

    • Knowledge of the competition and ability to help develop a competitive strategy

    • A confident and professional manner at all times.

    • Hardworking, reliable and trustworthy in the eyes of colleagues and clients

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