Pre Sales Technical Consultant - OpenText Application Delivery Management

1. Opportunity Analysis

• Gather and assess customer business and technical requirements.
• Identify lead generation and opportunity expansion possibilities.
• Evaluate customer environment, constraints, and site-specific needs.
• Define required project steps, timelines, and risk areas.
• Identify likely competitors and rollout or training needs.
• Assess company strengths against competitive offerings.

2. Solution Planning & Design

• Architect technical solutions aligned with customer business goals.
• Optimize solution fit for current and future business requirements.
• Adapt solution designs based on evolving needs.
• Validate proposed solutions and core components.
• Plan scalability, growth path, and future enhancements.
• Create implementation plans with milestones and timelines.
• Develop required testing strategies and deployment readiness plans.
• Anticipate technical challenges and competitive threats.
• Support regional peers through whitepapers and knowledge sharing.

3. Client & Customer Relationship Management

• Maintain strong communication with executive stakeholders across the region.
• Represent the company as a trusted technical expert.
• Use consultative selling techniques to advance opportunities.
• Build long-term customer loyalty through advisory relationships.
• Partner with account teams to ensure resolution and satisfaction.
• Clearly explain solution architecture and technical components.

4. Team Collaboration

• Support account teams with proposals, presentations, and solution guidance.
• Provide technical assistance for deals in the sales pipeline.
• Mentor presales peers and contribute to internal education programs.
• Coordinate with internal teams, business units, and partners.
• Identify overlooked opportunities using technical expertise.
• Ensure smooth transition from sales to implementation teams.

Education & Experience

• Technical University degree or Bachelor's degree required.
• 6 to 8 years of experience in technical consultative selling / presales roles.
• Relevant technical and solution-selling experience in the industry.

Knowledge & Skills

• Strong technical expertise in OpenText ADM solutions.
• Hands-on experience with Performance Testing tools such as LoadRunner and QTP/UFT.
• Ability to conduct product demos and Proof of Concepts.
• Broad knowledge of enterprise software solutions and related technologies.
• Understanding of competitor solutions and market positioning.
• Strong analytical and productivity-focused mindset.
• Ability to lead large and complex technical projects.
• Awareness of product roadmaps across multiple business units.

Business & Industry Expertise

• Use financial and ROI concepts to demonstrate business value to customers.
• Create solutions that address business requirements and value chains.
• Communicate solution value effectively to management and executives.
• Tailor messaging for technical teams, managers, and C-level stakeholders.
• Stay current with industry trends, challenges, and market developments.
• Leverage competitive intelligence to build market advantage.
• Strong executive communication and consultative selling capabilities.