oprandi & partner ag – € 130.000+ – München

Descrizione dell’azienda e della posizione ricercata

Executive Presales Management

Our customer is a technology innovator and the premier global provider of enterprise legal management software solutions and services. The company offers a suite of next generation applications such as legal matter and spend management, built on a cutting-edge technology platform. This evolution allows customers to consolidate legal systems on a common platform, whether it is applications from our customer, other vendors, or applications they build on the technology itself. The key solution of our client empowers them to collaborate more effectively, manage legal systems more efficiently, support changing business needs and their global workforces, and make more strategic business decisions. The expansive client roster includes Fortune 500 and Fortune Global 500 corporations, and over 5000 law firms with over 12,000 connections. Headquartered inHouston, with 11 offices throughoutNorth America, EMEA, and APAC, the company has received numerous legal and technology industry accolades including being honored on the Inc. 5000 and Software 500 lists and being recognized by top legal industry analyst, Hyperion, as “Market Innovator.”

Director Sales Engineering EMEA (m/f)

This position is responsible for support to the Sales and Implementation teams.

Duties & Responsibilities:

Provide deep product and domain expertise to support the Sales and Implementation teams (sales calls, demonstrations, technical discussions, business requirements, solution design)
Work with Product Management and Engineering to ensure effective communication of product information into Sales team
Engage with the customers to develop and present proposals
Engage with customers and prospects to conduct Business Process Reviews (BPR)
Create additional revenue to Sales Group with consultant work with customers and prospects
Help with Scoping for Customers and Prospects (SOW)
Help with Scoping for Customers and Prospects (SOW)
Help Regional Sales Mangers, Territory Mangers with Demos and presentations
Help Sales Engineers with best practices and creating templates for demo’s and presentations
Respond to requests for product information (RFI, RFP)
Assist in closing software license and services contracts
Understand customers’ business requirements as well as technical architecture
Solicit and capture customer requirements and feedback
Specify the technical approach and solution design (business requirements definition, design documentation)
Provide business consulting regarding the proposed solution
Provide leadership and mentoring to the sales engineering team
Line management duties for Sales Engineering team in EMEA
Ressource scheduling for the team
First line escalation for team and sales issues
Produce operational reports to EMEA VP & GM
Define solutions with sales team and product management to support customer business requirements and future strategies
Leverages knowledge of competitive solutions to effectively address and dispel customer objections to companies solutions, and train the account and partner teams
Executes technical sales calls
Configures and documents the company´s software, hardware and service solutions to meet customer and sales objectives
Completes required presales documentation quickly and accurately
Qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding
Presents and markets the design and value of proposed solutions and business cases to customers, prospects and the company´s management
Possesses detailed product/technology/industry knowledge. Knowledge of job associated software and applications

Additional Responsibilities:

· Support customers and partners in their implementation efforts

· Work with the Implementation teams to schedule, design, and provide delivery support

· Perform periodic customer follow ups

· Work with the Sales, Product Management and Engineering teams to process and manage customer feedback

· Facilitate customer reference-ability and on-going relationships

Education, Licenses, and Certifications:

· Bachelors degree required

· Business fluent English and German is required


· Minimum of 2-4+ years experience in pre-sales and/or professional services with a major consulting firm or enterprise software company

· Experience working directly with customers in pre-sales, project management, and technical solution definition roles

Critical Knowledge, Skills and Abilities Requirements:

· Strong interpersonal and communication skills (presentation, verbal, and written)

· Solid technical skills in operating systems, relational databases and systems integration

· Candidates must be able to perform technical tasks such as installing and configuring software, querying database tables, and proposing application integration architectures

· Knowledge of the Legal and or GRC industry a plus

· Excellent communication (written and oral), interpersonal, and leadership skills

· Ability to work independently and as part of a team

· Passion for customer service and success; self confident, intelligent risk taker

· Adaptable to changing market conditions and customer requirements

· Creative problem solver, consultative approach

· Technical account management, converged infrastructure

· High level business case development; IT strategy, vision and goals

· Time management skills, result driven, communication skills

· Ability to influence others to achieve results

· Organizational skills, cross-functional skills, customer focused

· Able to travel 50% — 75% (generally short, 1 to 2 day trips

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