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Pre-sales Consultant (German Speaker)
Nexthink
Sales & Business Development
Cologne, Germany
Posted on Dec 13, 2024
Company Description
Nexthink is the leader in digital employee experience management software. The company provides IT leaders with unprecedented insight allowing them to see, diagnose and fix issues at scale impacting employees anywhere, with any application or network, before employees notice the issue. As the first solution to allow IT to progress from reactive problem solving to proactive optimization, Nexthink enables its more than 1,200 customers to provide better digital experiences to more than 15 million employees. Dual headquartered in Lausanne, Switzerland and Boston, Massachusetts, Nexthink has nine offices worldwide.
Job Description
*Language Skills: German (required)
To support the growth of the Nexthink business, we are looking to expand our Global MSP team with additional technical pre-sales resources in France and Germany.
The Pre-sales Consultant plays a crucial role in the sales process, delivering innovative value propositions to executive-level audiences within enterprise accounts and MSP partners by aligning technical capabilities with business outcomes.
The PC primary focus is to provide pre-sales support, helping the MSP account team exceed revenue goals in French and German-speaking regions. They will lead the Global MSP technical partner journey for one or more Global MSPs, acting as the primary technical contact and ensuring seamless resolution of tech-related issues.
Key responsibilities include:
- Technical Leadership: Oversee the Global MSP Technical Enablement Plan to equip partner technical teams with the knowledge and tools to independently identify, showcase, and demonstrate the value of Nexthink solutions within their offerings.
- Strategic Partnerships: Foster collaborations with partners to integrate Nexthink seamlessly into their service portfolios.
- Pre-sales Support: Provide pre-sales support during sales cycles, including conducting proof-of-values, value selling, security assessments and product demonstrations.
The role:
- Become a Nexthink SME and thought leader, both internally and externally, to drive the business value of the Nexthink Platform.
- Support MSP Partner Manager in preparing QBRs, MSP plans and updates.
- Oversees/ensures that the MSP technical influencers and decision-makers are informed about the new features, solutions, roadmap, and services.
- Acts as Partner advocate, conveying requirements, feature requests, feedback, etc… to Nexthink PM and Executive Leadership.
- Maintains an understanding of the Global MSP services/contracts to continuously add value to their service portfolio and expand the usage of Nexthink.
- Assists with ongoing partner marketing and awareness, e.g., case studies, white papers, and content about the offerings.
- Help the MSP sales team qualify leads by using your deep understanding of product capabilities to address business issues and provide business value.
- Demonstrate how Nexthink solutions can support overall customer initiatives and how this generates business outcomes.
- Collaborate with global partners to design, build and adapt new services around the Nexthink platform.
- Own, prepare, and coordinate the execution of the annual technical enablement program to fully enable the Global MSP partner team to sell, deliver value, and operationalize Nexthink.
- Work with multiple stakeholders in different functions such as IT Security, IT Operations and IT Service Management to illustrate use cases where Nexthink can add value. This requires strong account management capability and a passion and enthusiasm for introducing disruptive technology.
- Support and lead large-scale enterprise transactions during the presales phase, using industry knowledge and understanding to move deals forward.
- Run and facilitate value-based workshops with prospects so that they can fully discover and understand how Nexthink can address their strategic projects and major issues.
- Participate as a speaker in key company events and other marketing related activity.
- Perform Demos and POVs for prospective accounts within the global partner.
- Create collaterals (Proposal Write-ups, Bid Defense presentations) for RFPs that are being pursued by the MSPs to showcase Nexthink value to their services.
- Team with the Nexthink field organization in Germany to develop new GTM initiatives.
- This is a field-based role and requires domestic travel to partner offices in Germany, France and UK.
Qualifications
- Language Skills: Fluent German (required), English (required),
- You will have extensive experience in a presales or technical consulting role, ideally selling SaaS/Cloud based solutions.
- Proven experience working with/enabling German Regional/Global MSP teams.
- Proven experience working with a sales organization focused on Value Selling.
- Proven experience as a key technical resource leading to introducing a new technology into the market.
- Proven experience of working with a sales organization and a track record of successfully meeting or exceeding assigned revenue goals.
- Experience in one or more of the following areas:
- Workplace, End User or Desktop Services and management of these
- Digital Experience Monitoring or similar end-user experience driven functions
- Cloud, Windows 11, O365 and other Migration-, Release- or Change related projects
- The ITIL framework, Service Lifecycle and other quality of service-related disciplines
- Security, Governance, Risk or Compliance related discipline
- Designing, building and operating Security Operations Center
- Demonstrated skills in complex solutions environments
- Superior business acumen: ability to use business context to generate creative, pragmatic solutions to achieve business objectives.
- An entrepreneurial mindset that enables you to successfully work independently with little guidance, but also to use good judgment and escalate issues when needed
- Technologically savvy and able to learn Nexthink products and services, technologies and business whilst understanding how this applies to MSP business models.
- Exceptional written, oral, and interpersonal communication skills; capable of gaining the respect of and interacting comfortably with senior leaders and executives.