1. Could you introduce yourself and tell us about you? Your current / recent jobs and employers? Previous companies and jobs?
He has been working as Presales Consultant in XXXX where he’s covering about 16 vendors; most of them are cybersecurity companies, some are covering data, and Microsoft solutions. Basically the role involves recruiting partners, training partners, and also helping partners propose solutions based on the customer’s requirements. On a daily basis, he works with both sales & account and business development team to source partners, sell solutions that the company carries as a distributor (Microsoft 365, backup solutions, endpoint management solutions), and so on.
Prior to that, he was with XXXX as a Senior Sales Engineer, he was focused back then for infrastructure and CLM solutions; he worked closely back then with financial companies like banks, FSIs, in securing their machine identities. During this time, he worked mostly with AEs in sourcing partners/channels, onboarding them, teaching them the products, and helping them to understand the solution so they can position to their customers. He also worked with XXXX as a Senior Sales Engineer where he mainly focused on endpoint and unified endpoint management space, again on the presales side basically scoping requirements, doing demos, POCs, up to closing the sale.
2. What skill(s) / experience would you self-describe as strongest or specialist in?
Strongest skill would be his exposure in both the technical and business side of things; aside from the technical, he’s also good in qualifying customers against business requirements or if their solution meets the business requirements for the company to actually purchase the product. He always make sure that their solutions meet the commercial/business side of the customers other than just the technical side.
3. Do you have the lists of key criteria’s according to the clients’ requirements?
During the earlier years of his career, he was mostly doing post-sales and deployment, so his total years of experience in presales would round up to about 10 years now from XXXX to present; his exposure is mainly within the cybersecurity field. In current company, the products that they carry are cloud-based or SaaS platforms, also integrating Microsoft Office 365; on two previous companies, he also worked on SaaS-based together with on-prem platforms. As a presales consultant, he is strong not just on the technical side but also on the commercial side of things; can handle conversations with key people in companies.
