Lead Consultant - Presales & Client Solutions - Prime Focus Technologies

Key Responsibilities

• Collaborate closely with the sales and marketing teams to understand client requirements, identify keystakeholders, and develop tailored solutions that address specific customer needs.
• Conduct in-depth technical presentations and demonstrations of our SaaS AI products and solutions to potential clients, showcasing their capabilities and benefits.
• Serve as a customer advocate, providing expert guidance on how our technology can help solve their business challenges and achieve their strategic objectives.
• Act as a liaison between the sales, product development, and customer success teams, providing valuable insights and feedback gathered from client interactions.
• Stay informed about industry trends, emerging technologies, and competitor offerings to effectively position our solutions in the marketplace.
• Collaborate with the product management team to gather customer feedback and contribute to the ongoing refinement and enhancement of our product offerings.

Detailed Role Description

• Confident, articulate, synthesize complex business requirements to provide optimal technical & business solutions, demonstrate business acumen and be able to drive collaboration with internal and external teams.
• Create opportunities for our technology by participating in sales process, communicating value proposition, demonstration of capabilities and understanding customer needs.
• Independently drive technical solutioning, response and estimation on opportunities (RFI/RFP’s/ proactive).
• Analyzing customer needs, mapping it to product requirements and defining overall solution
• Define win strategy, lead deal commercials and overall pricing strategy
• Rally internal teams around common objective of providing optimal solution to customer and larger industry priorities
• Anchor customer conversations in the sales cycle, plan opportunity specific demo and POC.
• Create custom pitches and demonstrations at different deal stages to address multiple stakeholder personas from CXOs, technical and business stakeholders to end users.
• Liaising with Product teams and anchor strategic Proof of concepts and guided demos
• Identify new opportunities in strategic ongoing programs for upsell and cross-sell, doubling up as a client partner for specific accounts.
• Understand market needs, conceptualize and lead productized GTM solutions.
• Support sales account planning and account strategy initiatives.
• Enable product reach through active evangelization - whitepapers, blogs and participation in webinars, industry forums.
• Develop and maintain collaterals and templates to standardize best practices.

Qualifications and Key Skills

• B.E./ B.Tech + MBA from leading institutions (Preferably in Comp.Sc/IT/Systems)
• 7 – 10 years of relevant experience in technology product organizations, SaaS companies or leading SIs
• Tech savvy with previous experience as a pre-sales architect.
• Sharp thinking and fast learner. Ability to quickly grasp customer requirements, conceptualize solutions and present ideas.
• Outstanding executive-level interpersonal and written communication skills, with the ability to effectively navigate difficult conversations and mediate to healthy outcomes.
• High degree of intellectual curiosity and ability absorb new concepts quickly.
• Maintaining regular and appropriate communication and governance with both internal and external executive teams to ensure alignment and transparency, inclusive of regular business reviews.
• Self-starter and entrepreneurial with bias for action and experience making things happen in a fast-paced, dynamic environment.
• Previous exposure of B2B SaaS product models is preferred.
• Strong technical knowledge of broadcast workflows, OTT streaming platforms, automation, MAM and AI technologies (Preferred but not mandatory).