Senior Presales Consultant

Reports to: CTO

             

Job purpose: The Senior Presales Consultant primary role is to understand customer cyber security and network security challenges, write and present compelling proposals to address them. In addition, this role works closely with the sales team to plan and implement sales closures and assist with the attainment of sales and profitability targets.

The approach should be consultative with customers, as well as internal sponsors. There is a need to address complex technical concepts, communicating these clearly in business terms and customer value.

Collaboration with the Sales team, Product Management Professional Services, Cyber Advisory, Operations and Technical Delivery teams will be required to ensure proposed solutions accurately address customer needs, map consistently to ITC’s business strategy and are appropriately supported by key customer technical decision makers.

Supporting ITC’s major customers will be a key component of this role.  As customer needs evolve with the market and vendor products mature, translating those evolving customer needs and vendor product developments into solutions that are both industrialised and repeatable across other ITC customers.   

Partner interaction and engagement is also a component of the role, in building relationships and understanding current and future product developments and how they fit within ITC’s managed service offerings.  This is particularly relevant to our primary vendor, Microsoft, and their Sentinel SIEM and Defender XDR suite.

Key activities: 

• Support the sales team in acquiring new business, both in net new and existing customers, in the capacity of Senior Presales Consultant

• Support Product Management and in particular the Microsoft Sentinel and Defender MXDR Platform Development team in the development of industrialised and repeatable managed service solutions

Key interfaces: Sales, Product Management, Professional Services Team, Cyber and Network Operations, Delivery teams, Cyber Advisory Team.

The role will involve:

• Providing end-to-end sales support across the range of ITC’s Managed Security Service Provider (MSSP), Cyber Advisory and security focussed Professional Services (Design & Build)

• Proactively assess, develop and scope solutions, coordinating with internal teams to align solution design with customers’ business requirements

• Creation and sign off (internal and external) of Initial Solution Design document.

• Mentoring and assisting other members of the team as a subject matter expert

• Recommend and present commercially attractive solutions that deliver value for the customer

• Produce high-quality, persuasive proposals that includes solution outline and scope of works encompassing clear and concise deliverables

• Compose executive summaries of proposals to relate technical challenges to business context

• Generate ITC’s responses to RFPs, in conjunction with sales, service and technical teams

• Develop relationships with vendor SME’s to ensure ITC has consistent access to high quality technology support/knowledge and competitive information

• Provide skills transfer to sales team in order to enhance their product knowledge, technical acumen, and technical sales skills

• Supporting the ongoing development of proposal templates for ITC’s key services

• Demonstrate a desire to learn about the technologies and services ITC sell and become a subject matter expert

• Maintain accreditations in strategic vendors’ technical solutions as required, particularly Microsoft Security

We are looking for someone with the following experience and capabilities:

• Demonstrable experience in a customer-facing cyber security B2B environment in a presales/sales engineering capacity
• Experience with Microsoft Security solutions is highly desirable, particularly Microsoft Sentinel and the Defender Suite in the context of managed services
• Cyber Security design and development skills, Zero Trust focussed secure networking experience is also desirable
• Whilst not critical, experience with Cisco networking technology and Perimeter Security
• Is, or will be, a subject matter expert; able to support opinions with facts and experience.
• Ability to capture customer requirements in detail, to produce costed proposals for security services
• Ability to work closely with implementation and operations teams to ensure the solutions we deliver match what we have sold and deliver maximum benefit to the customer
• Understands Managed Security Services and the challenges they solve
• Has detailed knowledge of one or more of the market-leading security solutions
• Is a very credible Information technology professional
• Has an ability to articulate technical challenges to audiences of all types and abilities
• Demonstrates attention to detail
• Is used to working on multiple projects with tight deadlines
• Can demonstrate success in closing million £ contracts and realising multi-million £ sales targets

Working hours: Normal working hours are 7.5 hours a day, Monday – Friday.

Working location: This role is based in our Canary Wharf office, which is operating a hybrid working model. The model typically consists of two days in the office and other days available for remote working. However, client meetings will always take priority.

Travel: Some UK travel to customers will be required.

Benefits:          

• 25 days annual leave.
• Pension scheme.
• Private health insurance.
• Enhanced maternity and paternity leave.
• Death-in-service life cover.
• Shopping discounts.
• Cycle to work scheme.
• Season ticket/gym loans.
• Online wellbeing centre.
• Free tea and coffee.
• And more!

This job description is intended to convey information essential to understanding the scope of the role and it is not intended to be an exhaustive list of skills, efforts, duties, responsibilities or working conditions associated with the position.