Senior/Lead Presales Consultant

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Salesforce Commerce solutions offer buyers and consumers the seamless, self-service experience of online shopping with all the B2B and B2C functionality they demand. The B2C Commerce Cloud Solution Engineer (CCSE) is responsible for driving customer discovery and presenting our B2C Commerce product offerings (B2C Commerce Cloud, Order Management, Payments) in the best light to prospects and customers. Your objective is to evoke confidence in Salesforce’s technology, our solution architecture & infrastructure, in order to remove all technical objections in the sales cycle. To accomplish this, the CCSE must have a strong desire to leverage their domain expertise, strong value based discovery, and excellent technical pre sales skills; including the ability to solicit business requirements, develop a technical sales strategy, configure and effectively demonstrate the solutions that address these requirements and ultimately provide business value.

To be successful in the role the CCSE works closely together with the B2C Sales Account Executive and/or Core Sales Engineer for the region helping to deliver the appropriate technical solution. The role is very Discovery focused; delivering value based ‘Read-backs’ , and deep Product Knowledge across all Pillars of the B2C Commerce Cloud offering.

You will be able to take the lead in both technical and business-oriented conversations in addition to crafting and delivering various kinds of presentations and demonstrations of the B2C Commerce Cloud solution to some of the most exciting global brands. Typically our engagement is sponsored by customer senior executives and will be presented to the level of Head of E-Commerce, VP Marketing, COO, CMO, CFO and CIO level.

Responsibilities

• Understanding the customers processes, challenges and architectural complexity of today’s E-Commerce platform, Order Management, Payment Providers
• Effectively responding to any detailed B2C Commerce Cloud questions in RFPs
• Articulating and presenting E-Commerce architectures/blueprints to C-level and IT enterprise customers and implementation partners
• Working in a matrix organisation, including sales, pre-sales and implementation partners
• Manage discussions with various levels of IT (technical audiences)
• Define system requirements and recommend scaleable application architecture, including possible integration to CMS, PIM, CRM, and other third-party solutions
• Storyboarding and building / configuring customised D2C demos based on current Web technology
• Presenting the companies technology infrastructure, including demonstrating deep familiarity with companies infrastructure: software, networking and security stack
• Maintain current industry and technology trends with a focus on commerce and customer management
• Participation in all appropriate product, sales, and procedural training and certification to acquire and maintain the knowledge necessary to be effective in the position
• Support of regional and global B2C Commerce Cloud Initiatives and projects to improve sales enablement and the B2C Commerce Cloud product offering such as;
• Pathfinder Lead on new offerings
• Provide feedback to Product management
• Commerce Cloud Roadmap Evangelist
• Liaison to reference team and event participation
• Work with Product Management to produce key supported demos and solution kits
• Development of industry frameworks and tools to address new markets
• Development of Vertical oriented packages e.g. Partners, reusable components, references, identification of key gaps and workarounds
• Development of Architectural best practices including common integration patterns in the E-Commerce context
  

Requirements

• Ability to work as part of a team to solve technical problems in varied political environments creatively and analytically
• Ability to multi-task, work in a demanding team environment, understand and be responsive to customer needs, work under tight deadlines, work independently, and a willingness to take ownership of problems
• Excellent written oral and interpersonal communication skills
• Comprehensive knowledge of the software sales cycle
• B.S. Computer Science, Software Engineering, MIS or equivalent work experience
• Experience as a Sales Engineer/Consultant/Architect for commerce solutions or related industry to commerce (e.g. payment, order management)
• Proven track record in giving presentations to executive-level audiences within a sales cycle
• Business fluency in English and German is required
• Ability to travel as needed and to work flexible hours throughout the sales territory
• Desired Skills (a plus but not required)
• Knowledge of TelCo, HLS, FinServ, Manufacturing, Consumer goods or Retail industry is a plus
• Understanding of system architecture, backend integration scenarios and data flows for E-Commerce and related applications
• Knowledge of common Web technologies and Web programming experience
  

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