Pre-sales engineer and long-tail channel manager at DEXMA

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Pre-sales engineer and long-tail channel manager

DEXMA

| 2023-12-13

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YOU

You are motivated and team player, with a special passion for technology and energy services.
You are a highly focused customer-oriented person, always aiming at offering the best possible solution to the customer.
You are a results-driven person, attending details and striving for high-quality solutions.
You feel at home in a dynamic environment, where change is the rule.

YOUR MISSION

You’ll have a dual role at DEXMA, both closely related to the technical field, in the Customer Success function, just applying the expertise to 2 differentiated areas.

PRE SALES FUNCTION

You’ll underpin the sales force when it comes to technical discussions, clarifying technical concepts, advising with best practices, and figuring out the key technical aspects of the value proposition.
You’ll work hand-in-hand with the sales team to elaborate the best solution offered, and at the same time giving our future customers a clear vision of what the future day-to-day with DEXMA will make things so much easier.
You’ll lead the technical conversations with future customers you’ll assure that DEXMA is delivering the highest value for money possible.
Your typical tasks & responsibilities of a pre-sales role would also be:
- Technical sales pitching, and ownership of the technical conversation.
- Solution profiling.
- Bridging communications between the sales team and the customer success and product teams, addressing any technical need that may arise during the last stages of the sales process (integrations, customisation requests, etc.).
- Demoing the products and prepare solutions, aiming at discovering the “aha” moments and “wow” effects.
- Provide early-stage support during proofs of concept and pilots.
- Ensure proper hand-over after closing the deal on to DEXMA customer success team. once the opportunity becomes a commercial deal.

LONG-TAIL CHANNEL MANAGEMENT FUNCTION

You’ll serve existing long-tail partners by means of account expansion/upgrade, looking after customers’ new projects and best-fitting solutions.
You’ll promote upsell by conducting strategic mapping exercises and understanding the business drivers the customer.
You’ll welcome new long-tail partners and ensure onboarding is done in a quick and professional fashion.
You’ll ensure that all long-tail partners are adequately updated, trained and get the best accelerators to maximise their usage of DEXMA products.
You’ll manage channel customers issues and ensure value for money.
You’ll develop the channel, by nurturing and easing the relationship with the existing long-tail customers, thanks to the automated tools in place.
You’ll be aware of the support issues reported by the long-tail, as a mechanism to stay up to date with the customer, and leverage human touch, and DEXMA platform knowledge.

WHAT WE OFFER