Senior Pre-Sales Solution Consultant (m/f/x)

Tell Us Who You Are First Name Last Name E-Mail Address

Please complete all 3 fields.

How Do You Want to Share?

Close Applause Employees Click Here To Refer Candidates Job Description

Applause is a world leader in digital quality testing. Since 2007, Applause has been the driving force in testing and digital quality innovation. Utilizing the skills of 1.5+ million testers in more than 200 countries and territories, Applause helps the world?s leading brands to deliver quality digital products and experiences to their customers on a global scale. With insightful, actionable testing results that can directly inform go/no go release decisions, we enable our customers to release digital products and experiences better, faster and with confidence.

In order to extend and support our customer base in EMEA, we are looking for a Senior Pre-Sales Solution Consultant (m/f/x).

You are the connection between our sales and customer operations teams in designing and modelling solution proposals for our enterprise customers and guiding our internal teams and the customers? stakeholders through pilot execution until the conversion to an annual subscription contract.

You act as a value consultant for our customers, conduct indepth multi-step discovery to identify the business pains, create pricing models and ensure that delivery of the desired testing solutions out of a wide solution portfolio covering the entire SDLC of our customers is feasible. You will drive the technical win by building trust, creating a strong pre-sales relationship with the client stakeholders and working closely with the account executive and the sales director to win the deal with competitive pricing.

Key Responsibilities: Provide pre-sales technical/functional support to prospective clients and customers while ensuring customer satisfaction with minimal supervision, through online sales efforts or onsite.

Operate as a digital quality spokesperson, promote the sales effort by helping customers optimize QA in the software development life cycle.

Act as the Digital Quality lead, controlling the voice and message of interactions with customer technical teams executing a consultative selling process.

Contribute with original, creative thinking related to solving customer issues, creating relevant features, and advancing Applause Digital QA strategy.

Lead detailed discovery and scoping calls.

Work closely with sales to review requirements, develop solution oriented pricing and value-focused proposals.

Describe the benefits and value of integrating Applause?s professional QA community into a customer?s SDLC.

Work with sales to create and submit proposals and SOW?s.

Work with the project delivery team to effectively communicate sold solutions.

Train and Coach internal Account Executives concerning new products and solutions.

What you?ll need to succeed: You hold a university degree, preferably in IT, Software Engineering, Business administration or a related field.

You have gained a minimum of 5+ years of experience in a customer facing role as a (Pre) Sales Consultant, Solution Consultant or in a similar role for digital products such as apps, web solutions or a SaaS platform, or you come from another background such as product management with similar skills as outlined above.

You have experience in selling solutions/services, beyond positioning standardized SaaS platform seats. Our solution portfolio is complex and customizable and each opportunity is different, you will not succeed if you don?t have experience with this.

Excellent written and verbal communication skills in English and one additional European language (Italian, Spanish, French or German).

Experience working and communicating directly with Managers, Directors, VP and C-Level personnel.

Ability to quickly review customer?s products to build knowledge and determine special needs, leverage active listening and careful probing questions to dig for a business pain.

You have experience with value selling.

Experience with ROI and pricing calculations is a plus, as well as first experience in the software development or testing area (e.g. functional QA, UX, Automation, payments, etc.).