Presales Consultant

As a Presales Consultant at Axway, your responsibilities include preparing and delivering presentations, leading discovery workshops, creating solution vision documents, and managing proof of concepts. You'll coordinate with sales teams to define strategies for prospects and stay current on industry technologies, ensuring you can contribute effectively to customer solutions.

To apply for the Presales Consultant role at Axway, you should have a minimum of 3 years' experience in similar roles, preferably with a software vendor. A Bachelor's degree in computer science or business is highly preferred, along with fluency in English, Spanish, and Portuguese. Familiarity with integration platforms, cloud services, and DevOps principles is also important.

A successful Presales Consultant at Axway should be knowledgeable about cloud architectures, hybrid integration platforms, and API management solutions such as Axway, Apigee, and IBM Datapower/APIConnect. Understanding continuous integration and DevOps processes will also enhance your contributions to customer projects.

At Axway, the culture is inclusive, supportive, and emphasizes collaboration. As a Presales Consultant, you'll be part of a global team that values diverse perspectives and encourages innovative thinking. The hybrid work model allows for flexibility, and you will receive support from both peers and leaders, making it a great environment for professional growth.

A Presales Consultant plays a crucial role in Axway's sales success by providing technical expertise during the sales process, influencing customer decisions through tailored solutions, and ensuring the clarity of how Axway's offerings align with client needs. This strategic involvement helps secure contracts and fosters long-term partnerships.

Certainly! When answering this question, focus on specific projects you've worked on, detailing your role, the technologies used, and the impact of your contributions. Highlight your ability to lead discussions and deliver solutions that met the client's goals.

To answer this, outline your process for gathering customer requirements, emphasizing active listening and tailored inquiry to uncover critical business challenges. Provide an example of a successful session where your insights opened new opportunities.

Discuss your method for crafting engaging presentations that are tailored to the audience's needs, ensuring you highlight how Axway’s solutions address their specific pain points. Mention the importance of storytelling in your presentations to capture attention.

Share a specific story where your technical knowledge and understanding of the client’s needs guided them towards adopting a solution. Focus on how you built rapport and trust throughout the conversation.

Discuss the significance of API Management in enhancing interoperability and agility within organizations, illustrating your understanding with examples of platforms like Axway. Emphasize its role in facilitating seamless integrations and driving innovation.

Mention your commitment to continuous learning through resources such as webinars, industry publications, and professional forums. Provide examples of how you’ve applied new knowledge to improve your work or contribute to team discussions.

Discuss the tools and methods you use to prioritize tasks, such as project management software or time-blocking strategies. Provide an example of managing multiple projects successfully while maintaining quality.

Explain your approach to listening to client concerns, clarifying misunderstandings, and providing clear, data-backed responses to address their objections. Highlight any successful resolutions where you turned an objection into a positive discussion.

When answering this, relate your skills and experiences directly to Axway’s goals and culture. Discuss your technical savvy, communication skills, and your ability to work collaboratively within multicultural teams.

Share a detailed narrative of a proof of concept you successfully executed, focusing on the planning, collaboration with the sales team, and client feedback. Highlight how the POC led to a successful sale or engagement.