Senior Presales Consultant

As a Senior Presales Consultant at Axway, you will engage closely with clients to understand their business challenges and articulate solutions using our software. Your role encompasses delivering workshops, technical education sessions, and product demonstrations. You'll also be involved in crafting technical content for RFI/RFPs, managing technical escalations, and collaborating with our sales teams to define solution feasibility. Essentially, you become a trusted advisor to clients, ensuring they see the value in our offerings.

To qualify for the Senior Presales Consultant position at Axway, candidates should have a minimum of 3 years of experience in software engineering, presales, or technical consulting, specifically within the enterprise software domain. A Bachelor’s degree in information technology is required. Candidates with strong communication skills and the ability to lead discussions with technical and executive teams will excel in this role. Familiarity with cloud technologies and technical expertise such as Java or scripting skills are preferred.

The Senior Presales Consultant plays a critical role in Axway's business growth by identifying and leveraging opportunities within existing and new clients. By effectively demonstrating how our technology can solve business problems and drive digital transformation, you build strong relationships that lead to increased revenue potential. Your expertise in delivering tailored solutions and crafting compelling technical content ensures that clients are engaged and see the benefits of our solutions.

A Senior Presales Consultant at Axway would benefit from knowledge in Java, JavaScript, and scripting languages, as well as understanding enterprise technologies, such as message queues and web service technologies like REST and SOAP. Hands-on experience with container orchestration tools, CI/CD pipelines, and security standards like OAuth and SAML is also advantageous. These skills help you design effective solutions that address client needs and integrate seamlessly with their existing systems.

At Axway, the work environment for a Senior Presales Consultant is collaborative, innovative, and supportive. We pride ourselves on creating a culturally rich community where ideas flow freely, and challenges are tackled collectively. Whether working remotely or onsite in Courbevoie, you’ll have the support of a dynamic team and access to leadership that fosters an atmosphere geared towards personal and professional growth.

Absolutely! It’s vital to showcase an understanding of how cloud technologies work and their impact on business transformation. Discuss your hands-on experience with cloud solutions, including any specific platforms you’ve worked with. Highlight any projects where you successfully pushed cloud initiatives and how those translated into value for clients.

Building relationships starts with understanding the client’s needs. Talk about your strategies for establishing trust by asking the right questions, listening actively, and providing thoughtful, tailored solutions. Sharing specific examples of times you've fostered strong client relationships can convey your ability to maintain lasting partnerships.

It’s crucial to simplify complex topics without losing essential details. Share an example where you tailored your presentation to the audience’s level of understanding, perhaps using visuals or analogies to explain the solution. Emphasize the feedback received and any resulting business decisions to illustrate your impact.

Effective product demonstrations are about aligning closely with client needs. Discuss how you prepare by researching the client’s specific context and challenges. Talk about customizing your demonstration to highlight pertinent features and benefits and how you engage your audience throughout the demo to encourage interactivity and questions.

Objectively handling objections involves listening closely and addressing concerns directly. Share your approach by emphasizing the importance of acknowledging the objection, responding thoughtfully with information that alleviates concerns, and pivoting back to the value propositions of Axway’s solutions. Specific instances where you turned objections into opportunities can show your effectiveness.

Demonstrating your experience starts with the importance of accurately and clearly articulating solutions in written form. You could explain how you assess client requirements and align your proposals with their goals. Mention collaborative efforts with your technical team to gather the right information and ensure that your responses are compelling and contextually rich.

Staying updated is critical in the tech landscape. Explain your approach, whether through industry publications, webinars, attending conferences, or professional networking. Discuss how you apply this knowledge practically, perhaps by influencing strategy discussions or adapting solutions based on emerging technologies to maintain a competitive edge.

Assessing a client’s business problems begins with effective inquiry. Describe techniques such as conducting thorough discovery sessions, leveraging qualitative data, and analyzing their existing systems and processes. Stress the importance of a holistic view, which helps you frame your solutions appropriately.

Reflect on your preferences and effectiveness in communications. You might emphasize clarity, adapting your level of technical jargon based on the audience, and ensuring your messages resonate. Consider discussing feedback from previous clients or colleagues that highlight your abilities to communicate effectively.

This is your opportunity to align your values with Axway’s mission. Share your admiration for their commitment to innovation and client success, and how you see yourself contributing to that vision. Incorporating specific aspects of Axway’s culture, products, or market position can demonstrate genuine interest.