Presales Consultant

Pre Sales Consultant – Fintech – Private Banking

The Pre-Sales Consultant plays a crucial role in the sales process, engaging with prospects, clients and partners to showcase innovative requirements and their fit to the needs of modern Private Banks and Wealth Managers.

This position involves a blend of industry understanding, technical competence, commercial awareness, and excellent communication skills to effectively manage pre-sales activities, ensuring a seamless transition from prospecting to project execution.

Client Engagement

• Demos and Workshops: Conduct engaging demonstrations and workshops with prospects, partners and clients effectively showcasing product capabilities and benefits.
• Study Process: Lead or support pre implementation analysis studies, which may include:
• Scope Definition: Clearly outline project scopes to meet client needs.
• Gap Identification: Identify which requirements are met via existing capabilities vs requiring product development or bespoke work.
• Assumption Management: Identify and document assumptions that impact project delivery.
• Planning and Resourcing: Collaborate with stakeholders to plan and allocate resources effectively.
• Statement of Work (SOW): Prepare and present detailed SOW documents that capture project requirements and deliverables. Engage with sales to jointly define the related delivery commercials.

Collaboration with Sales and Project Teams

• Commercial and Legal Support: Work closely with the sales team to address commercial aspects and legal considerations associated with client engagements.
• Transition Management: Collaborate with project teams to prepare for sold projects, ensuring a smooth transition from pre-sales to project execution.

Support for Demonstration Environments

• Uplift Program: Drive continuous improvement programs for demonstration environments, prioritizing and managing suggested product enhancements based on feedback and market trends.

RFI and RFP Management

• Response Development: Support completion of Requests for Information (RFIs) and Requests for Proposals (RFPs), ensuring responses are detailed and accurate.

Methodology and Policy Development

• Evolution of Practices: Contribute to the ongoing evolution of pre-sales methodologies and policies, ensuring alignment with industry standards and client needs.

Ensure the security of systems, data, and people by following company security policies, reporting vulnerabilities, and maintaining a secure work environment across all settings.

Who is best suited to this role?

• Industry Knowledge: Comprehensive knowledge of private banking and wealth management. Wider knowledge of asset management, corporate banking and retail banking is an advantage.
• Sales or Consultancy Experience: Prior experience in pre-sales, consultancy or sales roles is expected.
• Commercial Awareness: Strong understanding of market dynamics and commercial strategies in private banking and wealth management sectors.
• Technical Acumen: Semi-technical understanding of banking system architectures, including cloud vs. on-premise solutions, multi-tenancy, and data models; coding skills not required.
• Independent & Team Working Ability: Capable of working both as part of a team and independently, managing multiple responsibilities and adapting to changing priorities.
• Quick Learner: Demonstrated ability to absorb new information and methodologies swiftly, adapting to evolving business needs.
• Presentation Skills: Confident, clear, concise communicator with the ability to present proposals and conduct demos effectively to C-level representatives.
• Pre-Sales Process Understanding: Solid grasp of typical pre-sales process, enabling effective engagement with clients.
• Attention to Detail: Exceptional attention to detail in presentation materials and outputs, ensuring high-quality, accurate deliverables.
• Relationship Management: Proven ability to establish and maintain strong relationships with clients at all levels, both internally and externally.