Pre-sales Solutions Manager, Latin America

Worldline TSS helps its clients and partners deliver state-of-the-art payment solutions to their merchant customers. A key part of the TSS GBL’s strategic transformation is the build-up and delivery of a world-class, cloud-based Payments Platform as a Service (PPaaS) that empowers our ecosystem of clients and partners to offer their merchant customers state-of-the-art payment and commerce solutions available anytime, anywhere. This solution is unique on the market and is launching now. To support this strategy and commercial development, we are recruiting a Pre-Sales Solutions Manager for PPaaS for our Latin American region, with a priority focus on Brazil.

**PURPOSE/MISSION**:
The Pre-Sales Solutions Manager is responsible for formulating and leading presales technical/functional support activities to prospective clients and partners - both existing Worldline TSS customers/partners, and new leads. He/she is primarily engaged in a technical consultancy role, providing assistance and guidance during the presales process by identifying customers’ business needs and technical requirements, consulting with product and technology teams about capabilities, and supporting business developers, account managers and partners on proposal activities. He/she participates in solution discussions, workshops, bid presentations, working closely with sales and delivery teams, both at central and regional levels. He/she must be able to articulate the company’s technology and solutions, positioning to both business and technical users through presentations, demonstrations, and benchmarks and convincing customers of the benefits of the solution and its effectiveness in meeting their requirements. The Pre-Sales Solutions Manager works with the Product Management team to map out the desired future state of the solution and conveys this vision to the team. The role requires interaction with senior customer contacts and internally with Worldline TSS management at all levels.

**KEY RESPONSIBILITIES**:

- Formulates and leads all aspects of technical presales activities to prospective clients and customers while ensuring customer satisfaction
- Engages with prospective clients and partners to determine technical and business requirements and ensure that all necessary information is collated prior to producing a solution
- Where appropriate, works with Worldline TSS Partners (i.e. resellers, Systems Integrators, Independent Software Vendors, technology partners and alliances)
- Prepares high-quality solution proposals that are quantifiable, defensible and focus on value proposition
- Assumes responsibility for running a bid team including internal and external stakeholders, where relevant
- Develops and confidently delivers presentations and demonstrations to prospects, effectively proving PPaaS functionality, technology and solution strengths to audiences of varied technical knowledge
- Delivers trainings on solutions to channel partners and internal stakeholders
- Coordinates the delivery of Proof of Concepts and pilots, from setup to closure
- Provides accurate and timely management information, including activity reports, bid reviews, project forecasts, KPI’s
- Supports the approval of the complete operational solution through Worldline TSS approval process
- Works closely with Product Management to articulate the product strategy for our Sales team, customers, and partners, providing feedback on issues with current solutions and provide input around new products
- Works with the rest of the organisation as required on individual opportunities and general cross-line-of-business initiatives
- Prioritizes, communicates and mitigates issues and risks with internal stakeholders
- Interfaces with the implementation and project teams, articulating customer requirements, to ensure smooth transition from sale to delivery
- Assists in partner marketing activities such as tradeshows, campaigns and other promotional activities.

**Key Performance Objectives/Indicators**:

- Revenue objectives
- Customer facing activities
- Technical closure of POC’s and pilots
- Win rates
- Solution expertise

**Competency/Skill requirements**:

- Demonstrable sales engineering experience in fast-paced technology companies, across requirements gathering, design and solution building
- Good knowledge on various pricing models, IT spend analysis, business case development, TCO and ROI analysis
- Excellent communication and presentation skills with the ability to produce and deliver powerful and persuasive presentations to both small and large audiences
- Good analytical and troubleshooting skills, with an ability to think logically through a problem
- Exceptional ability and experience in preparation of proposals and responses to complex business problems
- Able to respond to and resolve client queries and requests in a timely manner
- Ability to develop effective working relationships internally at a variety of levels and work closely with commerc