Headhunted for Pre-Sales? Here’s What the Role Entails..

Pre-Sales Consultants are an integral part of the sales team. They act as a Subject Matter Expert (SME) in a particular field – e.g. business area, market or technology. They add value to an organisation by providing their expertise throughout the sales process and ultimately influencing sales.

They can report to a Head of Pre-Sales but usually report to a Sales Director.

They are also known by other names, including:

  • Consultant (e.g. Risk Consultant)
  • Sales Engineer
  • Sales Support Consultant

What Does a Pre-Sales Consultant Do?

  • Accompany salespeople on visits to prospects and clients.
  • Deliver presentations and product demonstrations that require more in-depth or credible knowledge than the      salesperson is able to provide.
  • Liaise with Product Managers to provide feedback from clients about product requirements; or ideas to help them innovate or stay ahead of where the market is going.
  • Carry out research to stay ahead of their particular area of expertise – including understanding the current & future market, product and competitor landscape.
  • Manage the sales bid process, responding to RFI’s & RFP’s when a client or prospect puts an opportunity ‘out to tender’.
  • Respond to technical questions about the product or related infrastructure.

How Are Pre-Sales Consultants Paid?

Pre-sales Consultants are usually paid a base salary and a bonus or commission. Bonuses are more common that commission and, on average, tend to vary between 15-30%.

Pre-sales Consultants tend not to carry sales targets. Instead, they are usually responsible for influencing sales and supporting the sales targets of dedicated sales executives. Their bonuses are dependent on the company – or specific solution revenue streams – meeting set targets.

Who Can Do Pre-Sales?

Pre-Sales Consultants will often have a background within the market they are now ‘selling’ to. This is so that they are able to present themselves to clients as a credible subject matter expert in that market or product. For example, a Pre-Sales Consultant ‘selling’ Risk Management solutions to Investment Banks may have previously worked as a Risk Manager within a similar Bank.

Business Analysts sometimes enter into pre-sales due to the expertise they have developed implementing specific products into specific customer environments.

People who works in advisory divisions of consulting firms usually make ideal Pre-Sales Consultants.
What Makes A Good Pre-Sales Consultant?

Typically, a Pre-Sales Consultant should have the following skills & experience:

  • Subject matter expertise in a required field (ideally gained working within the market they are now ‘selling’ to).
  • Strong client-facing skills, e.g. meeting & presenting to clients (ideally with experience dealing with similar types/levels of contact).
  • Strong commercial skills including an understanding of the sales process (ideally gained within a similar,      commercial environment).
  • Strong communication skills, written & verbal.
  • Strong problem solving skills including an ability to think ‘on their feet’ when faced with challenging questions in the sales environment.
  • Experience managing the bid or proposal process including responding to RFI’s/RFP’s.
  • (Technical Pre-Sales Roles Only) Technical skills.

New Year, New Role?

Our financial technology clients are continuing to expand their sales teams in 2017.

As of January 2017, we have opportunities for Fintech sales and pre-sales people who have experience in selling the following technology solutions, and more.

  • Analytics – risk analytics, derivatives, valuations, pricing, portfolio management.
  • Consulting Services – banking technology, risk management.
  • Data – data managed services.
  • Lending – credit risk, originations, collateral.
  • Insurance – policy and claims administration software.

Roles are currently available in the UK, Europe and North America.

From our website homepage, you can view current opportunities by selecting the relevant job role category. For more information about what’s available or what opportunities are coming up, please contact us.

You can also follow us on Twitter or LinkedIn to receive regular updates.

Happy New Year from Team Finiti!

Finiti Search would like to wish all its clients and contacts a very happy new year. We wish you all the best for 2017 and may the year bring you success in Fintech. For all those looking for a change this year, whether it be new hires for your sales teams or a new role for yourself, we cannot wait to work with you!

European Fintech Sales Professionals Survey 2017 is here! Join 400 others and provide your insights now!

Finiti Search would like to personally invite all sales people working for a UK or European Fintech firm to take part in a unique study of sales professionals within Fintech. The study is open to sales leaders, sales and new business executives, account managers, pre-sales consultants, etc.

TAKE PART NOW

As the only recruitment company to exclusively focus on Fintech Sales roles we are delighted to have a partnership with BlueKyte International, the company conducting this unique research.

400 people took part in 2016 and received insights into Fintech sales salaries, bonuses, commission and benefits.

We hope you will take the chance to have your say and help BlueKyte to complete this comprehensive study of the European Fintech Sales community. The study looks at salaries, benefits, commission structures, sales metrics, motivations, satisfaction levels, etc.

Complete the survey today and you will be able to register to receive a free Fintech Industry Report.

LET ME HAVE MY SAY NOW!

Recruiting Now in North America!

Finiti Search is working with a number of Financial Technology firms in North America.

Our clients are seeking experienced sales people – including sales directors, sales executives, account managers and pre-sales consultant / product specialists. Right now, we need candidates with experience in the following areas:

  • Risk Management – enterprise risk, credit risk and market risk solutions
  • Investment Management – front, middle and back office solutions
  • Payments Solutions

From the homepage, you can view jobs by selecting the relevant job role category.

For more information about what’s available or what opportunities are coming up, please contact us.

You can also follow us on Twitter, LinkedIn or Facebook to receive regular updates.

 

Risktech100 2016: There’s a new leader in the pack..

Chartis has released it’s latest Risktech100 Rankings report for 2016 and a new leader has arisen following a key acquisition.

Chartis is the leading provider of research and analysis for the global Risk Management market. Now in its tenth year, the rankings are now topped by FIS who have acquired SunGard since the 2015 list was published.

Chartis estimates the global expenditure on risk and compliance technology to be more than $100bn in 2016 and growing rapidly. Over the last twelve months, “agile risk management” has emerged as a central theme for many of the companies Chartis have spoke to, with leading firms looking to increase flexibility and reduce “time to compliance”.

Get your copy of the report here: Risktech100 2016 Report on the Chartis Website.

We’re heading to SIBOS in Boston, 29 Sept-02 Oct

Sibos 2014 will take place at the Boston Convention & Exhibition Center from 29 September to 2 October. Sibos is a payments conference organised by SWIFT.

This conference is attended by most of our payments clients and gives Finiti Search an opportunity to meet with them, grow our network and stay ahead of the key issues and trends affecting the industry.

We’re always looking at ways to help us improve our knowledge of the market we operate in so that we can continue to be the best talent finders for our clients.

For more information, visit www.sibos.com.

Who’s Leading the Enterprise Fraud Management Market in 2013?

Risk Technology researchers, Chartis Research, have released a new report on the structure of the Enterprise Fraud Management Solutions market. It looks at solutions available from the following vendors: ACI Worldwide, Detica NetReveal, EastNets, Experian, FICO, FIS, Fiserv, Jack Henry, NICE Actimize, Oracle, SAS, Thomson Reuters, Tonbeller, Verafin, Wynyard, and YarcData.

The report discusses the impact that financial crime has on financial institutions and the growing threat.

Chartis comments that increases in mobile and internet banking have ‘tipped the balance in favor of the fraudsters’. However, to combat this, regulators have begun to incorporate fraud into risk management measures, particularly operational risk, and require banks to protect their customers.

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Finiti Search is a Sales recruitment firm specialising in the Financial Technology market. Finiti is experienced in recruiting sales people with experience in technology to combat Financial Crime. This includes new business developers with networks across the AML space and subject-matter experts in fraud prevention.

Source: www.chartis-research.com/research/reports/enterprise-fraud-management-solutions-for-financial-services-2013

We’re Heading to ‘Risk & Regulation’ in NYC, 14-15 May..

This conference is sponsored by a major client, IBM. It will address regulatory challenges such as Basel III and Dodd-Frank as well as best practices surrounding Counterparty Credit Risk and Capital Management, etc.

Here, we’ll join our clients and other industry connections to learn about the current and upcoming challenges in Risk Management. This will help us to identify the experience and skill sets that will be in high demand this year and next year.

We’re always looking at ways to help us improve our knowledge of the market we operate in so that we can continue to be the best talent finders for our clients.

For more information, visit www.risk-regulation-usa.com.

 

See you at Banking Risk & Regulation in London on 23-24 April?

This conference will address regulatory challenges such as Basel III as well as best practices surrounding Counterparty Credit Risk, Managing Liquidity, Capital Planning, etc.

Here, we’ll join our clients and other industry connections to learn about the current and upcoming challenges in Risk Management.

For more information, visit http://banking-risk-regulation.com.

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