Presales Solutions Manager - Local Govt (PR)

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We're Civica and we make software that helps deliver critical services for citizens all around the world. From local government to central [federal] government, to education, to health and care, over 5,000 public bodies across the globe use our software to help provide critical services to over 100 million citizens.

Our aspiration is to be a GovTech champion everywhere we work around the globe, supporting the needs of citizens and those that serve them every day. Building on 21 years of continuous growth and success, we're at a pivotal point on our journey to realise that aspiration.

As a company, we're passionate about what we do and the citizens we help to serve. If you too would like to help champion the use of technology in public services, to improve outcomes for citizens and public sector organisations, then Civica is the right place for you. We will help you unlock the best version of yourself, achieve growth in your career whilst making a real difference to people and communities.

As the Solutions Manager, you will manage a presales team and play a leading role in setting and upholding the highest standards of presales. Developing the presales consultants to enhance cross product knowledge to create capacity, build resilience and lay the foundations for succession planning by identifying, coaching and mentoring potential.

Your primary focus will be leading the presales team and ensuring that customer requirements are fully understand and where there are multiple solutions that could deliver a requirement your role will be to identify and recommend the best fitting solution(s) working with the Presales Consultants.

Working hand in glove with Sales your will build and influence pipeline by ensuring early customer engagement, influence customer thinking and helping shape customer requirements to align to Civica products.
• Manage a high-quality presales team - increase win rates to keep, grow and get new business
• Enhance presales collateral including the development and maintenance of vanilla video product demonstrations as part of digital sales enablement
• Strengthen cross-functional collaboration, particularly with Sales, Product and Commercial.
• Ensure comprehensive scoping is undertaken to support effective qualification and you will contribute towards the production and review of bid responses.
• Support Sales to develop their product knowledge to increase their effectiveness
• Help shape deals by building customer relationships, educating customers on product capability and promoting our USP's
• Ensuring we sell COTS product by demonstrating how standard product can be implemented and configured to deliver requirements without the need to bespoke.
• Foster innovation and continuous improvement by ensuring customer insight of fed back to the product function
• Optimise the use of market intelligence and customer insight in presales business as usual

Requirements

• 5 years' experience.
• Experience of working with public sector clients desirable but not essential.
• Experience with Salesforce desirable
• Experience of leading customer meetings, delivering presentations and product demonstrations
• Excellent standard of written sales submissions
• Team management: manage the presales team, ensuring high performance and team development. Targets will be set annually.
• Workload management: manage bid team workload and priorities while aligning with the business objectives set by managing directors and sales directors.
• Presale collateral ownership: develop presales collateral to enhance the quality of material presented as part of customer engagement. Maximising the use of Civica's tools such as the sales enablement platform.
• Scoping and Qualification: contribute to a robust approach to scoping opportunities ensuring that customer requirements can be delivered, identifying gaps with Product to inform potential development opportunities.
• Client engagement: attend customer meetings and demonstrating as necessary.
• Good knowledge of Local Government, including how they are structured, the services they deliver and the challenges they face in delivering services.

Benefits

As a company, we're passionate about what we do and the citizens we serve. If you, too, want to champion the use of technology in public services to improve outcomes for citizens and public sector organizations, then Civica is the right place for you. We will help you unlock the best version of yourself, achieve career growth, and make a real difference to people and communities.

We know that when our people are happy, they work better and have greater job satisfaction. Here's what you can expect:

• Diversity & Inclusion: We're all different-and we love this about us. We provide an inclusive, safe, and welcoming environment to all Civicans, new and old.
• Focus on Learning: There are heaps of opportunities to help you grow and be your best. We encourage you to drive your personal development and career.
• Giving Culture: We encourage you to "give back" with benefits such as our Days of Difference leave, where you can volunteer for a charity of your choice.
• Flexible Work: We have the technology and tools to support you working in our hybrid environment.