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Presales Consultant at Element AI
Canada

The PreSales Consultant is a strategic role within the Element AI sales team that combines the competencies of strategy consulting, process consulting, solutions consulting and sales execution. The PreSales Consultant will provide thought leadership and work with C-level executives and their teams to align their business and AI strategy (existing or developing), and provide a strong business case supported by compelling value proposition for deploying Element AI Insurance solutions.

The PreSales Consultant will leverage hands-on business experience, insurance industry knowledge, AI expertise, combined with solution familiarity and communications skills, to conduct discovery, develop an Element AI point of view, lead solution workshops and position Element AI insurance solutions to strategic customers and prospects.  The PreSales Consultant pursues strategic sales cycles requiring a solution that spans multiple Element AI insurance products and is responsible for resource coordination across solution teams and resources from other organizations to support the sales cycles.

 

Role and Responsibilities

Partner with the Sales team to ensure success achieving quota:

  • Building and communicating customer knowledge for each prospect and account.
  • Collaborating with sales representative(s) to develop account plans for all targets
  • Supporting lead generation, RFI/RFPs, discovery, qualification, demonstrations, and successful proof of concept efforts to generate and close opportunities
  • Communicate pipeline advancements weekly to ensure post-sales is aware of impending customer wins

Independently lead successful pilots from first demo to closure:

  • Collaborate with sales team to leverage customer knowledge and identify target opportunities
  • Communicate with prospects on entire pilot process
  • Work with sales and business development team to develop ROI calculations
  • Coordinate closely with sales team, prospect, and implementation team to complete deal review that encapsulate accurate prospect requirements and ensure team is in position for a successful handoff from pilot to implementation
  • Document pilot process and results to build leverage and ensure others also have successful pilots

Manage any PreSales in territory:

  • Recruit, hire, on-board, and train PreSales staff as needed
  • Performance management: provide consistent feedback, weekly 1on1s, develop individual growth plan, set goals and MBOs, complete year-end reviews and ensure continued performance improvement
  • Assign work as needed to ensure success of territory
  • Coordinate all internal teams to create effective RFI/RFP responses
  • Hold subject matter expertise enabling executive level conversation about Element AI
  • Comfortable “setting” agenda in client conversation.

 

We want you to join because you have:

  • Insurance Industry SME: 10+ years of experience with some of that time spent in presales role
  • University/college degree preferred  
  • Expert Presentation skills: You independently prepare and deliver excellent tailored oral, PowerPoint, and live-demo presentations showcasing business value of Element AI
  • Business Challenge Discovery: You Independently take initiative to learn prospect’s technical and business challenges to determine how Element AI can help. You have a professional presence to set agenda and drive conversation forward.
  • Process Builder: You will independently generate processes and documented leave-behinds to enable other team members to succeed in demos and pilots
  • Internal Collaborator: Independently get help (s)he needs from the rest of Element AI to ensure successful sales execution.
  • Element AI Expert: You understand and expertly showcase the Element AI product set, unique value proposition and differentiation. Takes initiative to build Element AI demos tailored to prospect
  • Subject Matter Expert: You are able to speak like an insider to C-Level execs and build tailored business case to justify ROI of selecting Element AI
  • Sales Cycles Support: You independently take initiative to learn prospect’s business and build trust to set agenda and ensure successful sales engagement. Support the entire sales cycle (gathering all resources as needed) until close.

What we offer for your valuable work:

  • Highly dynamic, innovative, passionate, intrapreneurial team
  • Open and inclusive company culture
  • Worldwide competitive salary
  • Participation in the company success through the Employee Stock Option Plan
  • Participation in company employee benefits program
  • Flexible hours (outside of core hours)
  • Autonomous, self-managed Agile teams