Senior Solutions Consultant

This role within ADL Pre-Sales is pivotal in driving presales efforts across multiple domains, including Telecommunications, Fintech, and other industries, spanning regions such as APAC, Australia, Africa, the Middle East, and the Americas. Focused on specific presales projects, the primary responsibility is to craft proposal responses that align with client requirements and sales objectives while ensuring adherence to solution quality and timeline expectations.

Key responsibilities include bid management, solutioning, and leading presentations and negotiations, working closely with internal teams such as sales, technical, pricing, legal, and marketing to develop compelling proposals and demonstrations that effectively convey the company's value proposition. Additionally, this role supports various sales engineering activities, including conducting workshops, leading Proof of Concept (PoC) and prototype deliveries, and facilitating product demonstrations.

Responsibilities

Regional Presales Support:

• Assist in driving regional presales efforts by ensuring proposal responses are aligned with client requirements, sales objectives, and business goals.

Cross-Functional Collaboration:

• Manage bid processes while coordinating with internal teams, including sales, technical, pricing, legal, and marketing, to develop compelling proposals, demonstrations, and presentations.

Customer Engagement & Solution Evangelism:

• Act as the primary point of contact (POC) for proposal, and solution delivery, including anchoring POC deliveries, prototypes, workshops, and customer engagements.
• Represent the company at industry events, conferences, and forums to showcase expertise and drive thought leadership.

Continuous Improvement:

• Contribute to ongoing initiatives aimed at enhancing efficiency, effectiveness, and overall maturity in presales activities.

Win/Loss Analysis & Strategy Refinement:

• Support the team by conducting win/loss analyses to evaluate proposed solutions, identify key success factors, and refine strategies for future opportunities.

Qualifications/Skills/Knowledge

Overall:

• Ability to deliver client presentations, proposals, and bid management with confidence, ensuring alignment with business objectives and client needs.
• Have strong expertise in the telecommunications and/or fintech domain, with a deep understanding of middleware solutions, digital transformation, and security.
• Proficiency in business analysis (BA), solution architecture, and technical skills to enhance solution design and client engagement.
• Proven experience in presales (preferably within the telecommunications domain) with a track record of successfully driving pre-sales engagements and securing business opportunities.

Education & Experience:

• Bachelor's degree in engineering, Computer Science, or a related discipline.
• Minimum of 7 years of experience in presales, sales engineering, or solution architecture/ consulting, with a strong focus on customer engagement and solution delivery.

Market & Product Knowledge:

• Strong understanding of the APAC, Australia, Africa, the Middle East, and the Americas market and client needs.
• Foundational understanding of company products (training will be conducted) and services to effectively assess client requirements.

Skills & Abilities:

• Excellent communication and presentation skills, ensuring clear and concise interactions with clients and internal teams.
• Collaboration with cross-functional teams, fostering seamless teamwork across sales, technical, and marketing functions.
• Analytical and problem-solving skills to assess client requirements and propose suitable solutions.
• Time management and multitasking to handle multiple priorities within tight deadlines.
• Adaptability to evolving client needs, market conditions, and internal processes.
• Attention to detail, ensuring accuracy in proposal responses and presentations.
• Customer-centric approach, prioritizing client satisfaction through tailored solutions.
• Growth & Mindset: Eagerness to learn and continuously update industry knowledge and product expertise.