Pre Sales Consultant
HR departmentTokyo, 153Update time: December 10,2021
Job Description

Senior Solutions Consultant

 

About RWS:

RWS Holdings plc is the world’s leading provider of technology-enabled language, content management and intellectual property services. We help our customers to connect with and bring new ideas to people globally by communicating business critical content at scale and enabling the protection and realization of their innovations.

Our vision is to help organizations interact effectively with people anywhere in the world by solving their language, content and market access challenges through our collective global intelligence, deep expertise and smart technology.

Customers include 90 of the globe’s top 100 brands, the top 10 pharmaceutical companies and 18 of the top 20 patent filers worldwide. Our client base spans Europe, Asia Pacific, and North and South America across the technology, pharmaceutical, medical, legal, chemical, automotive, government and telecommunications sectors, which we serve from offices across five continents.

Founded in 1958, RWS is headquartered in the UK and publicly listed on AIM, the London Stock Exchange regulated market (RWS.L).

For further information, please visit: www.rws.com

Seeking a person who can articulate a vision of how a technology solution can meet a global company’s business requirements. The ideal candidate is an athlete who is experienced with: consultative selling methodologies, developing and presenting compelling ROIs to executive level management, articulating a technology vision to executives and business line managers, presenting and leading compelling technology demonstrations. Reports directly to the VP Global Solutions Consulting.

Pursuing sales opportunities includes:

  • Provide innovative and insightful support to the sales team;
  • Execute a proper sales process (discovery, strategy, demo engagement, deep dives/POC’s and reporting progress);
  • Collaborate closely with senior sales executives on sales strategy and execution;
  • Uphold the highest level of standards in the team’s execution of the sales process, including Request for Proposals (RFP) submissions, statement of work (SOW) discovery and delivery;
  • Provide direction to more technical team members and challenge them to find new application areas of the solution(s) and approach every challenge with an innovate outlook; Understand that a pre-sales environment is largely driven by opportunity and that direction and priority can change overnight;
  • Help establish an environment/culture of innovation, over-execution, technical/business understanding and ownership.
  •  

    Act as a Solutions Strategist:

     

  • Advising and supporting RWS customers and partners in the definition and implementation of complex solutions using RWS Tridion software in Japan;
  • Expand the market share and to achieve the revenue and sales goals;
  • Consultative/solution selling methodologies;
  • Researching, developing and presenting compelling ROIs to executive level management;
  • Articulating a technology vision to executives and business line managers;
  • Understanding technology and ability to work with technical people;
  • Leading workshops for potential customers to complete successful evaluations;
  • Maintaining account relationships pre and post-sale;
  • Support industry conferences and RWS events with product demonstrations and presentations.
  • Responsibilities
  • Responsible for managing technical and applications activities of sales opportunities with prospective customers, partners and internally within RWS;
  • Participate in knowledge-sharing within the pre-sales team to work collaboratively on solutions;
  • Manage changes in prioritization, focus and accounts in order to achieve a sales target;
  • Provide field feedback related to the RWS products and solutions to R&D, Product Management and Marketing;
  • Prepare, develop and create optimal demonstrations both for general and customer-specific presentations;
  • Establish personal development plans and MBO’s with the VP Global Solutions Consulting to track your own personal development on a bi-yearly basis (October/April). Have personal meetings in between when required;
  • Ability to manage negative situations when under pressure to perform.
  • Technical required skills

  • Bachelor’s degree required;
  • Minimum of five years within Enterprise Solution Sales, ideally from an PLM, CRM, Content Management, enterprise consulting organization or similar enterprise software company;
  • Background in XML and Content Management. DITA, information architecture and XML authoring tools strong pluses;
  • Performance criteria / Personal skills

  • Outstanding presentation preparation, communication and delivery skills;
  • The ability to manage your own projects with your peers and operate to high standards;
  • Ability to understand and appreciate varying businesses and domains;
  • Excellent analytical skills to represent customer’s requirements and relate to organization’s solutions;
  • Very organized and methodical in approach;
  • Knowledgeable with front-end technologies (JSP, ASPX, JASON, REST);
  • Knowledgeable with front and back end .NET technologies (C#) , XML and XSLT;
  • Understand a customer’s environment and systems (sizing, technology used, deployments);
  • Native Japanese skill, both writing and verbally
  • Able to speak and write English fluently;
  • Able to work independently with minimal supervision;
  • Willingness to work to tight and changing deadlines;
  • Adept at problem solving and conflict resolution;
  • Strong influencing skills;
  • Strong presentation and demonstration skills;
  • Good time management, organisational and leadership skills;
  • Able to work well under pressure;
  • Ability to manage a home office work environment;
  • Maintain a profession appearance in line with RWS’s corporate culture and standards including timely communication with team and attendance to meetings/appointments.

Life at RWS - We work hard together to deliver for our customers; our expertise, professionalism and determination to never let others down drives  us to be passionate and serious about what we do, deliver customer value, yet always adding a human touch 
 

As a company focused on connecting people through language, diversity and inclusion are fundamental to our company culture. RWS is an Equal Opportunities Employer and we are committed in ensuring that all employees work in an environment free from all forms of harassment and discrimination and one that actively promotes teamwork, diversity and trust. All employees have a right to be treated with respect and dignity. RWS operate in a manner for the inclusion of all - any form of discrimination is expressly prohibited. Employees are selected and promoted on merit alone and no other factors whether race, gender, age, religion, marital status, gender identity or disability are taken into consideration. 
 

We are proud to work in a company where all can succeed and grow their career and while RWS operates in accordance with all local employment laws, if local law enables any form of discrimination this is against RWS company policy and we will adhere to the highest standard.   

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