Presales Manager

Key Responsibilities:

• Engage with enterprise prospects as a subject matter expert on financial value and business impact to grow deal size, reduce sales cycle times, and increase win rates.
• Build collaborative and compelling business cases for Executives, CEOs, and Board members to answer Why do anything, Why now, and Why Pando.
• Present clear and compelling arguments to differentiate Pando, including business process understanding, solution enablers for key challenges, value proposition, and software demonstrations.
• Continuously refine Pando's financial value-based selling methodology, including tools, deliverables, and offerings.
• Educate and coach Pando's Enterprise Sales organization on implementing the methodology successfully into target accounts.
• Conduct deep dives into processes and systems to understand current as-is states, identify issues, and analyze potential root causes.
• Map challenges to specific end-to-end platform capabilities and develop solution recommendations to address business challenges.
• Understand competitor landscape, including strengths and weaknesses, and develop a point of view on recent industry trends and the strategic importance of supply chain execution.

Requirements:

• 7+ years of experience in Value Engineering, Solution Engineering, or Presales, preferably in the Supply Chain, Logistics, or Transport Management Systems domain.
• Strong sales capabilities with excellent interpersonal, presentation, communication, and client management skills.
• Experience developing value engineering methodologies, quantitative and qualitative deliverables, and executing cross-functional workshops.
• Analytical skills and creative problem-solving capabilities.
• Ability to work in distributed teams across locations and time zones.
• Willingness to travel up to 30%.