Job Information
Applause Senior Pre-Sales Solution Consultant (m/f/x) in United States
Applause is a world leader in digital quality testing. Since 2007, Applause has been the driving force in testing and digital quality innovation. Utilizing the skills of 1.5+ million testers in more than 200 countries and territories, Applause helps the world’s leading brands to deliver quality digital products and experiences to their customers on a global scale. With insightful, actionable testing results that can directly inform go/no go release decisions, we enable our customers to release digital products and experiences better, faster and with confidence.
In order to extend and support our customer base in EMEA, we are looking for a Senior Pre-Sales Solution Consultant (m/f/x).
You are the connection between our sales and customer operations teams in designing and modelling solution proposals for our enterprise customers and guiding our internal teams and the customers’ stakeholders through pilot execution until the conversion to an annual subscription contract.
You act as a value consultant for our customers, conduct indepth multi-step discovery to identify the business pains, create pricing models and ensure that delivery of the desired testing solutions out of a wide solution portfolio covering the entire SDLC of our customers is feasible. You will drive the technical win by building trust, creating a strong pre-sales relationship with the client stakeholders and working closely with the account executive and the sales director to win the deal with competitive pricing.
Key Responsibilities:
Provide pre-sales technical/functional support to prospective clients and customers while ensuring customer satisfaction with minimal supervision, through online sales efforts or onsite.
Operate as a digital quality spokesperson, promote the sales effort by helping customers optimize QA in the software development life cycle.
Act as the Digital Quality lead, controlling the voice and message of interactions with customer technical teams executing a consultative selling process.
Contribute with original, creative thinking related to solving customer issues, creating relevant features, and advancing Applause Digital QA strategy.
Lead detailed discovery and scoping calls.
Work closely with sales to review requirements, develop solution oriented pricing and value-focused proposals.
Describe the benefits and value of integrating Applause’s professional QA community into a customer’s SDLC.
Work with sales to create and submit proposals and SOW’s.
Work with the project delivery team to effectively communicate sold solutions.
Train and Coach internal Account Executives concerning new products and solutions.
What you’ll need to succeed:
You hold a university degree, preferably in IT, Software Engineering, Business administration or a related field.
You have gained a minimum of 5+ years of experience in a customer facing role as a (Pre) Sales Consultant, Solution Consultant or in a similar role for digital products such as apps, web solutions or a SaaS platform, or you come from another background such as product management with similar skills as outlined above.
You have experience in selling solutions/services, beyond positioning standardized SaaS platform seats. Our solution portfolio is complex and customizable and each opportunity is different, you will not succeed if you don’t have experience with this.
Excellent written and verbal communication skills in English and one additional European language (Italian, Spanish, French or German).
Experience working and communicating directly with Managers, Directors, VP and C-Level personnel.
Ability to quickly review customer’s products to build knowledge and determine special needs, leverage active listening and careful probing questions to dig for a business pain.
You have experience with value selling.
Experience with ROI and pricing calculations is a plus, as well as first experience in the software development or testing area (e.g. functional QA, UX, Automation, payments, etc.).
You are self-motivated and you can respond to the needs of others with a can-do attitude.
You are adaptable and have a precise work ethic that lets you work efficiently without losing track of action items.
You are willing to travel within Europe up to 30% of time.
You live and breathe the same values with us:
Be Accountable: You love to take ownership, hold yourself and others accountable to increase empowerment and success.
Celebrate Authenticity: You love bringing your true self to work and to creating genuine and trustful relationships within a diverse environment.
In It Together: You have a team-first mindset and you love collaboration with your peers.
Create Value for Our Customers: You love delivering meaningful business impact and be a release partner for all aspects of digital quality.
Crush Your Goals: You always strive for excellence and you constantly seek ways to be better, more effective and more efficient.
What makes Applause a great place to work:
Fantastic people, modern culture and working with leading brands. But that’s not all:
International team full of passionate and talented people: 90 in Europe and 500 globally and we keep growing.
Opportunity to grow and contribute to the success of a global company working with the biggest, widely recognized brands.
Build a strong network of executives and decision makers in world leading tech brands.
You are supported by a world class solution consultant team that will ensure rapid onboarding and continuous coaching.
Learn and grow by joining various courses and in-house knowledge sessions (internal buddy, sales bootcamp,feedback- sharing sessions etc.).
Access to 7000+ online courses via Coursera.
Find your best way to work - Choose between remote, hybrid or on-site from our office in Berlin.
Culture of teamwork and transparency.
Workout wherever you want - outdoor activities, online or at multiple fitness studios with Urban Sports Club.
Weekly German language classes.
Applause is a place where everyone belongs and where we believe everyone deserves the exceptional. Since our founding, we have continued to celebrate diversity and are committed to creating an inclusive environment. If you believe you require a reasonable accommodation under any of the legally protected characteristics, please click here to complete an accommodation request. Please note Applause will only review requests for applications that have been submitted. We will review your qualifications and follow up with you regarding your request if your qualifications meet our current needs.
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