Pre-Sales Specialist - Train the Trainer
Xerox - Portland, OR

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Supports XIP and OEM Customer sales efforts by actively driving and managing the technology evaluation stage of the sales process. Trains pre-sales specialists and works closely with the sales team as the key technical advisor and product advocate.

The Pre-sales Specialist articulates the technology and product positioning to both business and technical users. The successful candidate consults with OEM customer sales, appearing as an employee of that OEM when necessary. This role uses a mastery of the solutions and solution platforms to identify and train new Pre-sales Specialists, respond to end customer requirements and recommend the right solution set to meet the end customer needs.
Creates and delivers solution and service demonstrations
Creates and delivers curricula for Pre-sales Specialists
Helps in the hiring process to identify and train new Pre-sales Specialists
Represents solutions and services capabilities to customers at OEM Solution Center, onsite at end-customer location, at seminars, conferences, trainings, etc.
Contributes to RFI/RFP responses for solution and services requirements
Supports sales team by capturing and understanding end customer requirements and suggesting the appropriate solutions
Uses the solution modeling tools to create proof of concept solutions for custom workflow
Matches customer requirements to the set of services, solutions and capabilities on the relevant platforms, ensuring no gaps in capability of delivery.
Provides XIP solution center support to Sales team for large bid or complex requirements
Coordinates with XIP solution center team members and parent companies to thoroughly understand the solution platforms and their application to OEM customer market requirements
Frequently updates base knowledge of service, platform and solution capabilities
Travels as necessary to support the sales team efforts
Supports ISVs, System Integrators and Partners to provide integrated solutions offerings to customers using XIP supplier solution platforms
Trains Pre-sales Specialists on software and solutions configuration for end customers during solution integration

        Software, Services and Solutions portfolio, environment and technologies -

        Printer, MFP (Imaging Products) and the embedded solution platforms

        - Technology Trends

        - eCommerce architectures


        Mobile applications and mobile marketplace knowledge a plus

        - Presentation, Communication, Training, Curricula building

        Job-related skills, including language, mathematical and reasoning (analytical) skills:

        - 5 - 7 years related Technical experience

        - 3 - 5 years Sales Engineering experience


        Technical knowledge of HTML5, JavaScript, SOAP environments

        - Strong knowledge of cloud infrastructures, RESTful services and HTTP architectures required

        - Engineering or development background preferred

        - Familiarity with embedded architectures preferred

        - Superior communication skills (written and verbal)

        - Comfortable and effective speaking before large, diverse groups

        - Creation of compelling, value driven presentations

        - Build on abstract concepts

        - Capturing customer requirements

        - Strongly self-motivated and able to work independently with the appropriate level of seeking guidance and input

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