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Careers

Presales Executive

Job type
Permanent, full-time
Location
UK
Business Area
Business Development
Division
Sales
Management Team Lead
Chief Commercial Officer
Line Manager
Sales Director / Chief Commercial Officer

Role & Requirements

As part of the Sales Team within the Business Development department, the Presales Executive is a key contributor to the commercial success of Kiwi Power. The Presales Executive uses their domain knowledge, commercial awareness, software/product and technology experience and influencing and communication skills to support the Sales team in licensing the Kiwi Power VPP platform solution to new clients across the target geographies. 

Partnering with sales managers in delivering a consultative software sales cycle, the Presales Executive helps uncover our prospects’ true business problems and desired Positive Business Outcomes (PBOs), and defines a solution to their problems that delivers those outcomes. They do this by working with prospects in a consultative way, aiming to understand their pain points first, get from them what will constitute positive business outcomes, and demonstrate through presentations, demos and discussions how Kiwi Power’s solutions deliver these PBOs and what the unique benefits are that Kiwi Power brings to the table in doing so. They set realistic expectations (aiming to under-promise and over-deliver), all the time positioning what Kiwi Power has available to sell, minimising the need for custom functionality or services across all platform license sales.

The Presales Executive takes responsibility for pulling together a client response or proposal (i.e. an RFP response), creating a high-level solution architecture, answering functional or technical queries, or handling objections, all the time whilst seeking input from various stakeholders such as Product and Technology across the business in order to do so.

The Presales Executive must passionately promote Kiwi Power’s vision to “Simplify Distributed Energy”, always looking for opportunities to help target companies make the process of unlocking DER asset value more clear, straightforward and effective through licensing the VPP platform.

This is a multi-disciplinary role that needs versatile candidates whose backgrounds demonstrate experience across the following key areas:

  • Energy Domain and Market knowledge: demonstrable domain knowledge in the energy sector, with experience in Distributed Energy, Demand Response and CleanTech / Sustainability preferred. This background should be substantial enough to build instant trust with the prospects they engage with so they can be seen as a true partner during the consultative sales cycle.
  • Software, Product and Technology: solid understanding of software, and in particular how licensed cloud-based platforms or products in the energy industry are positioned and sold. They will use this to engage prospects in a consultative manner that the prospects will perceive as valuable. They will also use this to set appropriate expectations around what can and cannot be delivered (so we ‘sell what is on the truck’), ensuring that Kiwi Power positions itself to under-promise and over-deliver on customers’ expectations every time. Finally, having a technical understanding allows the candidate to judge whether proposed solutions can be delivered in reality.
  • Business Analysis: demonstrate the use of business analysis skills in previous roles to positive effect. These are used both to get prospects to define what constitutes positive business outcomes for them, and in creating a proposed solution that uses Kiwi Power’s offerings in the best manner to deliver these outcomes. When required, candidates will also use their business and market analysis skills to evaluate potential opportunities for Kiwi Power’s solutions in new markets or with new customer segments/types.
  • Commercial / Sales Cycle: working closely with sales executives, and need to have prior experience in a commercial setting(either directly, or indirectly). They need to understand the concept of solution sales; be comfortable interacting with clients and prospects at all levels through conversations, demos and presentations; understand what a good deal looks like for both the customer and Kiwi Power; have experience in pulling together bids/proposals or other client responses; handling objections.

The Presales Executive will have a high level of personal energy and enthusiasm, are customer obsessed and enjoy communicating with a variety of stakeholders both inside and outside the company, must understand how successful software companies position their products and what constraints they face, and can effortlessly switch between the big picture / vision and the detail that will make this vision a reality. The role holder must have demonstrated the ability to be organised and keep multiple plates spinning at the same time; have a track record of executing; believe that being successful involves ownership, accountability and a sense of urgency; and are excited about having the opportunity to work at a scale-up software company where they can make a real measurable impact.

Responsibilities

  • Overall: support the Chief Commercial Officer and the Sales Team in delivering successful platform license deals for Kiwi Power that meet both the customer’s and the Kiwi Power’s needs
  • Be responsible for gathering, understanding and articulating prospects’ desired positive business outcomes, defining a solution that allows prospects to achieve these outcomes using Kiwi Power’s licensed platform, and crafting a compelling story around how the sales team can convince customers that signing up with Kiwi Power gets them where they want to be
  • Create bid responses (such as RFP responses), proposals, sales presentations, demos and other sales cycle deliverables as required, seeking input from other stakeholders within the company
  • Deliver customer facing activities including workshops, presentations and demos and represent Kiwi Power at events, exhibitions, and other meetings
  • Keep up-to-date with the product offering, understanding both what is currently available and what is on the roadmap
  • Maintain a good level of knowledge around how customers deploy our solutions and how they leverage these to achieve their business objectives
  • Keep up-to-date with changes in target territories, markets and customer segments, and define impact to the business
  • As requested, undertake high-level research into markets, programs, customer segments and other areas that inform on where and how to position the licensed software platform
  • Communicate frequently and effectively with internal stakeholders including Product,Business Development and Technology & Fulfilment – with focus equally on sharing knowledge and learning
  • Build up a collection of presales materials and proposal response answers that can be re-used, and share this with colleagues
  • Work alongside Marketing & Communications to contribute to marketing collateral as required
  • Support other team members where needed
  • Other tasks as assigned by the Line Leader from time to time

Skills & Aptitude

  • Educated to(advanced) degree level
  • Demonstrated affinity with the Energy sector and in particular Distributed Energy, DemandResponse, CleanTech / Sustainability
  • At least3-5 years prior work experience which has likely included Presales roles,Product, Consulting and/or Commercial roles, with regular client contact in recent roles
  • Multi-disciplinary– incl. energy domain and market knowledge, software, product and technology experience, business analysis and/or consulting skills and commercial/ sales experience
  • High personal energy, enthusiasm and drive to make an impact, with a track record of executing
  • Ability to be organised and effectively handle multiple responsibilities simultaneously
  • Excellent written and verbal communicating skills with both internal and external presentation experience, document writing skills, and demonstrated listening skills. Equally comfortable interacting with both C-Level audiences and operational level staff. Ability to create clarity from complexity/ambiguity
  • Ability to switch between the big picture / vision and the detail that will make this vision a reality.
  • Strong relationship building, influencing and negotiation skills
  • Proven ability to execute, and can demonstrate past examples of living by the ‘ownership, accountability and a sense of urgency’ mindset
  • Mature, entrepreneurial, self-motivated personality
  • Comfortable working both individually and as a team player, with the ability to lead and motivate others to success without being their line manager (influence without authority)

Please send your CV and covering letter to Stephan Marty at smarty@kiwipowered.com