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:
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.