PTC Solution Architect - Kalypso

To support the growth of the Nexthink business, we are looking to expand our Global MSP team with additional technical presales resources in France and Germany.

The Presales Consultant plays a crucial role in the sales process, delivering innovative value propositions to executive-level audiences within enterprise accounts and MSP partners by aligning technical capabilities with business outcomes.

The primary focus is to provide presales support, helping the MSP account team exceed revenue goals in French and German-speaking regions. They will lead the Global MSP technical partner journey for one or more Global MSPs, acting as the primary technical contact and ensuring seamless resolution of tech-related issues.

Key responsibilities include:

• Technical Leadership: Oversee the Global MSP Technical Enablement Plan to equip partner technical teams with the knowledge and tools to independently identify, showcase, and demonstrate the value of Nexthink solutions within their offerings.
• Strategic Partnerships: Foster collaborations with partners to integrate Nexthink seamlessly into their service portfolios.
• Presales Support: Provide presales support during sales cycles, including conducting proof-of-values, value selling, security assessments, and product demonstrations.

The role:

• Become a Nexthink SME and thought leader both internally and externally to drive the business value of the Nexthink Platform.
• Support MSP Partner Manager in preparing QBRs, MSP plans, and updates.
• Oversee and ensure that the MSP technical influencers and decision-makers are informed about the new features, solutions roadmap, and services.
• Act as Partner advocate, conveying requirements, feature requests, feedback, etc., to Nexthink PM and Executive Leadership.
• Maintain an understanding of the Global MSP services/contracts to continuously add value to their service portfolio and expand the usage of Nexthink.
• Assist with ongoing partner marketing and awareness (e.g., case studies, white papers, and content about the offerings).
• Help the MSP sales team qualify leads by using your deep understanding of product capabilities to address business issues and provide business value.
• Demonstrate how Nexthink solutions can support overall customer initiatives and how this generates business outcomes.
• Collaborate with global partners to design, build, and adapt new services around the Nexthink platform.
• Own, prepare, and coordinate the execution of the annual technical enablement program to fully enable the Global MSP partner team to sell, deliver value, and operationalize Nexthink.
• Work with multiple stakeholders in different functions such as IT Security, IT Operations, and IT Service Management to illustrate use cases where Nexthink can add value. This requires strong account management capability and a passion for introducing disruptive technology.
• Support and lead large-scale enterprise transactions during the presales phase using industry knowledge and understanding to move deals forward.
• Run and facilitate value-based workshops with prospects so that they can fully discover and understand how Nexthink can address their strategic projects and major issues.
• Participate as a speaker in key company events and other marketing-related activities.
• Perform Demos and POVs for prospective accounts within the global partner.
• Create collaterals (Proposal Write-ups, Bid Defense presentations) for RFPs that are being pursued by the MSPs to showcase Nexthink value to their services.
• Team with the Nexthink field organization in Germany to develop new GTM initiatives.
• This is a field-based role and requires domestic travel to partner offices in Germany, France, and the UK.

Qualifications:

• You will have extensive experience in a presales or technical consulting role, ideally selling SaaS/Cloud-based solutions.
• Proven experience working with/enabling German Regional/Global MSP teams.
• Proven experience working with a sales organization focused on Value Selling.
• Proven experience as a key technical resource leading to introducing a new technology into the market.
• Proven experience of working with a sales organization and a track record of successfully meeting or exceeding assigned revenue goals.
• Experience in one or more of the following areas:

Workplace End User or Desktop Services and management of these:

• Digital Experience Monitoring or similar end-user experience driven functions.
• Cloud, Windows 11, O365, and other Migration, Release, or Change related projects.
• The ITIL framework, Service Lifecycle, and other quality of service-related disciplines.
• Security Governance, Risk or Compliance related disciplines.
• Designing, building, and operating Security Operations Centers.
• Demonstrated skills in complex solutions environments.
• Superior business acumen: ability to use business context to generate creative, pragmatic solutions to achieve business objectives.
• An entrepreneurial mindset that enables you to successfully work independently with little guidance but also to use good judgment and escalate issues when needed.
• Technologically savvy and able to learn Nexthink products and services, technologies, and business while understanding how this applies to MSP business models.
• Exceptional written, oral, and interpersonal communication skills; capable of gaining the respect of and interacting comfortably with senior leaders and executives.