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HOW TO MAKE A CAREER MOVE INTO IT PRE-SALES!

Wednesday 22nd November 2017
Tags: guest blog

I have asked one of my successfully placed candidates with 5 years’ experience as a Senior Pre-Sales Consultant to advise on the best way to move into a -Pre-Sales focused role.

Here James Anderson tells us more about his career background and provides some guidance on moving into an IT Pre-Sales position...

(Kelly Blake, Senior Consultant,Amsource Technology)

My name is James Anderson. I have a background in Technical Pre-Sales and I have been asked a lot recently, how you can move from an Infrastructure Support focused role, into a Pre-Sales Consultant position. I started my career as a 1st line analyst moving up to 2nd and then 3rd line before moving into Pre-Sales. The key to becoming a successful pre-sales consultant is being able to interact with people both personally and professionally.

The Pre-Sales consultant is initially involved to provide the bridge between the Sales professional within your organisation and the end customer who is often a tech focused IT manager or Architect. You need to be able to work with your Sales team to deliver the best sales pitch, ultimately, they deal with the numbers and you deal with the solution, time frame and customer objectives. Your role is to provide the technical knowledge to these negotiations, offering different solutions for a problem that fit the clients budget and overall objective. 


What initially attracted you to pursuing a career in the digital/IT sector? 
I have always loved technology, which started at school. The digital sector was always a booming market and the constant changes in technology allow you to constantly upgrade your knowledge. 

What’s an average day like for you?
My role is twofold, Pre-Sales consultancy and post agreement installations. As mentioned, I bridge the gap between our sales team and the end client to agree a solution, a time frame and the objective of each installation or service. Once signed on the dotted line, I then provide the bridge between the customer and our installation team providing technical knowledge internally and managing expectations externally. 

What’s your favourite part of the job?
When an install or project is completed and the solution is in place which meets the client’s expectations. 

What challenges do you face on day to day basis?

Often the client can come into the install discussions with expectations that cannot be delivered, the challenge is to set the clients expectations on budget capabilities, time frames and solutions prior to the install taking place.

What challenges do you think are most prevalent in the digital sector at the moment and why?
The most prevalent challenge is often keeping up with the latest technologies and choosing wisely on the type of technology a company you work for supports. If you join a company which requires legacy support, you will soon find that your skills are outdated and limit your opportunities in the future. My advice would be to join a forward thinking, tech driven organisation.

How has or how will BREXIT impact your role (if at all)?
Difficult to forecast, but I do think it would have an impact as some clients I have supported in the past have been European based. Will tech companies relocate their HQ’s?! I’m not sure at this stage, only time will tell.

As an IT professional, what attracts you to working for an organisation?

An ethical, client driven organisation who is excited by new technology. 

What top three tips would you give to someone beginning their career within IT/Pre-Sales?
Concentrate on developing yourself personally. Its great if an employer will send you on external sources, but you need to be committed to financing certain courses yourself. It will benefit you in the long run

Pass and share your knowledge with your colleagues, ask for advice.

Expect to fail but learn from that failure.


Browse our latest opportunities across the infrastructure sector here. 
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