Pre-Sales Consultant Job Description
The purpose of this role is to help my client win more of the right opportunities by acting as a trusted advisor who bridges customer needs with technical capability.
About the Role
The Pre-Sales Consultant will lead discovery, shape solution fit, and deliver compelling, outcome-focused demonstrations of Sage X3 and X3CloudDocs. By translating complex requirements into credible solution stories that de-risk transformation and quantify value, the role ensures proposed solutions meet client business needs while showcasing my clients expertise. Collaboration with Sales and Customer Success is key to maximising value for both new and existing customers.
Responsibilities
- Lead structured discovery with CFO, COO, Supply Chain and IT stakeholders to uncover pains, objectives, constraints and value drivers.
- Map business processes and data flows; identify standard-fit vs gaps; propose pragmatic options: configure, extend, integrate or defer.
- Quantify value, TCO and the cost of inaction; support business cases with simple assumptions and clear financial logic.
- Build and deliver crisp, modular demos that tell a business story, not a feature tour.
- Maintain curated demo data and scripts for “off-the-shelf” X3 scenarios, plus advanced tracks highlighting X3’s configurability and accelerators.
- Tailor narratives by industry, especially wholesale distribution, warehousing and manufacturing, evidencing real-world operations.
- Own the solution narrative and scope in proposals and RFP/RFI responses; ensure clarity on assumptions, exclusions and risk.
- Collaborate with Consulting and Support to validate deliverability and transition cleanly from sale to project kick-off.
- Partner with BDMs to plan pursuit strategy, meeting choreography and stakeholder communications.
- Uplift sales capability through reusable discovery guides, demo playbooks, objection handling and competitor positioning.
- Provide subject-matter input for campaigns, events and content; appear as a presenter for webinars and conferences.
- Maintain a living library of discovery templates, process maps, demo scripts, ROI/TCO models and reference architectures.
- Track lessons learned from wins and losses; iterate the playbook quarterly.
Qualifications
- Minimum of five years’ experience in ERP pre-sales, solution consulting or functional consulting; Sage X3 strongly preferred.
- Proven delivery of structured discovery, process mapping and solution definition in reseller/VAR or SI context.
- Demonstrable knowledge of wholesale distribution, warehousing and manufacturing operations, ideally with real-world exposure on shop-floor or warehouse walk-throughs.
- Track record of building and delivering executive-level demos that simplify complexity and drive consensus to action.
- ERP breadth of knowledge in finance, multi-entity, inventory, WMS, purchasing, sales, MRP, production, costing, reporting/analytics.
- Business analysis skills including process modelling, requirements traceability, acceptance criteria.
- Excellent communication skills, clear writing, whiteboarding, facilitation and storytelling for CFO/COO audiences.
- Commercial acumen, able to value engineering, TCO framing, risk trade-offs and competitive positioning.
- Collaboration skills, able to work seamlessly with Sales, Consulting, Support and Marketing; disciplined in CRM hygiene and documentation.
- Experience with my clients X3CloudDocs or similar AP automation/EDM/SOA solutions would be preferable.
- Familiarity with integration approaches and common ISV ecosystem components (API, Flat File, etc.) advantageous.
- Confident and professional, able to build credibility with prospects quickly.
- Collaborative team player, working effectively with Marketing, Sales, Consulting, Project Delivery, and technical colleagues.
- Customer-focused, with a consultative approach to problem-solving.
- Proactive and self-motivated, with the ability to manage multiple opportunities simultaneously.
- Analytical and detail-oriented, but able to see the bigger business picture.
- Adaptable and resilient, able to handle changing priorities and challenges.
- Enthusiastic about technology and continuous learning.
- Sage X3 certifications or demonstrable hands-on experience highly advantageous.
- Professional training in presentation skills, solution selling, and ERP methodology would be advantageous.
- Ideally degree or equivalent qualification in Business, IT, or a related field.
We are an equal opportunities employer and welcome applications from all suitably qualified persons.
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