Applause is raising the bar for digital quality and employee experience. Recognized as a Top Workplace, Applause provides award-winning software testing and UX research solutions to top brands. Our fully managed services leverage a global team and the world's largest independent testing community. We improve digital experiences for global innovators like Google, Microsoft, PayPal, Starbucks, Vodafone, and BMW.
In order to extend and support our customer base in EMEA, we are looking for a Pre-Sales Solution Consultant (m/f/x).
You are the connection between our sales and customer operations teams in designing and modelling solution proposals for our enterprise customers, guiding our internal teams and the customers’ stakeholders through pilot execution until the conversion to an annual subscription contract.
You act as a value consultant for our customers, conduct in-depth multi-step discovery to identify the business pains, create pricing models and ensure that delivery of the desired testing solutions out of a wide solution portfolio covering the entire SDLC of our customers is feasible. You will drive the technical win by building trust, creating a strong pre-sales relationship with the client stakeholders and working closely with the account executive and the sales director to win the deal with competitive pricing.
Key Responsibilities:
1. Provide pre-sales technical/functional support to prospective clients and customers while ensuring customer satisfaction with minimal supervision, through online sales efforts or onsite.
2. Operate as a digital quality spokesperson, promote the sales effort by helping customers optimize QA in the software development life cycle.
3. Act as the Digital Quality lead, controlling the voice and message of interactions with customer technical teams executing a consultative selling process.
4. Contribute with original, creative thinking related to solving customer issues, creating relevant features, and advancing Applause Digital QA strategy.
5. Lead detailed discovery and scoping calls.
6. Work closely with sales to review requirements, develop solution oriented pricing and value-focused proposals.
7. Describe the benefits and value of integrating Applause’s professional QA community into a customer’s SDLC.
8. Work with sales to create and submit proposals and SOW’s.
9. Work with the project delivery team to effectively communicate sold solutions.
10. Train and Coach internal Account Executives concerning new products and solutions.
Job Requirements and Preferred Skills:
11. You hold a university degree, preferably in IT, Software Engineering, Business administration or a related field.
12. You have gained a minimum of 5+ years of experience in a customer facing role as a (Pre) Sales Consultant, Solution Consultant or in a similar role for digital products such as apps, web solutions or a SaaS platform, or you come from another background such as product management with similar skills as outlined above.
13. You have experience in selling solutions/services, beyond positioning standardized SaaS platform seats. Our solution portfolio is complex and customizable and each opportunity is different, you will not succeed if you don’t have experience with this.
14. Excellent written and verbal communication skills in English and one additional European language (German, Spanish, French).
15. Experience working and communicating directly with Managers, Directors, VP and C-Level personnel.
16. Ability to quickly review customer’s products to build knowledge and determine special needs, leverage active listening and careful probing questions to dig for a business pain.
17. You have experience with value selling.
18. Experience with ROI and pricing calculations is a plus, as well as first experience in the software development or testing area (e.g. functional QA, UX, Automation, payments, etc.).
19. You are self-motivated and you can respond to the needs of others with a can-do attitude.
20. You are adaptable and have a precise work ethic that lets you work efficiently without losing track of action items.
21. You are willing to travel within Europe up to 30% of time.
Why Applause?
We’re proud to cultivate an inspiring, engaging employee culture that’s consistently reflected in high employee retention rates and satisfaction. Our talented team – known as Applause Nation – is set up for success with the latest collaboration and learning tools, opportunities for career advancement, and more.
22. We have a flexible work environment with top talent from across the globe
23. Collaborate with an international team of 450+ passionate, talented co-workers
24. Expand your portfolio with exciting, hands-on projects providing exposure to well-known, global brands
25. Learn and grow through structured onboarding, in-house knowledge sessions and access to thousands of virtual courses available on demand
26. Incorporate AI and other exciting technologies into your work, to help you prioritize and boost productivity
27. Experience a supportive culture that emphasizes teamwork, innovation and transparency
28. Workout wherever you want - outdoor activities, online or at multiple fitness studios with Urban Sports Club
29. Weekly German language classes
30. Share your voice! Contribute and integrate creative and innovative ideas across roles and departments
Applause Core Values:
As a global employee community, we strive to uphold the following core values, which are critical to business success and how we measure individual and team performance. Do you share our core values?
31. Be Accountable: You love to take ownership, and hold yourself and others accountable to increase empowerment and success.
32. Celebrate Authenticity: You love bringing your true self to work and creating genuine and trustful relationships within a diverse environment.
33. In It Together: You have a team-first mindset and love collaborating with your peers.
34. Create Value for Our Customers: You love delivering meaningful business impact and being a release partner for all aspects of digital quality.
35. Crush Your Goals: You always strive for excellence and constantly seek ways to be better, more effective and more efficient.
Accommodations:
Applause is a place where everyone belongs and where we believe everyone deserves the exceptional. We continue to celebrate diversity and are committed to creating an inclusive, equitable environment for our employees. If you believe you require a reasonable accommodation und.er any of the legally protected characteristics, please click here to complete an accommodation request. Please note, Applause will only review requests for applications that have been submitted. We will review your qualifications and follow up with you regarding your request if your qualifications meet our current needs.
#LI-GS