Presales Solution Consultant at IFS1

SaaS | Cloud | Cybersecurity | ITSM | CRM | Data & AI | Tech Services The Presales Consultant is responsible for leading the technical-commercial dialogue with prospects and clients, ensuring that the proposed solutions meet business needs, are aligned with best practices, and maximize the value delivered. They act in a consultative manner, connecting diverse technologies — SaaS, Cloud, Cybersecurity, CRM, ITSM, Data/AI — in integrated proposals that support digital transformation with security, scalability, and ROI. This role is strategic for increasing conversion rates, technically differentiating the company in the market, and reducing risks during the sales cycle. 3. Responsibilities and Main Activities 3.1. Needs Discovery and Analysis Conduct technical and business discovery meetings. Identify pain points, processes, critical indicators, and success criteria. Map technical and operational risks that may impact the decision. Prepare requirements documents and gap analyses (AS-IS / TO-BE). Propose evolutionary scenarios (quick wins and roadmap). 3.2. Demonstrations, Presentations, and Technical Storytelling Prepare and deliver valuable presentations focused on ROI, efficiency, and risk mitigation. Execute customized demonstrations for each client and vertical. Build narratives that connect business challenges to the solution. Adapt technical depth to the target audience (C-level, managers, IT, operations). Create scripts, screenplays, and dedicated demo environments. 3.3. Proof of Concept (POC) and Technical Assessments Plan and execute POCs, pilots, workshops, and labs. Define success criteria and monitor results. Resolve technical objections, integrate systems, and validate architecture. Document findings, recommendations, and the final POC roadmap. 3.4. Solution Architecture (multicloud / multisolution) Design integrated solutions involving: Cloud (Azure, AWS, GCP) Architecture, automation, governance, security, and costs (FinOps). Integration models and APIs. Cybersecurity Zero Trust, IAM/CIAM, MFA, DLP, EDR/XDR, encryption, SOC. Compliance requirements (LGPD, ISO 27001, NIST). ITSM / ServiceNow ITIL processes, automation, workflows, CMDB, service catalog. Integrations with existing platforms. CRM (Salesforce, Dynamics, HubSpot) Sales orchestration, funnel, sales automation. Profiles, permissions, and integrations with ERP/BI. Data & AI Pipelines, dashboards, data quality, governance. Use of Generative AI, machine learning, and automation. Consulting / Services Process mapping, delivery scope, and service levels. 3.5. Sales Cycle Support Building technical proposals and responding to RFPs/RFIs. Supporting Account Executives in closing strategy. Defining technical drivers of the offer (“win themes”). Preparing solution documents, scope, sizing, and estimates. 3.6. Integration with Internal Teams Product: prioritization of functionalities, field feedback. Engineering/Architecture: feasibility and detailed design. Security: risk analysis and compliance requirements. Marketing: webinars, technical content, events. Delivery: Post-sales technical transition and onboarding. 3.7. Market Intelligence Monitor technology trends and competitor movements. Keep certifications and portfolio knowledge up-to-date. Evaluate new technologies that expand the solution's capabilities.