Pre-Sales / Solution Sales Executive
Description
Role Overview / Mission
This position is responsible for maximizing customer value by providing one-stop IT infrastructure solutions to customers, mainly Japanese companies. The solution scope includes connectivity, office IT, networks, security, cloud, and related infrastructure services.
The role leads technical proposal activities from pre-sales to post-sales in collaboration with front sales, system engineers, delivery teams, and procurement teams.
Key responsibilities include understanding customer requirements, identifying challenges, preparing proposals, creating BOMs and quotations, preparing SOWs, estimating SE effort, handing over projects to implementation teams, and proposing post-implementation improvements.
The role will also be involved in planning, developing, and commercializing new solutions based on market needs and competitive trends, as well as supporting Go-To-Market activities.
Key Responsibilities
1. Pre-Sales Activities
Support technical proposals to customers in collaboration with front sales.
Understand customer requirements, identify issues, and design IT infrastructure solutions.
Design proposals for networks, firewalls, servers, cloud, security, and related IT infrastructure solutions.
Prepare proposals, system diagrams, BOMs, and quotations, and explain them to customers.
Plan demos, PoCs, and technical verifications as needed.
Optimize proposal content based on pricing strategy, cost, and SE effort.
Join customer meetings with front sales and SEs to address technical questions, issues, and troubleshooting needs.
2. Sales Support / Customer Engagement
Visit Japanese customers in Bangkok, Ayutthaya, Chonburi, Rayong, and other areas.
Propose IT solutions mainly to manufacturing customers, as well as some customers in finance and other industries.
Identify, develop, and build relationships with new prospective customers.
Follow up with existing customers and propose additional services, upselling, and cross-selling opportunities.
Respond to customer inquiries.
Manage the progress of individual and team-based projects.
Estimated activity ratio: 40% new customer development and 60% existing customer follow-up.
The final ratio may be adjusted depending on business strategy.
3. Post-Sales / Project Handover
Prepare SOWs.
Ensure smooth handover to delivery and operations teams.
Identify post-implementation issues and propose improvements or additional solutions.
Visualize project risks and coordinate with internal stakeholders.
4. Solution Development / Go-To-Market
Conduct market and competitor research.
Define customer use cases.
Plan, package, and design the sales process for new solutions.
Design pricing and cost models.
Prepare sales materials, one-pagers, and proposal templates.
Propose new services in the areas of security, cloud, and networking.
5. Internal Coordination / Cost Optimization
Coordinate with front sales, engineers, procurement, and delivery teams.
Review SE costs, outsourcing costs, and IIJVPS-related costs.
Improve quotation accuracy and proposal quality.
Create and update proposal templates, SOW templates, and knowledge materials.
Required Qualifications
3 to 5+ years of experience in IT infrastructure sales or pre-sales.
2 to 3+ years of engineering experience, including system design experience.
Practical knowledge of networking and information security.
Basic knowledge of IT infrastructure products and services, such as servers, firewalls, networks, and cloud services.
Ability to understand customer challenges and translate them into technical proposals.
Strong interest in building relationships with new customers, with an outgoing and proactive communication style.
Ability to work with internal and external stakeholders and drive projects independently.
Intermediate level of English or above.
Preferred Qualifications
IT-related certifications such as AWS, Cisco, Microsoft, Fortinet, or equivalent.
Experience proposing solutions in cloud, network, or security areas.
Experience proposing virtualization solutions.
Experience proposing AI infrastructure solutions.
Work experience at a Japanese IT company.
Experience proposing IT infrastructure solutions to manufacturing customers.
Experience creating proposals, system diagrams, BOMs, SOWs, or similar documents.
Experience in project management or managing team-based projects.