Job: Director, Technical Pre-Sales, Nearmap Us Inc., Salt Lake City, UT

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General Information


Job title:
Director, Technical Pre-Sales
Job location:
Salt Lake City, UT  84095 United States
Requisition code:
Date posted:
11/16/2018
Compensation:
Job category:
Geospatial Management
Geospatial Sales/Marketing
IT Sales/Marketing
VP-Level Executive Management
Other
Job type:
Full-time

Job Description


Nearmap captures, processes and stores petabytes of aerial imagery spanning two continents and three countries, providing its its customers with an innovative variety of cloud-based products and services. The US Pre-sales team is responsible for technical discovery and solution design for complex sales opportunities, for which it is critical to advise on the best way for customers to access Nearmap content and derive value from it.

You will be responsible for the Technical Pre-sales function for Nearmap’s US business. You will recruit, lead and mentor a team of Sales Engineers. You will ensure that your team, and their processes and outcomes, are world-class and continually improving. You will drive revenue through your commercial acumen, technical prowess and interpersonal skills.

You will be the senior pre-sales consultant for enterprise accounts, using your strong content delivery, enterprise software and SaaS knowledge and experience to make wise strategic decisions to meet customers’ needs in complex environments.

Key Responsibilities
• Work with US enterprise customers and prospects to determine their requirements and constraints, and recommend the best available Nearmap product solutions
• Understand complex content delivery requirements, and advise on the best delivery method for customers to get most value from Nearmap content and products
• Develop a deep understanding of Nearmap’s US market and competitors and Nearmap’s key points of differentiation and value
• Occasionally help the Nearmap Support team with critical US (post-sales) support issues and escalations
• Work with the Head of US Sales to determine the engagement model for Pre- sales as part of the overall sales process
• Develop and implement the processes and strategies that your Sales Engineers use to interact with customers, Sales and other teams, in order to be highly effective and scalable
• Ensure that US Sales and other teams in Nearmap have a good understanding of the roles, responsibilities and value of the US Pre-sales team, and how to work with the US Pre-sales team to help meet revenue targets and satisfy customer needs
• Recruit awesome Sales Engineers
• Drive high performance in the US Pre-sales team through managing, coaching and providing quality feedback
• Identify training and development needs for your team, and provide the resources and support needed to meet their development needs
• Monitor the Pre-sales team and how the Nearmap teams interact with them, and help the Pre-sales team make good decisions about priorities and focus areas
• Ensure that your team are addressing customer queries in a timely and comprehensive manner
• Provide feedback on US market needs to the Product, Engineering and Survey Operations teams, and advocate for new and improved products and capture areas to meet those needs
• Collaborate with the Product team (and Survey Ops team as required) in the development and rollout of new products in the US market
• Assist US Sales Management to determine sales strategies
• Meet assigned targets for profitable sales growth and increasing market share in the US
• Be a strong dotted-line manager and supporter of the US (post-sales) Support team
• Ensure that your team assists the Support team and is available to help with support cases and escalations when required, including when Support staff are
unavailable
• Oversee and support the execution of RFI/RFP/RFQs
• Become a domain expert on the use of imagery and derived content to meet business needs, and how to effectively deliver that imagery via APIs and other
methods
• Share your domain expertise with the Nearmap team as needed
• Assist the Sales Enablement team to design and create structured product training and playbooks for new US sales reps
• Provide the Marketing team with technical information and insights to assist with content creation, webinars, and trade shows
• Complies with responsibilities of working for a public company
• Complies with all local legislative requirements
• Adheres to company guidelines and the corporate Code of Conduct
• Where appropriate keeps up to date with legislative requirements
• Acts in an ethical way when dealing with company assets and other people

Job Requirements


Experience
• 8+ years in a Senior Technical Pre-sales role in enterprise SaaS software or imagery domains
• 5+ years in a Pre-sales Management role, with track record of building, coaching and leading a high performing technical pre-sales team
• Strong Enterprise SaaS software experience and knowledge
• Strong HTTP-based API experience and knowledge
• Programming experience or significant experience working closely with software
development teams
• Familiarity with modern cloud environment concepts
• Experience and knowledge of 2D/3D content and applications will be highly regarded
• Geo-spacial/GIS/imagery experience and knowledge will be highly regarded
• Experience in technical solution selling methodology
• Strong management and leadership abilities
• The ability to function in a “Player/Coach” role to guide and assist your team
• The gift of making a compelling sales argument to sell value
• An entrepreneurial spirit
• A passion to be out and in front of customers with a willingness to travel and spread the Nearmap story
• A technical degree in a Computer Science or Software Engineering field
(Job number: 3796250)
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