The Presales Advisory Lead position sits within the sales organisation of OSF. Its purpose is to provide the sales function with the ability to carry out technical presales on new opportunities for OSF. Success in this role is demonstrated through high quality Salesforce deals, accurate presales estimations, reduced delivery rework, and trusted advisory relationships with customers and internal stakeholders.
Responsibilities:
- Customer facing: Engage with Senior customer stakeholders to advise on solution direction, challenge assumptions, and translate business objectives into viable solution approaches.
- Partner facing: our main technical partner is Salesforce, plus others that support our solutions. Presales Advisory Lead will face partners as well as customers and work with them to help produce the right solution.
- Requirements focused: the role is designed to extract requirements from customers for their business needs, to allow OSF to size and cost opportunities.
- Technical proposals: Presales Advisory Lead will create technical proposals for customers at a high level. While an Presales Advisory Lead will not create detailed architectures (for example) they will make high level architectures, data flow analysis and similar proposals.
- Integration layer from customers to delivery: Presales Advisory Lead will form an integration layer between the customer and the delivery teams while proposals are being formed in the presales phase. As such they will work closely with delivery teams, consolidating customer requirements, answering questions and outlining the proposed solution. This will allow delivery teams to produce accurate estimates of the effort involved. Once a customer’s project is won, they will also handover diligently to the delivery team for successful execution.
- Help the sales organisation: Actively contribute to deal shaping, ensuring proposed solutions are commercially viable, delivery ready, and aligned with OSF margin and risk expectations.
Requirements:
- Strong background in business analysis or solution consulting, with the ability to lead business first discovery before defining Salesforce solutions. Candidates may also come from technical leadership or architecture backgrounds, provided they demonstrate strong business advisory capability.
- Experience working on complex, multi stakeholder enterprise opportunities, ideally involving Salesforce platforms.
- Commercial & Advisory Capability: Demonstrated ability to operate confidently with senior customer stakeholders and sales leadership, balancing customer needs with commercial and delivery realities
- Wide curiosity and passion for learning: demonstrate strong curiosity and a passion for learning, particularly at the intersection of business processes, technology, and Salesforce platform evolution.
- Presentation skills: Proven ability to present Salesforce solution concepts clearly to non technical stakeholders, including senior business leaders. Strong storytelling skills, translating Salesforce capabilities into business value rather than technical features
- Salesforce ecosystem knowledge: Working knowledge of the Salesforce ecosystem is highly beneficial. Candidates without deep Salesforce experience must demonstrate the ability and willingness to rapidly build Salesforce platform expertise through training and on the job exposure.
- Highly flexible and adaptable: able to support multiple Salesforce opportunities simultaneously, join short notice calls, and respond to changing deal dynamics
OSF Digital is proud to be an equal opportunity employer, where you can bring your whole self to work. Join an inclusive and passionate community of professionals who help bring about digital transformation for businesses around the world. At OSF Digital, we welcome all individuals and do not discriminate on the basis of gender identity and expression, race, ethnicity, disability, sexual orientation, color, religion, national origin, age, marital status, or any other protected category in any of the jurisdictions in which we conduct business.
