Presales Consultant Middleware

The incumbent will be responsible for supporting assigned channel partners via training, pre-sales, demonstrations, RFP assistance and also supporting recruitment of additional channel partners. Goals will be to accelerate a channel partner becoming self-sufficient with their certified Infor products, and to support sales such that license fee targets are exceeded.
  • Train channel partner staff by example –supporting (and occasionally leading) pre-sales process with channel partner and their prospects.
  • Become the trusted local Infor expert for the product set and leverage other Infor global knowledge.
  • Understand prospect needs and determine how Infor solutions will provide value and help architect the proposed solution with channel partner accordingly.
  • Prepare and respond to RFQ/RFP’s with channel partner
  • Prepare and deliver industry specific sales presentations with channel partner
  • Build and deliver detailed and high level industry specific product demonstrations, including demonstrations based on customer data, or standard example data with channel partner
  • Contribute to the development of standard industry specific demonstration platforms for the product solutions
  • Assist in the development and training of other Infor presales consultants as required
  • Work in a team environment – Infor and channel partners.
  • Explain product features, but more importantly, solution benefits and the unique Infor value proposition
  • Share product knowledge with other Infor Solution Consultants regularly.
  • Work with other Infor Solution Consultants to maintain highest quality demo data.
  • Maintain a high and accurate level of knowledge of business concepts, business processes and structures and efficiency factors – in multiple vertical industries in order to demonstrate ways of increased performance and business excellence for prospects
  • Write and make use of competitive analyses· Gather market/business requirements as input to Product Development process
  • Formally approve proposed solution including complex sales
  • Support recruitment of new channel partners
  • Co-ordinate Infor and channel partner resource and take part in training events for partners such that they become accredited and acquire self-sufficiency
  • To monitor and report on application knowledge and product skills of sales, pre-sales and post sales channel partner resources.
  • Facilitate and manage business development, accreditation, training plans for each channel partner.
  • To act as local advocate for channel partner product technical problem resolution
  • Represent Infor at Infor or channel partner marketing events
  • Assist channel partner to technically qualify prospects
  • Responsible for monitoring channels technical operations as well as raising all client issues to senior management and executives as necessary.
  • Represent Infor solution strategic positioning with channel partners and externally
  • To keep abreast of developments affecting the industry and the duties of the post through attending training (either residential or non-residential) as required
Additional role context:
  • Frequent travel to channel and customer locations for sales support, management and assistance.
  • Working within a global matrix organization
  • Managing complex relationships in different cultural environment
  • Compliance with all internal processes and procedures (eg. Pricing and Legal Paperwork, Sales reporting, IPN agreements)
  • Leveraging and contributing to overall sales and business development activities
  • Working to tight deadlines, particularly quarter end
  • Managing multiple resources and coaching sales support teams with other pressing deadlines
  • Solid experience in Pre Sales/Business Consulting with relevant University degree preferred
  • Ability to communicate effectively in English and preferably Arabic
  • Successful track record in software or solution pre sales/business consulting
Job Title Presales Consultant middleware
Department Sales
Requisition Number EMEA-3438
Country United Arab Emirates
Location United Arab Emirates, Dubai,203, Building No3
Interested? please send your CV to Only selected candidates will receive response