As a Presales Solutions Architect (PSA) with Annalise.ai, you will require familiarity with hospital, physician, clinical and ideally radiology systems and the broader healthcare industry. As a PSA, you will primarily assist the business development team as well as collaborating with the research and marketing teams to engage with new and existing account sales opportunities. You will work to establish relationships and credibility with clinical and technical staff to drive technical discovery and demonstrate our solutions to potentialAnnalise.ai customers. This role will help the business development team develop business cases as well as present the value of our solution offerings delivered against identified customer needs.
The PSA will assist the Presales & Solutions Manager and Business Development Manager within your dedicated region with business development activities. The PSA will be responsible for determining solution offerings in consultation with the Presales & Solutions Manager, preparing architecture, technical and functional sales material, participation in tender response and defence, preparation of demonstration systems and delivery of solution demonstrations. The Presales Solutions Architect will work closely with the internal product and platform team regarding customer or commercial team feature requests and their application in the clinical workflow. You will design and develop partner vendor system interfaces and prototype workflow solutions.
Through joining our exciting, agile and fast-growing organisation – you will be given the autonomy and rare opportunity to truly make your mark on our commercial evolution and help us establish ourselves globally with a strong client base. In doing so, you will play a vital role in helping us achieve our goal of scaling medical predications globally to improve patient outcomes and make a positive impact for the world.
What you'll do:
Provide expertise in the sales cycle to understand the customer's environment and workflow to determine the optimal solution for the customer,
Take a consultative, solution-based sales approach in order to analyse customer needs and propose Annalise solutions that best match those needs,
Provide technical expertise during the sales process by demonstrating the full range of product features including potential uses, product capabilities and benefits to customers as needed,
Develop and deliver compelling, personalised demonstrations, proof of concepts, prototypes, and other pre-sales assets, based on the knowledge gained about the customer, which tie to Annalise's technologies,
Strongly contribute to sales proposals, RFP and Tender processes across assigned regions (and other regions as required) of all Annalise.ai products and strategies,
Perform setup and configuration of demonstration systems for customer demonstrations and trade shows as required,
Sustain a comprehensive understanding of Annalise.ai solutions, including technology and services, and how the solutions fit within healthcare needs and competitive offerings,
Travel to prospects and clients to meet key contacts in order to lead technical design process discussions and present architected solutions,
Develop and maintain positive relationships with customer organisations and contacts,
Liaise with product teams and product owners to provide market feedback and inputs,
Maintain accurate opportunity information within Salesforce Sales Cloud including products, pricing, status and timelines. Creating, updating, reviewing and progressing opportunities to ensure accuracy in sales forecasting against quarterly targets,
Provide activity reports or attend regional sales calls with the Chief Commercial Officer to report on presales solutions activities, and
Provide updates on product capabilities to the Sales team as required.
Your skills and experience:
Professionally conversant in English as well as your location's local language,
Bachelor's Degree and at least 5 years of healthcare informatics and/or medical imaging technologies experience,
Ability to operate independently and lead client interactions at departmental level,
Customer facing professionalism – listening, ability to ask insightful questions, build consensus, advance opportunities to next level,
Experience with virtualisations (ESX), multiple operating systems (Windows and Linux/Unix. Server and workstation) and database systems (MS SQL),
Knowledge of DNS, TCP/IP and other networking concepts,
Knowledge of DICOM, HL7 and other healthcare/imaging related protocols,
Excellent technical and integration skills,
Excellent verbal and written communication skills required including client-facing presentation skills,
Results driven and dedicated to delivering outstanding work. Manage own time, self-motivated, with a high level of self-discipline, patience, flexibility and attention to detail,
Ethics and experience in a structured/regulated sales organisation, and
Travel up to 25%.