The Solution Consultant - Pre-Sales will play a key role in driving sales success by combining deep product knowledge with strategic customer engagement. This role involves leading discovery and demo sessions, crafting tailored solutions, and collaborating across teams to close high-value deals in the maritime technology sector. At Sedna, we're shaping the future of maritime operations through innovation and customer-centric technology.
What You'll Do
- Staying in-tune with the wider maritime business and technology ecosystem, building an awareness of the tech landscape, and confidence around when to leverage this.
- Understanding what makes existing Sedna customers successful, and applying this to solutions and strategies in the pre-sales cycle.
- Using and learning about the product to enable you to support your teams, strengthen conversations with prospects, and ensure that use cases and sales strategies are on point.
- Attending industry events to position Sedna as being an innovative leader with regards to maritime technology.
- Regularly participating in and leading sales discovery and demo sessions with prospective customers, supporting the wider sales team in the deal closing process.
- Contributing to the suite of demo systems used to deliver sales demonstrations to our most common use-cases.
- Leading the charge to create customised solutions and presentations for unique or high-value opportunities.
- Eliciting and mapping the pains of prospective customers to solutions across the Sedna product landscape to help with the qualification process.
- Communicating directly with prospective customers using value-based language, getting to the “so what” of each conversation.
- Working with the Sales, Customer Success, Implementation and Engineering teams to assist with preparing key sales documentation and outputs such as statements of work and business cases that create absolute clarity on how we are going to deliver successful outcomes for our customers.
- Acting as a trusted adviser to GTM teams to assist in the creation of the most relevant collateral to support the sales cycle.
- Identifying deals that need additional support, and working with sales reps to craft actionable strategies to manage and successfully close the deal.
- Partnering with the Engineering and Product teams to extract the maximum value from the product, uncovering new capabilities and weaving these into the pre-sales process.
- Providing detailed intelligence to the Product team around important and emerging needs you’re seeing within the market.
- Championing the customer across the Product, Marketing, Customer Success and other teams, providing greater insight to create a more impactful customer experience.
- Supporting the wider customer-facing teams with Product best practice guidance.
- Removing impediments and friction at each stage of the pre-sales cycle to maintain continual sales velocity.
- Coaching sales team members on the core Sedna solutions and how to articulate these most effectively within our key use-cases.
- Continuously improving and innovating around the sales tooling and demo systems to elevate the Sedna demo experience internally and externally.
- Measuring the impact of your changes and actions and leaning in to what works.
- Quantifying your contribution to ongoing sales activity.
- Understanding customer and industry segmentation and how this should inform pre-sales strategy and activity.
What We're Looking For
- Thinker, and a do-er - you know when to take a moment to consider a strategy, task or response, and can then execute with velocity and precision, even when the circumstances aren’t perfect.
- Confident communicator - presenting your solutions is an exciting and enjoyable experience - you know how to add value to any conversation, either internally or externally.
- Detail oriented - nothing escapes your notice - your recall is immaculate, you take pride in your craft, and you’re open to review and hone your strategy with the support and feedback of your peers.
- Tactical - you know the right levers to pull to optimise your contribution to a deal and can execute and deliver at game time. You adapt well in a crisis or when dealing with unexpected situations.
- Technically minded - you understand deeply the GTM cycle for your product, and can lean on your technical experience to bring maximum value to this process.
- Data literate - your instinct is strong, but you rely on data to carve your path and build your convictions.
- Hungry to learn - your appetite to learn new things and refine your skills is insatiable, and you know that re-investing in yourself is key to your success.
Technical Stack
- voyage management system (VMS)
Work Mode
- Hybrid work model with locations in London, Bergen, and EU Remote.
