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Pre-Sales Engineer
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Richard Stokes
A senior Pre- and Post-Sales leader
David Loubser
Pre-Sales recruitment consultant
MarketingMoves
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MarketingMoves interviews Richard Stokes
We hear from clients time and again about how difficult it can be to hire the top 10% of
pre-sales professionals. The kind who:
At MarketingMoves, we’ve long sought out only the best marketers in technology. Now with
the driving force of our pre-sales recruitment specialist, David Loubser, we’re seeking the
same excellence in technical pre-sales.
We’ve turned to an innovative and energic senior pre-sales leader, Richard Stokes, in this
guide on how to identify what makes a great pre-sales professional. Whether you are looking
to hire a strong player to your team or you are one and want to up your game, we’re sure
you’ll come away with some valuable, actionable pre-sales insights.
We’ll cover:
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MarketingMoves interviews Richard Stokes
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EXAMPLE
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MarketingMoves interviews Richard Stokes
Carry out discovery effectively, Use visual techniques like sketching and
researching customers and drilling down whiteboarding.
into problems to develop a strong
Don’t spend too much demo time going
understanding.
from screen to screen in the software,
instead they discuss what the solution
Make the complex simple and easy to follow. means in context so customers see why it’s
important.
Communicate solutions to the customer in
a compelling way. Maintain the right level of detail.
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MarketingMoves interviews Richard Stokes
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MarketingMoves interviews Richard Stokes
4. What you do
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MarketingMoves interviews Richard Stokes
i) Context
It depends on the role but knowledge of
the domain area is typical. For example I typically look for at least two out of
it is useful for a Marketing Cloud Solution three and then dive deep to assess the
Pre-Sales Engineer to have experience or candidates’ potential and ability to learn
qualifications in marketing and be in the in the other one.
marketing function of a business. This
contextual knowledge might also be of a Strength in only one area makes it
particular industry, Financial Services for more difficult for a Pre-Sales Engineer to
example. be successful in a short time. In any hire
a clear idea of the likely time to value is
ii) System technical knowledge very important.
Detailed technical knowledge of a I strongly believe that a creative
solution from different possible approach to hiring can yield some great
perspectives is a must. This is often from results. If you can hire someone who is
a training or consulting background but strong in two areas out of the three you
sometimes as a user. This is ideally in the may get the chance to bring someone in
solution or technology that you sell but it with a different background and a new
could be in something similar or a direct perspective for your team. It may take
competitor. a little longer in terms of time to value
but a slightly longer term view can reap
iii) Pre-Sales skills
great benefits.
I look for the skills and experience which
I described in the “How” part of What
Makes a Great Pre-Sales Person?
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MarketingMoves interviews Richard Stokes
Hiring the right people can be a tough decision, but with MarketingMoves as your
global recruitment partner, we can guarantee to make the experience smoother and
more rewarding for you or your business.
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