Pre-Sales and Solutions Consultant

Who are we?

Papaya Global is an established B2B tech unicorn in hypergrowth. We are on a mission to reimagine the payroll category with a game-changing, disruptive technology.

Papaya Global is reinventing workforce management, global payroll and payroll payments to remove the friction of complexity and regulation create. Our automated platform helps companies hire, onboard, manage, and pay people in more than 160 countries.

We don’t just cover the globe with our solution; we are global. We are comprised of people from different countries, different cultures, and different backgrounds. Diversity is our secret weapon.”

This is a highly collaborative position requiring excellent communication skills, and a thorough understanding of complex, matrix organizations in a global environment.

Responsibilities:

·      Leading and managing pre-sales activity for each sales cycle, from Scoping to Implementation team handover

·      Responsibility for supporting and maintaining the pre-sales process through the sales cycle

·      Facilitating and participating in scoping meetings to understand the prospect’s business issues

·      Identifying key internal resources required to ensure success, e.g., industry / solution thought leaders, client advocacy etc.

·      Developing a value-based approach to solving the business issues, including success criteria

·      Working with the sales team to define the scope of a proposed solution and deliverables

·      Scoping the proposed solution to optimize implementation teams success and ability to deliver against the prospect’s requirements

·      Leading and working closely with the sales and marketing teams to create customer-facing documentation, presentations, and proposals

·      Leading or providing input to value-based ROI proposals

·      Identifying, planning and presenting relevant business scenarios using the standard demo environment with the Global Sales Team

·      Identifying and collaboratively developing non-standard business scenarios with the Global Sales Team

·      Where necessary, developing a brief for a POC / POV, including objectives, resource, KPIs and success criteria

·      Partnering with the Director of Sales Enablement to optimize Pre-Sales processes and outcomes

·      Liaising with and participating where needed with the Data Integrations and Professional Services team related to solutions and client discovery

·      Liaising with Product Management to articulate and feedback form the pre-sales process, customer requirements and enhancements.

·      Liaising with the In-Country Partner team to articulate and feedback form the pre-sales process, customer requirements

·      Working closely with Papaya Customer success and operations organization to understand Papaya’s service delivery capabilities

·      Developing knowledge of Global Workforce Management Industry (Payroll, Payments, EoR, Contingent Labor Industries) and driving thought-leadership

·      Attending and participating at trade shows, marketing initiatives, conferences, and internal meetings

·      Bachelor’s degree in related field, or equivalent training and experience.

·      Minimum 7 years overall experience in Implementation, Project Management, Operations, Sales, and/or Solutions role

·      Minimum 5 years experience in Management Consulting preferred

·      Proven & verifiable track record of successful leadership

·      Ability to work independently with minimal supervision

·      A genuine team player and leader who will complement Papayas existing team whilst driving growth and helping us continuously improve

·      Your enthusiasm and passion for exercising best industry practices is what sets you apart from the rest

·      Your significant previous experience in a Presales or Consulting role means you can hit the ground running

·      You'll have a deep understanding of Customer Centric practices, Insights & Management processes

·      Communicating well is one of your strengths, you are articulate and adaptable and able to deliver presentations credibly to a varied audience

·      You create demonstrations and presentations that are impactful and tailored to meet the customers' needs

·      You are energized by supporting, guiding and leading others directly or indirectly

You are happy to travel as part of the role and spend time client facing

Doing the best for your customer is one of your key motivators

Preferred Requirements:

·      Master’s degree in related field

·      Knowledge of Customer Success and Sales Processes and Methodologies

·      Knowledge of Process Improvement Principles

·      Knowledge of Project Management Principles and Methodologies

*Note: This is a salaried position that would have a bonus/commission component