Pre-Sales Consulting Lead

JLL empowers you to shape a brighter way.  

Our people at JLL are shaping the future of real estate for a better world by combining world class services, advisory and technology for our clients. We are committed to hiring the best, most talented people and empowering them to thrive, grow meaningful careers and to find a place where they belong.  Whether you’ve got deep experience in commercial real estate, skilled trades or technology, or you’re looking to apply your relevant experience to a new industry, join our team as we help shape a brighter way forward.   

This Pre-Sales Consultant exhibits a deep understanding of IWMS systems and related JLL offerings (e.g. AI, sensors) that they are responsible for within the buyer journey and subsequently the sales cycle.  This individual must be comfortable presenting to decision makers of all levels, from system users to executives’ high-level decision makers, tailoring their messaging as needed to resonate with appropriate stakeholders. In addition, the individual must thrive in a collaborative setting with multiple internal stakeholders, including but not limited to the sales, deliver, and account management teams.
This role can be broken into the following key areas:

Product Demonstrations: 

·      Work with IWMS and ensure that all out-of-the-box demonstration environments are available, performing adequately, and configured in preparation for client-facing demonstrations.

·      Improve the speed of response by establishing and maintaining an out-of-the-box demo dataset and demo scripts for industry specific verticals, highlighting JLL’s vertical expertise supported within a technical solution.

·      Innovate by establishing advanced demonstration sets that can be more tailored and unique to client challenges and business requirements.

·      Collaborate with the sales team to recommend configurations, identify required customizations, and/or uncover unique opportunities in support of each sales pursuit. Appropriately relay information to technical resources and collaborate on system customization as required.

Product Innovation and Continued Expertise:

·      Develop their own learning path to ensure that all functional areas and underlying business requirements/processes that are supported by IWMS are understood at expert-level.  There should be a cyclical nature to this path: Learn, Repeat, Teach, and Innovate.

·      Contribute to continuous IWMS innovation efforts led by the JLL technical delivery team by understanding the broader JLL technology ecosystem, market trends, competition, and industry demands.

·      Act as a liaison between the Sales Enablement Team and the product delivery leader for continual product improvement, ideas sharing, and general collaboration.

·      Expand your product knowledge to include JLL Technologies built products in the BI, AI, and Experience categories to create more holistic sales approaches including IWMS, but also expansion products.

Product Pre-Sales Consulting:

·      Assist the sales team in understanding client requirements and how they correlate to product features, both from a functional and technical level, to help qualify opportunities as part of the pre-sales cycle.

·      Develop a standardized consulting approach to assist the sales team with budgetary estimates and pricing exercises.

Product Bid Response Efforts:

·      Participate in RFx response efforts as needed.  This could include collaborating on technical/functional responses, example deliverables, system graphics training guides, pricing exercises, and informing program creation.  This could also be connecting to the correct resource internally to help, as well.

·      Make recommendations to the bid management team on improvements to proposal language and stock deliverables. Review and update proposal language as required and inform bid team when responses should be added to the repository.

·      Attend sales pursuit debriefs to provide feedback on the sales cycle, team approach, win themes, and client engagement.

General Presentations

·      Assist the sales and/or account management team in creating client facing presentations at various stages of the sales cycle (e.g. discovery, proposal).

·      Develop and maintain a repository of client-facing presentation material inclusive of product and delivery-approach focused information. 

·      Participate in presentations alongside sales and/or account management team to support functional/technical questions as they arise.

·      Support outbound opportunities both remotely and in-person such as webinars, conferences, speaking opportunities.

·      Create, as necessary, sales videos to participate in demand generation campaigns.

 Key Responsibilities

·      Product demonstrations/presentations

·      General presentations

·      Collaboration with multiple internal stakeholders, including but not limited to sales, account management, delivery, and bid management teams

·      Establish and maintain standardized product demo environments, demo data sets, and demo scripts to increase our speed of response and reflect industry evolution

·      Develop a personalized learning program and cadence to continually deepen subject matter expertise while also educating partners internally

·      Develop standardized pre-sales consulting approach for product pricing and functional area mapping to create a consistency, efficiency, and accurately in our client Recommendations

Technical Requirements

·      MS Office Suite

·      Archibus, MREF, OpenBlue, Planon, ServiceNow, or equivalent IWMS

·      Salesforce CRM

This position does not provide visa sponsorship. Candidates must be authorized to work in the United States without sponsorship.

Expected compensation for this position:

Final compensation packages are determined by various considerations including but not limited to candidate qualifications, location, market conditions, and internal considerations.

Location:

If this job description resonates with you, we encourage you to apply, even if you don’t meet all the requirements.  We’re interested in getting to know you and what you bring to the table!

Personalized benefits that support personal well-being and growth:

JLL recognizes the impact that the workplace can have on your wellness, so we offer a supportive culture and comprehensive benefits package that prioritizes mental, physical and emotional health. Some of these benefits include:

• 401(k) plan with matching company contributions
• Comprehensive Medical, Dental & Vision Care
• Paid parental leave at 100% of salary 
• Paid Time Off and Company Holidays
• Early access to earned wages through Daily Pay

At JLL, we harness the power of artificial intelligence (AI) to efficiently accelerate meaningful connections between candidates and opportunities. Using AI capabilities, we analyze your application for relevant skills, experiences, and qualifications to generate valuable insights about how your unique profile aligns with the specific requirements of the role you're pursuing.

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