Presales Manager

Pando ) is leading the global disruption of supply chain software, with our AI-powered, no-code, & unified platform empowering Autonomous Supply Chain. We have been recognized by Gartner in the 2024 International and Asia/Pacific context of the Magic Quadrant for Transportation Management Systems (TMS)

Pando's Fulfilment Cloud provides manufacturers, retailers, and distributors with a single pane of glass to streamline end-to-end freight procurement-to-pay process to improve service levels, reduce carbon footprint, and reduce supply chain spend. As a partner of choice for Fortune 500 enterprises globally, with a presence across APAC, the Middle East, and the US, Pando is recognized as a Technology Pioneer by the World Economic Forum (WEF), and as one of the fastest growing technology companies by Deloitte.

Why Pando?
We are one of the fastest growing companies reimagining supply chain and logistics for Manufacturers & Retailers scaling up globally. We are a growing team, unrelenting and enthusiastic about building great products. We have folks who are pragmatic, imaginative or a quirky combination of both. We yearn for purpose in our work & support each other to grow.

If you would like to catapult your career in Enterprise SaaS Space and be a part of our growth journey, have a conversation with us

Role
The Value Engineering (Presales) role fits into a strategic position between Sales, Delivery & Product and entails roles/responsibilities both internally & externally. The Value Engineer will be responsible for developing and aligning quantitative and qualitative business cases with Pando prospects/customers strategic goals and initiatives.

Responsibilities:

• Engage with Enterprise prospects as a Subject matter expert on financial value and business impact to grow Company's deal size, reduce sales cycle times and increase win rates.

• Build collaborative & compelling business cases for Executives / CEOs/ Board to answer "Why do anything?", "Why now?", "Why company?".

• Present a clear and compelling argument to differentiate Pando including business process understanding, solution enablers for key challenges, Pando's Value proposition and software demonstrations.

• Continuously refine Pando's financial value-bases selling methodology including tools, deliverables, offerings.

• Educate and coach Pando's Enterprise Sales organization on how to implement this methodology successfully into target accounts.

• Deep Dive into the processes/ systems to understand current as-is and identify issues experienced by the customers with their potential root causes.

• Map challenges to specific end-to-end platform capabilities and develop a solution recommendation to address the business challenges.

• Understand competitor landscape -strengths/weakness. Develop a point of view on the recent industry
trends and how supply chain execution is strategic to the industry.

Requirements

• Candidates with 7+ years' experience preferably in a Value Engineering / Solution Engineering /Presales capacity from Supply chain / Logistics / Transport Management Systems domain.

• Sales capabilities with good interpersonal, presentation, communication, and client management skills.

• Experience developing Value Engineering methodologies, quantitative and qualitative outputs, and execution of cross functional workshops.

• Analytical skills and creative problem-solving capabilities.

• Ability to work in teams, distributed across locations and time zones. Willingness to travel (30%)

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