Job Description

Senior Presales Specialist - (m/f/x)

Department: Product Management - Rollout

Employment Type: Permanent

Location: Mannheim

As a Senior Presales Specialist, you will play a key role in increasing win rates by owning high-impact customer engagements from value positioning to delivering compelling demos and handling objections. You will work closely with AEs and Presales colleagues to as Presales Solution Owner, drive deal strategy, create clarity for prospects, and ensure we consistently tell a value-driven story that convinces prospects about the value that lies in our products.

Beyond deal execution, you will actively raise the bar for the team by mentoring colleagues, building reusable presales frameworks, and feeding structured market and customer insights back to Product and Go-to-Market stakeholders.

Your Responsibilities

• Owning complex presales opportunities end-to-end (individualization, demos, objection handling, next steps, deal follow up and closing analysis) and driving measurable deal impact.
• Shaping compelling solution positioning using a value-driven narrative tailored by persona and use case (outcomes, differentiation, proof points).
• Delivering demo excellence: defining storyline and approach, tailoring effectively, and handling high-stakes customer situations with confidence.
• Coaching and mentoring Presales Specialists through deal support, shadowing, and structured feedback to uplift team standards.
• Building and scaling reusable presales frameworks (discovery structures, demo storylines, evaluation/POV templates) and driving adoption through team sessions.
• Acting as a bridge to Product/PMM by sharing structured insights on customer needs, objections, and competitive patterns.
• Supporting presales operational excellence (intake/prioritization, expectation management, capacity awareness) and contributing to continuous improvement via key metrics.
• Actively monitor supported deals in a data driven way to extract knowledge and constantly improve presales approach own capabilities.

Your Experience

• Strong experience in Presales / Solutions Engineering in a B2B software context, with a track record of influencing win rates.
• Excellent customer-facing skills: discovery, executive conversations, objection handling, and value articulation under pressure.
• Proven demo mastery: ability to design compelling storylines and deliver tailored demos with strong control and clarity.
• Solid solution credibility to guide fit discussions and confidently partner with SMEs on complex topics.
• Coaching mindset and leadership without authority; actively develops others and improves team practice.
• Strong cross-functional collaboration with Sales leadership, Product/PMM, and Enablement; able to align stakeholders and drive decisions.
• Data- and feedback-driven approach to improving execution (win/loss patterns, deal learnings, activity/utilization signals).
• Communicating fluently in English and German (both at least C1 level) to engage effectively with global teams and stakeholders. Spanish, French, and/or Italien skills on business level are a plus.

Join us for this and more...

• A purpose-driven mission tackling complex sustainability challenges while working alongside global industry pioneers at a fast-growing unicorn company
• Room for creativity through collaborative teamwork and an open communication culture
• Flexibility and team bonding with our hybrid work options
• Sustainable mobility options, promoting eco-friendly commuting solutions
• Fun team events and outings with our global teams
• An inspiring working environment in Mannheim (and globally!)