Director of Sales & Marketing responsible for sales efforts at Hampton Inn & Suites Seattle. Securing accounts and executing marketing strategies for hotel profitability.
About the role
- Senior Presales Specialist driving deal strategies and engage with customers in a B2B software context. Mentoring team members and developing reusable presales frameworks while collaborating with Product and Go-to-Market stakeholders.
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.
Requirements
- 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.
Benefits
- 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!)
Job title
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