As a Senior Presales Consultant, you steer complex sales cycles and align technical capabilities with clear business outcomes to move strategic opportunities forward. You work hand in hand with Sales Directors, Partner Managers, and Professional Services, and you coach less experienced Presales Consultants on intricate pursuits. You apply a solution-selling approach to shape credible solution concepts and build stakeholder confidence through advanced sales stages.
Deal support
- You take ownership of complex opportunities and guide them from discovery through validation.
- You join pivotal partner and customer meetings to clarify objectives, risks, and success criteria.
- You analyze requirements and business processes to uncover gaps and measurable outcomes.
- You design solution concepts that align with the customer’s architecture, security standards, and priorities.
- You lead the technical validation needed to advance late-stage deals and reduce risk.
Demonstrations
- You deliver tailored demonstrations that reflect roles, data flows, and desired outcomes.
- You prepare dedicated demo environments and opportunity-specific scenarios.
- You communicate business value and solution fit with clear, outcome-focused messaging.
- You adapt content and flow to address specific use cases and stakeholder concerns.
Technical validation
- You plan and support proofs of concept for strategic pursuits, defining scope, success metrics, and timelines.
- You handle in-depth technical questions throughout the sales cycle and coordinate SME input where needed.
- You contribute to high-quality responses for RFPs and technical questionnaires.
- You assess feasibility against customer requirements and propose workable alternatives.
Opportunity collaboration
- You partner with Sales Directors and Partner Managers to shape strategy, next steps, and executive alignment.
- You share structured feedback on recurring requirements and objections to refine positioning.
- You provide insights that strengthen competitive differentiation and the overall solution narrative.
- You ensure a smooth handover to Professional Services with clear scope, assumptions, and identified risks.
- You mentor more junior Presales Consultants on complex opportunities, sharing best practices and review support.
What you need to succeed
- You have proven experience supporting complex sales opportunities in a presales, solution consulting, or technical customer-facing role; this is a must-have.
- You bring several years of successful experience in solution selling, presales, or professional services, ideally in software or SaaS.
- You demonstrate a strong technical grasp of software solutions, system integrations, workflows, APIs, cloud technologies, and business applications.
- You analyze customer business processes and translate them into clear technical and solution concepts.
- You plan and deliver product demonstrations, proofs of concept, and technical workshops that drive measurable outcomes.
- You are hands-on with technology, possess strong computer skills, and confidently demonstrate software to diverse audiences.
- You collaborate effectively with Sales, Professional Services, and technical implementation teams to keep opportunities moving.
- You combine entrepreneurial thinking with a strong, customer-centric mindset.
- You communicate fluently in English (spoken and written); German fluency is a plus.
What we can offer
What we can offer:
There are many great reasons to join DocuWare - our company culture is only one of them.
As part of the DocuWare team, you will benefit from many advantages:
- Globally distributed, international teams: You will find our teams working in Germering, New York, Sofia or other worldwide locations.
- Flexible work location and hours: You can work on the road or in our modern office - and you have the flexibility to arrange your own working hours.
- Individual support: After an intensive induction, you will receive regular training tailored to your needs (e.g. conferences internal team building measures).
- Well-earned rest: 35 vacation days per year, sport offerings, massages, a football table and a relaxing lounge area.
- Healthy food: Together we enjoy Fairtrade coffee with organic milk or oat milk, snacks and fresh fruit - all free of charge - as well as subsidized lunch from the Foodji fridge.
- Mental health support: With our employee assistance program you have free and confidential access to resources and support for your well-being and stress management at any time.
- Good accessibility: Choose how you would like to come to the office with a leased e-bike, by train or via highways A96/A99 (you can charge your e-car on site for free).
- Team spirit: Regular employee and team events (virtual or on-site) ensure excellent collaboration with colleagues around the world.
- Sustainability and social commitment: DocuWare stands for paperless work and supports volunteer organizations and local sports clubs.
- Your health matters: DocuWare subsidizes your company pension plan!
- Lastly, and most importantly, we offer a stable job with a well established and growing company.
