Technology Presales Consultant

About Toptal Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue and team members based around the globe, Toptal is the world’s largest fully remote workforce. We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold. Job Summary: The Technology Presales Consultant is responsible for supporting revenue growth, in conjunction with the sales team, by preparing and positioning complex technology solutions—including software, cloud services, and professional or managed services—to enterprise and SMB customers. The ideal candidate has a proven track record in consultative solution selling, a strong understanding of modern technology, and the ability to translate business challenges into compelling technology value propositions. This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English. Responsibilities: The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills. On a daily basis, the successful candidate will act as a bridge between the sales and technical teams, ensuring that what’s being proposed to a customer is both technically sound and aligned with the customer’s business needs as follows: Client Engagement and Discovery ·        Meet with prospective or existing clients (virtually or in person) to understand their business goals, challenges, and technical environment. ·        Conduct needs assessments and translate business requirements into technology capabilities. ·        Ask probing questions to uncover pain points and desired outcomes. ·        Document client requirements and align them with appropriate solution offerings. Solution Design and Proposal Support ·        Collaborate with internal technical teams to design tailored solutions (e.g., software configurations, cloud architectures, integration frameworks, managed service models). ·        Build solution presentations, technical proposals, and Statements of Work (SOWs). ·        Lead pricing, scoping, and configuration to ensure proposals are viable, competitive, and profitable. ·        Translate complex technical concepts into clear business value propositions for client decision-makers. Sales Collaboration ·        Partner closely with Account Executives or Sales Directors to develop sales strategies and pursuit plans. ·        Attend client meetings and presentations as the technical subject matter expert (SME). ·        Support RFP/RFI responses with technical content and value justification. ·        Assist in proof-of-concepts (POCs), demos, or workshops to showcase solution capabilities. Presentations and Demonstrations ·        Deliver product or solution demonstrations customized to the client’s environment and use cases. ·        Present technical solutions in business terms to non-technical audiences. ·        Highlight competitive differentiators and help the client visualize outcomes. Internal Coordination ·        Work with delivery, product management, and engineering teams to ensure solutions can be delivered as proposed. ·        Provide feedback from the field to help improve solution offerings or pricing models. ·        Update and maintain solution playbooks, demo environments, and proposal templates. Administrative and Continuous Improvement ·        Manage activities in the CRM (e.g., Salesforce): update opportunities, track deal stages, and record key client interactions. ·        Stay current on industry trends, competitor offerings, and new technologies relevant to your solution portfolio. ·        Participate in internal training to deepen technical or solution expertise. In the first week, expect to: ·        Onboard and integrate into Toptal. ·        Meet colleagues in our sales, talent, and operational teams to begin your onboarding journey at Toptal. In the first month, expect to: ·        Learn about our delivery model, shadow colleagues on new pursuit calls, and begin building pursuit decks. In the first three months, expect to: ·        Shadow other team members and lead pursuit deals in collaboration with your manager while exercising discretion and independent judgement. ·        Manage new pursuit calls for client leads. In the first six months, expect to: ·        Begin to lead client pursuit calls and begin to independently qualify client/projects for Toptal Teams. In the first year, expect to: ·        Manage your own portfolio of pursuits and collaborate with SMB and Enterprise stakeholders to ensure client conversion and revenue growth. Qualifications and Job Requirements: Key Competencies ·        Consultative approach: Focuses on solving client problems, not pushing products. ·        Technical expertise: Understands solutions deeply and explains them in clear, business-focused terms. ·        Effective communicator: Tailors messaging to executives or technical teams; tells compelling, outcome-driven stories. ·        Collaborative: Works seamlessly with sales, delivery, and product teams to craft viable, high-value solutions. ·        Business savvy: Understands customer industries, ROI drivers, and decision processes. ·        Adaptable and curious: Learns new technologies quickly and adjusts to different client needs. ·        Integrity and professionalism: Builds long-term trust through honesty, consistency, and follow-through. ·        High emotional intelligence: Reads client dynamics, builds rapport, and stays composed under pressure. Requirements ·        Bachelor’s degree is required. ·        3+ years of experience in enterprise technology / technology professional services solution sales. ·        3+ years in a professional services or software services firm. ·        3+ years in a project / program / product management capability. ·        Strong knowledge of at least 2 GTM offerings to include: cloud platforms (AWS, Azure, GCP), enterprise software, AI, Professional Services (Projects, Managed Services), Compliance (Risk + InfoSec). ·        Demonstrated ability to engage and influence C-level decision makers. ·        Excellent presentation, and negotiation skills. ·        Ability to travel up to 30% as needed. ·        Bachelor’s degree required; MBA preferred. ·        Outstanding written and verbal communication skills. ·        Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts. ·        You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do. Preferred Qualifications ·        1+ years in a Presales Operations capability. ·        3+ years in a Solution Architect capability. ·        Experience supporting new GTM offering launches.