Acquiring pre-sales skills
Pre-sales is a critical phase for complex technology procurement, whereby the customer collects detailed information to make a buying decision. In the customer organization, a solutions architect is involved in the pre-sales cycle to validate technology and infrastructure resources from various vendors. In the vendor organization, the solutions architect needs to respond to customers’ requests for proposals (RFPs) and present a potential solution to acquire new business for an organization. Achieving this requires a specific skill set.
Key skills
Pre-sales requires a unique skill set that combines strong technical knowledge with soft skills, including the following:
- Communication and negotiation skills: Solutions architects need excellent communication skills to engage customers with the correct and latest details. Presenting precise details of the solution and industry relevance helps customers understand how your solution can...
