Presales Specialist

Role Definition

The pre-sales role acts as a technical liaison between your sales team and prospects, ensuring your OOH SaaS solution aligns with client needs. This role focuses on solution validation , technical advocacy , and building trust to accelerate deal closure

Key Responsibilities

Needs Assessment & Solution Design

Conduct calls with the Sales Team to identify client pain points (e.g., inventory management, content delivery, addon revenue tool, campaign tracking, ad placement optimization, etc.)

Map your SaaS platform’s features (e.g., real-time analytics, programmatic OOH capabilities) to client goals.

Proposal & Pricing Support

Collaborate with sales and product teams to create technical proposals, highlighting scalability, API integrations, and compliance (e.g., GDPR for digital billboards).

Maintain the pricing rate sheet and pricing details of all clients

Post-Demo Transition

Hand over technical documentation and implementation requirements to the onboarding team.

Address post-demo objections (e.g., data security concerns).

Invoicing and Agreement

Collaborate with the Finance team to generate invoices. Track and maintain the records of invoices

Collaborate with the contracts team to generate an agreement related to the final and approved proposal

Technical Demos & Proof of Concept (POC) (Added Advantage)

Deliver tailored platform demos showcasing ROI for OOH (e.g., IMS, CMS, geofencing integration, audience measurement tools)

Design and manage POCs to prove the feasibility of use cases like dynamic content scheduling.

Critical Skills to Develop

Technical Proficiency

Mastery of your OOH SaaS platform’s architecture, APIs, and integrations (e.g., CRM, ad exchanges)

Ability to troubleshoot common OOH challenges (e.g., connectivity for digital screens)

Communication & Storytelling

Translate technical features into business outcomes (e.g., “Our analytics reduce wasted ad spend by 30%”)

Use industry-specific analogies (e.g., comparing programmatic OOH to programmatic digital ads)

Collaboration

Work with sales to refine pitch decks and objection-handling strategies

Partner with product teams to relay client feedback for roadmap prioritization

Industry Knowledge

Stay updated on OOH trends (e.g., DOOH, attribution modeling) to position your SaaS as innovative

Recommended Training & Tools

Tools : Demo platforms (e.g., Storylane), CRM integrations, collaborative proposal software

Training : Shadow sales calls - Certifications in OOH tech (e.g., Broadsign) - Negotiation workshops