Pre-Sales Consultant (EMEA)

About the Company

The enterprise architecture tool that transforms with you
Avolution builds ABACUS, the enterprise architecture platform used by large organizations to understand, plan and govern change across their business and technology.

Our customers include global enterprises and public sector organizations using ABACUS for enterprise architecture,
application portfolio management, transformation planning and, increasingly, AI governance. We have teams across the UK, US and Australia.

About the Role

You’ll be the technical and solution expert at the heart of our EMEA sales cycles. You’ll help prospects understand their challenges, design their future-state architecture, and see exactly how ABACUS gets them there.

You’ll work alongside Sales Executives as a partner, not a support function. That means qualifying opportunities from the start, challenging when something doesn’t add up, and making sure our pre-sales effort goes where it will make the difference. You’ll also represent Avolution at events across the region.

Responsibilities

Qualification and prioritisation

• Lead technical qualification at the start of every opportunity, before significant pre-sales effort is committed.
• Make sure opportunities are fully qualified before moving into bespoke demos or POCs, so our resources go to the deals most likely to close.
• Challenge constructively when information is missing: ask the right questions, identify the gaps and agree who will close them.
• Agree scope and success criteria for demos and POCs with Sales and the prospect before they start.
• Champion our qualification framework and pre-sales best practice, so Sales and Pre-Sales work from the same playbook.

Solution consulting

• Run discovery with prospects to understand their business and technical challenges.
• Map requirements to ABACUS and design tailored solution approaches and roadmaps.
• Support business case development.

Sales execution

• Deliver product demonstrations, from our introductory overview to in-depth, tailored sessions.
• Lead proof-of-concept engagements, including setting up trial accounts and licences with the Support team.
• Respond to RFPs, tenders and security questionnaires.
• Act as the technical point of contact for prospects throughout the sales cycle.

Insight and improvement

• Spot patterns across customer conversations and turn them into content and messaging with Marketing.
• Feed client needs and feature requests back to Product Management.
• Keep the CRM up to date so sales progress and client interactions are tracked.
• Maintain and improve pre-sales tools, templates and playbooks, and help onboard new team members.

About You

Essential

• 5+ years in pre-sales or solution consulting for enterprise software, ideally in enterprise architecture or a closely related field.
• Practical knowledge of application portfolio management, roadmapping and business capability modelling.
• A track record of running demos, POCs and RFP responses that win deals.
• Experience leading technical qualification and working with sales teams as a peer: comfortable pushing back, asking for missing information and agreeing where pre-sales effort is best spent.
• Confidence presenting to both technical teams and senior business stakeholders.
• The right to work in the UK, and willingness to travel across EMEA.

What will make you stand out

• Hands-on experience with an EA platform, such as ABACUS, SAP LeanIX, Ardoq, Bizzdesign, Orbus iServer or MEGA HOPEX.
• Working knowledge of TOGAF, ArchiMate, BPMN and UML.
• One or more additional European languages.
• Experience with Salesforce or a similar CRM.

How you work

• You’re consultative and structured in how you solve problems.
• You communicate clearly with both technical and business audiences.
• You’re collaborative and proactive.
• You’re a partner to Sales, not an order-taker. You find out what’s really going on before committing effort, and you hold the line on qualification.
• You’re detail-oriented and follow things through.

Success Measures

• You’re contributing strongly to EMEA sales outcomes.
• You’re producing high-quality solution designs and proposals.
• Sales colleagues see you as a trusted partner who raises the standard of qualification, and prospects give consistently positive feedback.
• Demos and POCs go to well-qualified opportunities, with agreed success criteria and clear outcomes.
• Pre-sales tools and playbooks are well maintained and improving.

Benefits

• 25 days annual leave + bank holidays
• 1 day of birthday leave per year
• Private Medical Insurance which includes gym membership discounts and many other rewards
• Dental, Vision and Hearing insurance cover
• Cycle to Work scheme
• Pension Scheme
• Hybrid working from our central London office
• Opportunity to grow within a fast-scaling global software company

All applicants must have the right to work in the UK.

Avolution is an equal opportunities employer.