We asked one of our first Presales Engineers, Sushmil Garde, from our Vancouver office, for his definition of “presales” – and about how he defines success in the role.
Here are his thoughts:
What is Presales, anyway?
Presales is a great blend of business and technology. I believe it’s the best of both worlds. As a Presales Engineer, I get an opportunity to understand a client’s business needs and to contribute to their success by creating a technical solution. Presales fills the gap between the Product and Sales teams. Both really depend on us to help close the deal by alleviating any client concerns about how our solutions work and how they will integrate with their systems. In this sense, it’s one of the most pivotal parts of the sales process.
What is unique about Presales at Infobip?
Infobip is a company that helps bridge the communication gap between brands and their customers. What I like about Infobip is that the vision of us as a company is futuristic – we strive to be the first to conquer new fronts. Another thing that I love about the company is the people and how everyone’s energy is focused on the same goal – customer success.
Can you tell us about your career journey and what led you to Infobip?
My journey of more than six years in IT as a network engineer, trainer and consultant started with an insatiable curiosity to delve into the nitty gritty of technical issues. When I started working fresh out of university, I didn't know what sales was. I was very engineering-oriented and hardly inclined towards the business side of things. Personality-wise, I am a blend of introvert and extrovert. I realized that the extrovert inside of me needed to talk to people, be more engaged.
So after I got my master's degree, I was introduced to the business and presales worlds. I started working in Infobip with hardly any presales experience, but it seemed like this is what I should have been doing all along. It just fit my personality and uses my expertise in technology every day, along with business.
Can you tell us about your day-to-day role?
There is no day-to-day in Presales! Every day brings a different challenge, as well as numerous rewards.
I serve as the gear between Product and Sales. This means I assist sales and customer success teams with the technical perspective. I also attend meetings with clients to understand their business needs and propose an appropriate solution. I then take the client’s feedback to the product development team so they can confirm requirements and how to deliver the solution.
As the longest-serving Presales Engineer in the North America region, I also conduct training for Sales teams to educate them on our products, which helps them during the selling process.
How have you advanced in your role within the company?
I started as an Enterprise Presales Engineer working closely with our North America team. Now I am the Enterprise Presales Team Lead for the region and growing my team to support our East and West coast operations. Being the smallest Presales team in the company (for now!), I’m involved in the daily Presales activities of the entire team, overseeing and guiding them to success.
Tell us about the #Presaleslife in your region
My journey has been nothing less than exciting! I enjoy the pleasure of working with awesome Sales and Customer Success teams.
Since starting my position in 2017, I’ve had the opportunity to work with clients from various verticals and sizes – from growing startups to Fortune 100 clients. Learning new things, finding solutions to different problems, facing fierce competition, travel, and having fun became a regular part of my life.
In only one-and-a-half years, I went from being the fifteenth Presales Engineer globally to being part of a family of more than 160 - but through it all certain things have been constant: cooperation, willingness to help each other out regardless of the region and workload, and celebrating individual success as a success of the entire team – that’s the #Presaleslife at Infobip!