A day in the life of a…Pre-Sales Consultant

Pre-Sales Consultant Chris Emmett discusses his responsibilities and favourite things about working at makepositive

Describe your role at makepositive and how did you get into Salesforce consulting?

I sit within the pre-sales team where I work with our current and prospective customers to design a technical solution to their business pain points.

Like so many people in the Salesforce ecosystem, my first encounter with the platform was as an accidental admin back in 2016. I still vividly remember the first time I logged into the system and was blown away by the possibilities. It didn’t take very long for me to realise that I wanted to ditch my project management career and completely start over as a consultant. I got my first consultancy role in 2017 and I’ve not looked back since.


What does a typical work day look like for you?

The one thing I love about pre-sales is that there is no typical day. One day you may find me in a workshop with a customer or planning out the project for an implementation. Another day I may be researching new tools and technologies, building a proof of concept demo or creating a presentation slide deck. Every single day is different and that’s what keeps it interesting.


What is the most challenging part of your role?

Easily one of the most difficult parts of pre-sales (and sales in general) is the task of becoming an expert in someone’s business within an incredibly short period of time. It’s common that we’re given a few weeks to get to know the client but sometimes we have as little as 1 hour. I’m an information sponge though and love asking questions, so even though it’s a challenge, I find it a really fun one!


What is the most rewarding part of your role?

It may be a simple and boring answer, but it’s true nonetheless.

Salesforce is a platform for change and can help businesses grow and make positive (pun not intended) impacts in their local community. I’m a small cog in the wheel that makes this change possible and that is what gets me out of bed every single day. I want to help make the world a better place.


What skills are the most important to perform well in this job?

In pre-sales the two skills that reign supreme are communication and technical knowledge. 

While the technical part may go without saying (you need to be able to create a robust and workable solution for the customer), communication is vital as you need to be able to tailor your language to the audience. It’s not uncommon for you to have meetings with CEOs and technical architects where they both expect different levels of detail.


What advice would you give someone looking to apply for a similar role?

If you’re interested in pre-sales or Salesforce in general, don’t be afraid to bring your whole experience with you. Thanks to Trailhead, learning the technical sides of the platform is super easy, but experience in business, customer relations and different sectors you may have worked in cannot be taught.

That experience and unique point of view is worth its weight in gold and will make you stand out of the crowd.


What’s your favourite thing about working at makepositive?

At makepositive, every single person has a voice. If someone has an idea to introduce a new tool, recommend a different approach for a customer or tweak an internal process, it will always be heard. The freedom to take ownership over the improvement of the company is so powerful that I only wished more businesses would do the same.


Get in touch with Nicole.Santos@makepositive.com to find out more about current opportunities at makepositive!

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