Enterprise Solutions Consultant (Pre-Sales)

Job description

**🪐 Discover our galaxy** Join the Future of Work ! Malt is Europe's leading freelance marketplace, connecting over 1,000,000 talented freelancers with 100,000+ companies. Founded in 2013, we're transforming how work gets done through our tech-powered, human-centered platform. What makes us different: - A diverse team of 600 Malters across 6 European countries - A culture that champions equality (50% of our Comex are women) and inclusive growth - Backed by top investors including ISAI, Serena Capital, Eurazeo Growth, Goldman Sachs, and BPI - A mission to give everyone the freedom to work differently Ready to help shape the future of work? Your next chapter starts here! 🪐 *At Malt we believe that Ambition is the Way, so all lists of missions and responsibilities are non-exhaustive.* ### The Mission 🪐 - **Situation:** Malt is dismantling the legacy contingent workforce model across Europe. Fortune 500 enterprises are actively seeking to scale external talent, but they are paralyzed by operational inefficiencies, fragmented tech stacks (VMS/MSP), and outdated procurement frameworks. This ecosystem requires deep, structural disruption. - **Your Objective :** We are not hiring you to read standard product demonstration scripts. You are being brought in as the strategic bridge for our enterprise pre-sales engine. Partnering directly with top-tier Account Executives, your mandate is to architect bespoke, multi-million Euro workforce solutions. You will conduct complex operational discovery, dismantle legacy corporate bottlenecks, and win technical and functional buy-in from C-level decision-makers (CTOs, CIOs, Chief Procurement Officers) to establish Malt as their institutional standard. ### Key Responsibilities ✨ **Pillar 1: Deal Architecture & C-Suite Advisory** - Action: Command high-impact, client-facing discovery workshops to diagnose operational inefficiencies and digital transformation bottlenecks. Act as a trusted Solution Architect, designing bespoke workforce delivery models that integrate safely and compliantly into massive enterprise ecosystems. - Output: Fully engineered, customized enterprise solution blueprints and value-driven executive ROI pitches. - Metrics of Performance: Deal Win Rate, and Pilot-to-MSA (Master Service Agreement) Conversion Rate, ACV signed. **Pillar 2: Tender Leadership & Financial Engineering** - Action: Build and defend impact models that prove undeniable economic value to deeply analytical Procurement and Finance leaders of our clients, attaching Malt to their company KPIs. - Output: Winning tender submissions and clearly scoped, high-visibility enterprise pilots with definitive KPIs. - Metrics of Performance: Total GSV (Gross Services Volume) Influenced and RFP Win Rate. **Pillar 3: Thought Leadership & Market Evangelism** - Action: Translate complex, bespoke client wins into scalable, repeatable Intellectual Property. Partner with Marketing to author cutting-edge white papers and champion the future of external workforce strategies at major industry conferences - Output: Packaged off-the-shelf enterprise playbooks that upskill the broader sales organization, and published industry frameworks. - Metrics of Performance: Sales cycle velocity acceleration (via reusable IP) and inbound executive engagement. ### Requirements & The Skills Matrix 🔍 **Proven Mastery (What you have already built):** - A quantifiable track record of elite performance in B2B Pre-Sales, Solutions Consulting, or Enterprise Strategy Consulting. - Demonstrated history of independently driving cross-functional alignment across HR, IT, Legal, and Procurement in multi-country transformation programs. - Proven excellence in crafting narrative-driven pitches backed by rigorous ROI models. - Full fluency in **English** is required. Native-level or highly proficieny in **German, French or Spanish** is a significant advantage. **Skills You Will Deploy & Develop:** - **Workforce Ecosystem Architecture:** Deep mastery of the external workforce space and HR tech space, seamlessly navigating and disrupting legacy Managed Service Provider (MSP) and Vendor Management System (VMS) ecosystems. - **Executive Transformation Catalyst:** Learning to expertly challenge and redesign the operating models of global enterprises directly at the C-suite level. - **Scalable IP Generation:** Translating bespoke, complex consulting engagements into highly repeatable, SaaS-like Go-To-Market products and frameworks. ### The Self-Selection Filter ❓ **This role is perfect for you if:** - You thrive on getting in the trenches with AEs to tear down a client's broken organizational structure and processes and structurally rebuild it. - You naturally think in terms of rigorous ROI models, operational workflows, and transformation frameworks, rather than just product features" - You possess the executive gravitas to look an Enterprise CIO or CPO in the eye and confidently challenge why their current external workforce strategy is failing. **This role is NOT for you if:** - You just want to run standard software demos from a pre-written script and pass the buck back to the AE when the complex commercial questions begin. - You are easily intimidated by heavily scrutinized financial modeling, rigid IT/legal compliance barriers, or complex multi-stakeholder corporate governance. - You prefer a predictable, back-office analyst role over high-stakes, client-facing executive presentations and EU travel. ### 30-60-90 Day Impact Plan 🏁 - **Day 30:** Submerge into the Malt platform architecture, master our financial ROI models, and map our core VMS/MSP integration capabilities. Output: Delivery of your first internal mock-pitch and full codification of the Malt enterprise value proposition - **Day 60:** Active execution in the field. Partnering with AEs on live Enterprise deals, leading your first discovery workshops, and driving active RFPs. Output: Successfully scoping, defining, and presenting your first high-visibility enterprise pilot framework to live clients. - **Day 90:** Full ownership of your metrics of performance. Output: Securing technical and commercial wins on major 7-figure GSV tenders, and publishing your first piece of scalable internal IP (playbook or packaged offer) to immediately upskill the sales floor. ### How to Join the Mission 🚀 - **First Contact (45 mins):** A high-level screening call with Esra from our Talent Team to align on your aspirations, culture fit, and entrepreneurial drive - **Deep-Dive Track Record (1 hour):** An intensive interview with your future Hiring Manager, Lukas, to dissect your past wins, ROI modeling, and structural approach to deals - **Showcase your skills (1 hour):** Prepare and present a tailored Pre-Sales case study to two of our core business managers to demonstrate your strategic discovery and pitching skills in action - **Vision Talk (30-45 mins):** A final conversation with a C-Level leader to discuss Malt’s long-term macro-trajectory and ensure mutual alignment on scale