Pre Sales Consultant (HealthCare IT / PACS / RIS / VNA)

Role Overview

As a Pre Sales Consultant (HealthCare IT / PACS / RIS / VNA), you will serve as the technical and clinical authority throughout the sales cycle, collaborating closely with the commercial team to drive the conversion of opportunities and support the company’s strategic regional expansion. This role is pivotal in shaping solution designs, delivering compelling technical presentations, and ensuring seamless post-sale transitions, all while fostering long-term relationships with key stakeholders in the healthcare IT ecosystem.

Key Responsibilities

In this dynamic and high-impact role, your responsibilities will include:

• Opportunity Analysis & Solution Strategy: Partner with Sales Managers to evaluate opportunities, assess customer clinical and IT workflows, and develop winning solution design strategies that align with both technical feasibility and commercial objectives.
• Technical Presentations & Demonstrations: Deliver high-impact technical presentations and product demonstrations to customer technical teams, Key Opinion Leaders (KOLs), and decision-makers, ensuring clarity and confidence in the proposed solutions.
• RFI/RFP Management: Take ownership of end-to-end responses to Requests for Information (RFIs) and Requests for Proposals (RFPs), including defining solution strategies, crafting compelling win themes, and ensuring technical governance to maintain proposal quality and competitiveness.
• Stakeholder Engagement & Relationship Building: Establish and sustain trusted relationships with clinical and IT stakeholders across the entire customer lifecycle—from initial engagement through post-sale implementation—acting as a consistent, credible technical advisor rather than a transactional resource.
• Customer Discovery & Value Proposition Development: Conduct structured discovery sessions and workshops to identify clinical and operational pain points, translating these insights into tailored value propositions that resonate with both technical and business stakeholders.
• Tender & Business Case Support: Collaborate with internal teams to develop tender responses, pricing configurations, and robust business cases that highlight the technical and financial benefits of the proposed solutions.
• Industry Representation & Networking: Represent the company at industry trade shows, congresses, and customer workshops, enhancing the company’s visibility and credibility within the regional clinical and IT community.
• Post-Sale Handover & Account Retention: Work closely with implementation and services teams to ensure a smooth transition post-sale, maintaining engagement with key accounts to protect relationships and support renewal or expansion opportunities.
• Market & Competitive Intelligence: Stay abreast of emerging trends in the PACS/RIS market, evolving regulatory requirements, and competitor offerings to inform strategic decision-making and maintain a competitive edge.
• Technical Risk Assessment & Negotiation Support: Provide technical risk assessments and defensible justifications during high-stakes negotiations, ensuring alignment between technical capabilities and customer expectations.

Solution Design & Technical Problem-Solving

Your expertise will be critical in designing and delivering enterprise-grade PACS/RIS solutions tailored to customer infrastructure, clinical workflows, and strategic objectives. Key responsibilities in this area include:

• Customized Solution Design: Develop PACS/RIS solution configurations that align with customer infrastructure, workload volume, and clinical requirements, considering on-premise, hybrid, or cloud/VNA deployment models.
• Enterprise Architecture Leadership: Lead the design of multi-site PACS/RIS architectures for complex and strategic deals, setting the technical direction and ensuring scalability, compliance, and interoperability.
• Standards-Based Technical Proposals: Translate customer requirements into practical, standards-compliant technical proposals, including indicative sizing and integration approaches that adhere to industry best practices.
• Reference Architecture Development: Define and maintain regional reference architectures and design standards to ensure consistency, scalability, and compliance across all proposals and implementations.
• Integration Mapping: Map integration points across the hospital IT ecosystem, including EHR/EMR, HIS, imaging modalities, and third-party viewers, leveraging HL7/FHIR, DICOM, and IHE integration profiles to ensure seamless interoperability.
• Risk Identification & Mitigation: Proactively identify technical risks, workflow gaps, and interoperability constraints during the discovery phase, proposing viable solutions or escalating to solution architecture and engineering teams as needed.
• Structured Problem-Solving: Apply analytical rigor to diagnose customer pain points, balancing clinical needs, technical feasibility, and commercial constraints to deliver optimal solutions.
• Technical Documentation: Produce clear and comprehensive technical documentation, including architecture diagrams, configuration notes, and integration guidelines, to support proposals, tenders, and implementation plans.

Required Skills & Experience

To excel in this role, you will bring the following qualifications and attributes:

• Proven Healthcare IT Experience: A minimum of 6 years of hands-on experience in PACS/RIS, healthcare imaging IT, or related clinical software solutions, including VNA, AI imaging tools, or EHR integration.
• Technical Expertise: A deep understanding of radiology workflows, DICOM standards, HL7/FHIR protocols, and IHE interoperability frameworks, with the ability to apply this knowledge in practical solution design.
• Presales & Technical Sales Support: Demonstrated experience in presales, technical sales support, or clinical applications, with a track record of translating complex technical concepts into compelling business value.
• Stakeholder Management: Exceptional ability to build and maintain trusted relationships with clinical and IT stakeholders, including department heads and senior decision-makers, across diverse organizational levels.
• Communication & Presentation Skills: Outstanding presentation, demonstration, and stakeholder communication skills, with the ability to engage both technical and non-technical audiences effectively.
• Analytical & Problem-Solving Aptitude: Strong analytical mindset and problem-solving capabilities, capable of independently navigating technical and integration challenges to deliver optimal solutions.
• Regional Engagement: The ability to manage multiple opportunities across a dynamic regional market with a consultative, customer-centric approach.