Job Description

Role Summary

The Presales function is responsible for translating customer business and technical requirements into effective solution designs, supporting the sales process through technical expertise, and coordinating with vendors, principals, and internal stakeholders to ensure successful solution delivery readiness. It acts as the technical bridge between customers, Commercial Consultants, technology partners, and delivery teams, ensuring all proposed solutions are technically sound, aligned to customer needs, and ready for implementation.

Core Responsibilities

Solution Design & Consulting

• Gather and analyse customer technical and business requirements.
• Design tailored, fit-for-purpose technical solutions.
• Define solution architecture, implementation approach, service scope, and Statements of Work (SOW).
• Ensure alignment with best practices and organizational standards.

Technical Sales Support

• Partner with Commercial Consultants throughout the sales cycle.
• Support discovery sessions, workshops, and technical discussions.
• Validate solution feasibility and address technical concerns.
• Strengthen customer confidence in proposed solutions.

Proposal & Bid Support

• Develop technical proposals, BOM, SOW, and solution documentation.
• Support RFI/RFP/tender responses.
• Ensure accuracy, completeness, and compliance of technical submissions.
• Coordinate inputs from internal technical stakeholders.

Product Showcases & Proof of Concept (POC)

• Design and deliver deliverables/product showcases as part of the presales engagement.
• Conduct technical presentations and product showcases to demonstrate solution value.
• Plan and execute Proof of Concept (POC) engagements.
• Validate solution capability against customer requirements.
• Provide findings and implementation recommendations.

Vendor & Principal Technical Coordination

• Coordinate technical engagement with vendors and principals.
• Obtain product guidance, solution validation, and implementation best practices.
• Support technical workshops, showcases, and POC execution.
• Align vendor input with customer deliverables and project requirements.

Customer Engagement & Technical Communication

• Deliver technical presentations and product showcases as a core Presales responsibility.
• Engage customers through structured showcases to demonstrate solution value and capability.
• Act as the technical voice during customer interactions, ensuring clarity of solution design and approach.
• Gather customer feedback during presentations, showcases, and workshops to refine solution alignment.
• Strengthen customer confidence through clear articulation of technical value and outcomes.

Cross-Functional Delivery Coordination

• Collaborate with Delivery, Operations, and Finance teams for smooth handover.
• Ensure implementation readiness and clear technical documentation.
• Support transition from sales to delivery.
• Maintain alignment across all stakeholders.

Market & Customer Intelligence

• Capture customer feedback and technical requirements.
• Relay insights to Product, Engineering, vendors, and principals.
• Monitor technology trends, cybersecurity landscape, and competitor offerings.

Job Requirements

Key Deliverables

• Solution Architecture Documents
• Technical Proposals
• Statements of Work (SOW)
• Bills of Materials (BOM)
• RFI / RFP / Tender Responses
• POC Plans & Reports
• Technical Presentations & Product Showcases
• Vendor Technical Coordination Outputs
• Customer Requirement Analysis
• Delivery Handover Documentation

Skills