Pre-sales Manager

AITS

This position helps turn customer needs into tailored solutions that win big deals. They lead a skilled team to explain the value of the company s offerings clearly and effectively.

The role involves sharing useful insights with leaders, improving how the team works, and ensuring solutions meet customer expectations. By staying updated on market trends and customer feedback, they help the company stay ahead of competitors. Their work boosts sales, keeps customers happy, and supports long-term business success.

Duties and Responsibilities

• Lead and strategically manage the pre-sales organization, developing comprehensive sales support strategies that align with overall business objectives.
• Mentor and develop a team of pre-sales professionals, providing coaching, performance guidance, and career development opportunities to enhance team capabilities and effectiveness.
• Oversee complex solution design and technical sales processes for high-value, strategic enterprise accounts, ensuring comprehensive and innovative solution approaches.
• Establish and implement robust pre-sales methodologies, best practices, and standardized processes to improve team efficiency and consistency in solution delivery.
• Collaborate closely with senior leadership in sales, product management, and delivery teams to align technical solutions with corporate strategic goals and market positioning.
• Develop advanced technical presentations, comprehensive proposals, and sophisticated demonstrations that articulate complex value propositions to senior executive audiences.
• Drive the creation of repeatable, scalable solution frameworks that can be leveraged across multiple sales opportunities and market segments.
• Conduct advanced competitive analysis to understand market dynamics, competitor offerings, and potential differentiation strategies for the organization.
• Manage and optimize the pre-sales resource allocation, ensuring optimal team productivity and strategic alignment with business development objectives.
• Represent the organization at key industry conferences, customer executive meetings, and strategic business development events.
• Oversee the management of a comprehensive demo library and ensure proper documentation referencing and record maintenance to support sales activities effectively.
• Design and implement advanced technical training programs for sales and pre-sales teams to continuously upgrade organizational capabilities.
• Lead proof-of-concept (POC) and pilot project initiatives for complex, high-stakes customer engagements.
• Provide strategic input into product roadmap development based on comprehensive market insights and customer feedback.
• Establish metrics and key performance indicators (KPIs) to measure and continuously improve pre-sales team effectiveness and contribution to revenue generation.
• Participate in executive-level discussions to shape go-to-market strategies and long-term business development approaches.
• Identify and cultivate strategic partnership opportunities that can enhance the organization's technical capabilities and market reach.

Key Competencies

1. Technical Expertise and Solution Design

   • Profound technical knowledge in industry domains, emerging technologies, and solution architecture
   • Advanced ability to translate complex technological capabilities into clear business value and innovative customer solutions

2. Strategic Leadership

   • Advanced strategic thinking with comprehensive organizational vision
   • High-level problem-solving skills with strong communication capabilities

3. Sales and Commercial Acumen

   • Deep understanding of enterprise sales cycles and solution selling methodologies
   • Strong commercial awareness with ability to develop compelling value propositions

4. Team Development, Mentorship, and Continuous Learning

   • Advanced coaching, performance management, and talent development with focus on building high-performance pre-sales teams
   • Commitment to professional growth, technological innovation, and maintaining an agile mindset with resilience in complex business environments

5. Communication and Relationship Management

   • Excellent verbal and written communication skills, Ability to engage effectively with C-level executives
   • Strong interpersonal and networking capabilities, Sophisticated presentation and storytelling skills

6. Cross-Functional Collaboration

   • Advanced stakeholder management across multiple organizational functions
   • Strong collaborative skills with comprehensive understanding of organizational dynamics

7. Process and Methodology Excellence

   • Systematic, metrics-driven approach to solution design and performance management

8. Market and Competitive Intelligence

   • Advanced competitive analysis and market research capabilities
   • Strategic ability to transform market insights into actionable business strategies