Pre-Sales Manager

About Us

We are Ocado Group, and we're bringing world-class automation to online grocery. Our Ocado Smart Platform (OSP) combines cutting-edge robotics, AI, and IoT within our advanced CFCs (Customer Fulfilment Centres). We've mastered the single pick, transforming online delivery for our global partners. Join us and be part of a team pushing the boundaries of retail technology.

About the Role

The Pre-Sales Manager works cross-functionally with prospective customers, existing partners and stakeholders across Ocado Group. You will represent the full OSP proposition throughout the end-to-end pre-sales process, clearly articulating the value, benefits and differentiators of our software and automation solutions.

From understanding retailer challenges and defining requirements to shaping and costing potential solutions and supporting the negotiation of key commercial and contractual terms, you will act as the central point of coordination for solution-related matters. By developing a detailed understanding of each retailer’s business, strategy and requirements, you will help shape compelling propositions and support the successful execution of future OSP deals.

• Lead customer engagements across Ocado’s end-to-end proposition, covering both Ocado Smart Platform software and our automated Customer Fulfilment Centre solutions. Typical activities include presentations, site tours, and visiting prospects around the world to assist in delivering the end-to-end pre-sales process.
• Delivery of the full pre-sales methodology, taking partners & prospects from the first point of contact to signing a contract.
• Writing, updating and negotiating key legal contractual documents for specific deals.
• Support RFP responses, commercial negotiations and contract development.
• Shape solutions spanning ecommerce, fulfilment, supply chain, last mile and CFC automation.
• Lead discussions with partners & prospects to help them understand the benefits of the OSP Solution; acting as the subject matter expert in the room.
• Coordinate subject-matter experts across Product, Engineering, Operations, Finance, Legal and Delivery.
• Capture customer and market insights to inform product strategy and future propositions. 
• Creating clear and compelling content for senior internal stakeholders to obtain sign-off for projects and key business decisions.
• Actively gather and clarify prospect requirements; representing any capability gaps between their needs and the current OSP Solution to internal Technology stakeholders to drive prioritisation.
• Thorough understanding of client-specific business or operational metrics and their impact on choosing the right OSP solution.
• Use, develop & improve models/tools for costing, CFC sizing considerations and content to support the sales process.

About you

• Relevant industry experience working with comparable solutions and/or in a pre-sales role.
• Strong technical and commercial acumen, with experience shaping solutions around customer needs and business outcomes.
• Strong knowledge of and practical experience with Platform as a Service (PaaS) and Software as a Service (SaaS) models.
• Comfortable in customer-facing environments, including navigating challenging conversations and conflicting stakeholder priorities.
• A genuine interest in our products and the retailers we serve, with the curiosity to understand their challenges and identify how our solutions can deliver meaningful value.
• Proven ability to build credibility and influence with senior stakeholders, including Board, CEO, CIO and CTO-level audiences.
• Excellent interpersonal skills, with the ability to build strong internal and external relationships and become a trusted adviser.
• Strong presentation and storytelling skills, with the ability to communicate complex solutions and their benefits at the appropriate level for each audience.
• Skilled at facilitating discovery sessions, workshops and decision-making forums that deliver clear outcomes.
• Strong analytical and problem-solving skills, with the ability to work through ambiguity and develop practical solutions.
• Willingness to travel internationally for short periods, sometimes at short notice, in response to customer requirements.
• Knowledge of and experience in the retail sector, preferably grocery, would be advantageous.
• Experience with integrated software, automation, fulfilment or warehouse technology solutions would also be advantageous.

What we offer

We believe in supporting our people with meaningful, flexible benefits that prioritise well-being and work-life balance. Here’s a snapshot of what you can expect:

• Time to recharge:
  25 days annual leave (rising to 27 after 5 years), plus the option to buy more – and 30 days a year to work from anywhere in the world.
• Health & wellbeing:
  Private Medical Insurance from your first month, wellbeing support through specialist apps and EAP, plus Income Protection and Life Assurance.
• Family-first policies:
  22 weeks paid maternity/primary carer leave and 6 weeks paid paternity leave
• Financial support:
  Pension with employer matching up to 7%, share schemes (Sharesave & BAYE), and interest-free loans for train tickets.
• Commuter perks:
  Cycle to Work Scheme and free shuttle buses to/from Hatfield and Welwyn Garden City stations.
• Exclusive discounts:
  15% off at Ocado.com with free delivery (starting in your first month).