Presales Manager

Essential Duties and Responsibilities: 

The Presales Manager exists to drive technical opportunity conversion, strengthen presales capability, and maximize the success of solution pursuits across the organization. The role leads the presales function by establishing solution strategies, developing team capability, governing presales activities, and ensuring technical opportunities are effectively converted into awarded projects and delivery outcomes. The role serves as the bridge between Sales, Customers, Partners, and Delivery teams to improve pipeline quality, opportunity conversion, and business growth.

1. Presales Strategy & Pipeline Enablement

• Define and drive presales engagement strategy across the opportunity lifecycle.
• Partner with Sales and Partner team to improve opportunity qualification and technical pursuit effectiveness.
• Establish technical win strategies aligned with organizational growth objectives.
• Monitor presales contribution to pipeline progression and opportunity conversion.

2. Opportunity Conversion & Solution Governance

• Govern technical responses for strategic opportunities, RFI, RFQ, RFP, tenders, and compliance submission.
• Enable solution proposal are technically viable, commercially practical, and executable by delivery teams.
• Oversee Proof of Concept (PoC), demonstrations, and customer validation activities.
• Review and approve solutions approaches for complex opportunities.
• Drive continuous improvement of technical win rates and bid effectiveness.

3.Presales Team Leadership & Capability Development

• Lead, develop and mentor Solutions Presales, Specialist and Architects.
• Drive capability development, certification attainment, and learning roadmaps.
• Establish performance expectations, resource planning, and workload prioritization.
• Build succession readiness and technical leadership capability within the presales team.

4. Delivery Readiness & Solution Governance

• Govern solution portfolio across Cloud, Data, Ai, Cybersecurity, Infrastructure, Digital Solutions.
• Build strategic relationships with Microsoft, principals, and technology partners.
• Drive development of reusable solution assets, reference architectures, and proposal frameworks.
• Identifying emerging technology opportunities and solution service offerings.

5. Delivery Readiness & Business Performance

• Govern technical handover process between presales and delivery teams.
• Ensure solution commitments, assumptions, risks, and dependencies are clearly documented.
• Monitor opportunity conversion effectiveness, handover quality, and delivery readiness metrics.
• Support organizational revenue growth through improved technical qualification and opportunity conversion.



Education, Skills and Experience Requirements:

• Bachelor's Degree, or Master Degree in Information Technology, Computer Science, Engineering, Business, or a related discipline.
• Advanced Microsoft and industry recognized certifications preferred.
• Minimum 10+ years of experience in technical presales, solution architecture, consulting, technology advisory roles
• Minimum 5+ years leading presales teams, solutions architect, specialist or technical consulting functions.
• Proven experience leading strategic RFI, RFP, RFQ, tender and customer transformation opportunities.
• Experience managing technical win strategies and opportunity conversion performance.
• Experience working with Microsoft or principal and strategic technology partners.
• Proficient in both sales and technology functions. 
• Experienced in consulting external clients on complex projects.
• Skilled in writing proposals and tenders and communicating complex information effectively to diverse stakeholders.