Senior Solutions Lead - Presales

Key Responsibilities

• Drive regional presales activities across Telecommunications, Fintech, and other industry domains in regions including APAC, Australia, Africa, the Middle East, and the Americas, ensuring proposal responses align with client requirements and sales objectives
• Lead and manage bid management and proposal development processes (RFPs, RFIs, RFQs) including requirements analysis, solution mapping, commercial input, and proposal writing, Coordinate with cross-functional teams including sales, technical, pricing, legal, and marketing to develop compelling proposals, demonstrations, POCs and presentations
• Translate customer business and technical requirements into effective solution proposals, ensuring alignment with solution quality standards, timelines, and commercial objectives
• Act as the primary point of contact (POC) for presales engagements, including solution discussions, proposal submissions, and customer interactions
• Support sales engineering activities such as conducting customer workshops, delivering product demonstrations, and leading Proof of Concept (PoC) and prototype implementations
• Present solutions confidently to client stakeholders, effectively communicating the company's value proposition and differentiators
• Represent the organization at industry forums, conferences, and events, contributing to solution evangelism and thought leadership
• Contribute to continuous improvement initiatives to enhance the effectiveness, efficiency, and maturity of presales practices
• Support win/loss analysis to evaluate presales outcomes, identify improvement areas, and refine strategies for future opportunities
• Act as the voice of the customer and market back into the product and engineering teams, channeling presales insights to inform roadmap prioritization and solution gaps
• Apply commercial awareness across the full deal lifecycle, supporting pricing decisions, proposal commercials, and negotiation strategy in partnership with sales and finance teams

Person Specifications

• Bachelors degree in Engineering, Computer Science, or a related discipline
• Minimum of 7 years of presales or sales engineering experience, with at least 3 to 4 years in a software product company or ISV (Independent Software Vendor) environment where you owned the product knowledge and presales narrative end-to-end
• Strong expertise in Telecommunications and/or Fintech domains, with knowledge of middleware solutions, digital transformation initiatives, and security concepts
• Proven ability to manage presales engagements, develop proposals, and deliver client presentations aligned with business and client objectives
• Solid understanding of business analysis, solution architecture principles, and technical solution design
• Familiarity with regional market dynamics across APAC, Australia, Africa, the Middle East, and the Americas
• Strong communication, presentation, and stakeholder management skills, with the ability to engage both technical and business audiences
• Ability to collaborate effectively with cross-functional teams, including sales, technical, and marketing teams
• Strong analytical and problem-solving capabilities to assess customer requirements and design suitable solutions
• Excellent time management and multitasking skills with the ability to manage multiple presales initiatives within tight deadlines
• High attention to detail and a customer-centric mindset, ensuring accuracy and quality in proposals and presentations
• Demonstrated adaptability, continuous learning mindset, and eagerness to build product and industry expertise