Presales director/ Director, GTM Practice Solutions

Job ID:
Working location: HCMC or HN

Principal Responsibilities

The primary objective of this position is to lead presales organization, enable/transform the skill & resource of presales individuals into cloud centric solution pre-sales, and to optimize the chance to win our strategic key deals working hand-in-hand with GTM team. He/she ensures that the practice is grown in line with the global solutions and services strategy.

• Manage the presales team resources and skill, aligning with organizational strategy and GTM progress (actual deal flows)

• Continuously search and try to acquire right talents from the market to make sure the organization is relevant in the market

• Lead Bid Management throughout bid process, having authority to go or no-go for each proposal

• Manage, lead and motivate presales team to ensure presales individuals win their deals with the sales

• Manage the team individuals with measurable KPI

• Manage the quality of proposal defining and evolving tangible output to the sales and the customer

• Lead transformation of presales individual capability into Cloud centric solutioning

• Act as escalation point to align with delivery team, about technical solution proposal to the customer, before commercial proposal 

• Continuous alignment of GTM strategy and services strategy with our Headquarter people and enable the team and sales blending in-country capabilities and solution 

• Identify and create demand for solutions that drive sales and ensure the financial viability for deployment, preparing, and reviewing cost estimates.

• Manage a team of individual contributors and ensure performance goals are constantly reviewed and achieved.

• Facilitate regular practitioner or delivery training activities on relevant topics and subject matter.

• Work with relevant stakeholders to document and manage the formal plan of record including business outcomes, release plan, investment plan, resource plan, assumptions, risks, and issues.

• Conduct solution design reviews to ensure capacity to provide the solution and the profitability to the business, whilst ensuring client requirements are met.

• Implement standards and tools for new solution architecture and deliver continuous delivery frameworks that will promote and establish a reliable and competitive practice.

• Specify market requirements for current and future products or solutions by conducting market research supported by client engagement sessions.

Skill Requirements:

• Pre-sales Team / Organization management planning with execution experience

• Wide technical knowledge of one of major public cloud (Azure/AWS/GCP), preferably not only at IaaS level but at Hybrid/Multi-Cloud arena

• Ability to establish mature relationship with the customer decision makers (CIO/Head of LoB) through deal pursuit process

• Demonstrate good presentation and influence ability

• Possess good communication skills (both verbally and written)

• Ability to interact with a variety of stakeholders at a senior level

• Domain expertise of the solution market

Academic Qualifications and Certifications:

• Relevant Bachelors degree

• Relevant certifications

Experience required:

• At least 5+ years of working experience in Senior Manager above, leadership, build & managing team are must-have 

• Experience in developing and proposing Public/Hybrid Cloud solution as principal solution consultant

• Involvement of Budgeting in terms of presales resource planning

• Manage multiple vendors and partners in solution proposal to the customers