Job Description

Job Information

Job Title Pre-Sales

Business Unit Sales & Growth Reporting to

Sub-Business Unit Grade

Job Purpose

Pre-Sales Manager is to lead and manage the pre-sales team to support the sales process by providing in-
depth knowledge of the product or service offerings, ensuring that potential clients understand the value
and technical capabilities of the solutions. This role involves driving the creation and delivery of effective
sales strategies, product demonstrations, and proposals that meet the clients' needs and align with their
business objectives.

Key Accountabilities

Priority Key Focus Areas Key Activities

Team Leadership and Management:
 Lead, mentor, and develop the pre-sales team to enhance their skills and effectiveness in supporting
sales engagements.
 Manage resource allocation within the pre-sales team to ensure optimal support for sales activities.
Sales Support and Strategy Development:
 Collaborate with the sales and marketing teams to develop sales strategies that enhance client
engagement and conversion rates.
 Ensure the pre-sales team effectively communicates the features, advantages, and benefits of products
or services to potential clients.
Solution Design and Customization:
 Oversee the customization of solutions to meet client requirements and specifications during the sales
process.
 Ensure technical accuracy and feasibility of the proposed solutions.
Client Engagement and Demonstrations:
 Lead critical client engagements and product demonstrations, ensuring that all technical questions and
concerns are addressed.
 Foster strong relationships with key clients and stakeholders to understand their needs and tailor
presentations accordingly.
Feedback and Continuous Improvement:
 Gather client feedback and industry trends to inform continuous product and service improvement.
 Work closely with product development teams to communicate client needs and market demands.

Job Specifications – Qualifications, Experience, Competencies & Skills

 Bachelor’s degree in Business, Marketing, Computer Science, Engineering, or related field.
 Advanced degrees or professional certifications related to sales, technology, or industry-specific
expertise are beneficial.
 Typically requires 5-7 years of experience in pre-sales, sales engineering, or a related field, with at least
2-3 years in a managerial role.
 Proven track record of successful solution-based sales or pre-sales activities in a technology or complex
business solutions environment.
 In-depth technical knowledge of the product or service area.
 Strategic thinking with the ability to link the client’s business needs with product/service offerings.
 Job Description

Capabilities

 Strategic Sales Planning

 Client Relationship Management
 Adaptability
 Technological Proficiency
 Team Collaboration
 Strategic Account Management
 Negotiation Skills
 Analytical Skills

KPI’s

 Proposal Conversion Rate

 Client Satisfaction Score
 Average Deal Size
 Team Performance Metrics
 Revenue Growth from Existing Clients
 Time to Close

SPLD Competency Framework

* Add scale of competency by grade from SPLD Competency Framework