Pre-Sales Manager Jobs

This position will lead and oversee a team of Pre-Sales Solutions Engineers in all the technical and solution-oriented pre-sales activities and responsibilities necessary to sell our organization's products, solutions, and services into the marketplace.

The scope of these pre-sales activities includes but is not limited to:

• Working collaboratively with Finance, Delivery, Sales and 3rd party vendors to help put together accurate solution costs.
• Through consultative approaches, be able to translate the customers requirements into the technical requirements necessary to design, size, scope and configure the correct solution for each customer.
• Following from above technical requirements, the ability to design, size, scope and configure the correct solution.
• Creating technology, solution-oriented proposals that a sales prospect can then transact against, forming the basis for the commercial relationship between our organization and the customer. These proposals may include network designs, network device configurations, Services proposals and Statements of Work (SOWs), and software product details and customization of same.
• Understanding and having a depth of knowledge of the technology within the products, solutions and services that make up our portfolio
• Presenting, demonstrating and consulting on our portfolio with sales prospects and articulate the solution and technical differentiation of our portfolio in the marketplace.

The Pre-Sales Manager will also lead the creation and implementation of processes, tools, and best practices that will ensure that solutions are designed in a consistent, repeatable and high-quality manner (e.g., Implementing a Solutions Assurance Review (SAR) process).

The Pre-Sales Manager and the team is part of the Sales team and must understand the sales process and both competitive and customer challenges, working to tight deadlines to both accelerate the sales (time) cycle, and customer project timeline requirements.

Responsibilities and Accountability:

Team Management and Coaching

• Provides input to strategic decisions that affect the functional area of responsibility.
• Hires, develops, and coaches a strong pre-sales consulting team.
• Inspires team members to continuously drive process/product improvements.
• Ensures effective communication between direct reports and other departments.
• Collaborates with other members of leadership to create staff development plans.

Sales Support

• Lead and coordinate the technical and solution components of responses to RFPs.
• Present and demonstrate our proposals and technologies to customers.
• Identify up-sell and cross-sell opportunities during ongoing Sales lifecycle.
• Engage with the customer to gather business and technical requirements.

Solution Design

• Drive development of the overall solutions including design, technology strategy and "bill of materials", as well as both Professional and Managed Services scope to meet the customer business and technical needs.
• Participate in the delivery of POC and pilot projects to ensure the delivered solution meets Customer’s business and technical requirements.
• Maintain a good working knowledge of certified 3rd party technology vendors and how to best make use of them as they relate to their interoperability with the organization, as well as feature sets and cost benefits, they add to our solutions.
• Produce Scope of Work (SOW) and customer agreements for the selected Managed Services and SaaS solution functionality for signoff from the customer.
• Collaborate with the internal teams, partners, and suppliers to determine and vet solution components and project estimates.
• Deliver coherent and cost-effective proposals that accurately conveys the solution to customers.
• Perform RF design and create high-level network designs.

Skills and Qualifications:

• Demonstrated ability to create documentation and sales proposals
• Analytical and problem-solving ability
• Minimum 10 years of technical experience working with Wireless/LAN/WAN network environment, products, and services.
• Experience in presenting technology solutions to analysts and decision makers
• Minimum of 7 years in fast-paced, sales environments
• Excellent presentation and interpersonal skills in a customer-facing setting
• Minimum 5 years of experience managing teams
• Excellent verbal and written communication skills (English/French)
• Initiative and follow-through ability
• Experience or familiar with the creation of RF design documents using Ekahau or similar type of software
• Self-motivated, goal driven, and an efficient team player