Pre-Sales Manager

Position : Pre-Sales Manager (ICT Solutions)

Location : KL Office

Scope of Works:

• Solution Design & Architecture
  • Understand customer business and technical requirements through discussions, workshops and site visits.
  • Develop end-to-end ICT solutions based on customer requirements, budget and business objectives.
  • Design solutions covering areas such as:
  • End User Computing / Workplace Solutions
  • Servers and Storage
  • Data Centre Infrastructure
  • Cloud Computing / Hybrid Cloud
  • Backup and Disaster Recovery
  • Applications and Software Solutions
  • ICT Professional Services
  • Cyber Security solutions through internal and external technology partners
  • Develop solution architectures, high-level designs, technical specifications, bills of materials and solution descriptions.
  • Ensure proposed solutions are technically feasible, scalable, supportable and commercially competitive.
  • Identify opportunities to integrate multiple technology platforms into a single customer solution.
• Customer Engagement
  • Participate in customer meetings, technical discussions, requirement-gathering sessions and workshops.
  • Act as the technical point of contact during the pre-sales cycle.
  • Present proposed solutions and conduct product/solution demonstrations where required.
  • Understand customer pain points and translate them into technology and business solutions.
  • Respond to technical queries, RFI/RFQ/RFP requirements and tender clarifications.
  • Build credibility and strong working relationships with customer technical and management stakeholders.
• Tender & Proposal Support
  • Lead the technical solutioning component of RFP, RFQ and tender opportunities.
  • Review tender requirements, specifications, evaluation criteria and compliance requirements.
  • Develop technical solution write-ups, solution architecture, implementation methodology, project scope and technical responses.
  • Work closely with the Proposal Executive to ensure proposals are complete, accurate and compliant.
  • Review technical and commercial proposals before submission.
  • Support tender presentations, technical clarification sessions and customer negotiations.
• Technology Partners & Vendors
  • Work with OEMs, distributors, cloud providers, software vendors and specialist technology partners to develop integrated solutions.
  • Obtain and evaluate technical information, configurations, pricing and solution proposals from partners.
  • Coordinate with partners on solution design, sizing, demonstrations, proof-of-concepts and technical clarifications.
  • Maintain good knowledge of relevant technology trends, product roadmaps and competitive offerings.
  • Identify new technologies and solutions that can strengthen the company's portfolio.
• Commercial Solutioning
  • Develop solution costing and bills of materials in collaboration with sales, procurement and vendors.
  • Understand project margins, recurring costs, professional services requirements and total cost of ownership.
  • Propose alternative architectures or technologies where appropriate to improve competitiveness and profitability.
  • Ensure proposed solutions are commercially viable and aligned with company objectives.
  • Support sales teams in solution positioning and value proposition development.
• Internal Coordination
  • Work closely with Sales, Proposal, Project Management, Engineering, Procurement, Finance and Operations teams.
  • Provide technical input during opportunity qualification and sales strategy discussions.
  • Support project handover from pre-sales to delivery teams.
  • Ensure proposed scope, assumptions, exclusions and technical requirements are clearly documented.
  • Assist in resolving technical issues arising during contract negotiation or project mobilisation.
• Solution Development & Continuous Improvement
  • Develop reusable solution architectures, proposal content, technical templates and solution libraries.
  • Maintain knowledge of industry trends including cloud, AI, cybersecurity, data centre, workplace technology and infrastructure.
  • Develop reference architectures and standard solution packages.
  • Identify opportunities to improve the company's solution portfolio and go-to-market offerings.

Qualifications & Requirements:

• Certifications are advantageous, such as:
  • Microsoft / Azure
  • AWS
  • VMware
  • Cisco
  • HPE / Dell Technologies / Lenovo
  • Veeam
  • Fortinet / Palo Alto / other cybersecurity certifications
  • ITIL
  • TOGAF