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Presales Lead

Job Summary

We are seeking an experienced Presales Lead to lead and standardize our presales processes, ensuring consistent, high-quality proposals that effectively meet client needs. The Presales Lead will be responsible for streamlining proposal creation, managing a centralized presales function, and collaborating with sales, product, and technical teams to deliver compelling, tailored solutions. This role requires a strategic thinker with strong technical and leadership capabilities.

Key Responsibilities

  • Ownership of Presales Function: Take full ownership of the presales process, ensuring all proposals follow a standardized, high-quality format that aligns with company objectives and client’s vision.
  • Standardization and Presentation: Develop and implement standardized templates, tools, and best practices for both proposal content and presentations, ensuring all client-facing materials are consistent, professional, and compelling.
  • Client Engagement: Guide the presales team in understanding and addressing both technical and business requirements. Ensure alignment of client needs with proposed solutions. Personally lead discussions for critical or high-priority proposals to ensure comprehensive alignment with client goals.
  • Solution Design: Drive the solutioning for client proposals, ensuring comprehensive communication of the solution while aligning it with the client's needs and optimizing customer journey experiences.
  • Storyline Development: Ensure proposals have a clear, client-centric narrative that effectively communicates the problem, solution, and expected outcomes. Integrate visual storytelling to enhance engagement (e.g. infographics, diagrams).
  • Personalization: Tailor proposals to reflect the specific needs and goals of each client, incorporating personalized insights and relevant client references to build stronger connections.
  • Collaboration: Work closely with both technical and non-technical stakeholders (sales, product, BA, UI/UX and technical teams) to gather the necessary information and create cohesive proposals that address client pain points.
  • Process Optimization: Continuously review and refine the presales process to improve efficiency, reduce turnaround times, and increase win rates.
  • Team Leadership: Build and manage a strong presales team, fostering growth in both technical and client-facing skills. Empower the team to independently lead discussions and drive the presales process forward.
  • Training and Mentorship: Create and implement training programs for presales teams to foster a strong understanding of the company's offerings, proposal processes, and estimation techniques, ensuring consistency and expertise in presales documentation.
  • Stakeholder Management: Maintain relationships with key internal and external stakeholders to ensure alignment and support for presales initiatives.
  • Industry and Market Awareness: Stay updated on industry trends, AI implementations​, competitive offerings, and emerging technologies to ensure that proposals remain innovative and competitive.

Key Skills and Qualifications

  • Experience: 10+ years of experience in presales, solution architecture, or technical consulting, with a minimum of 5 years in a leadership role.
  • Technical Expertise: Strong understanding of digital commerce solutions and eCommerce Platforms, CRO, including platforms such as Adobe Commerce Cloud, emerging eCommerce trends such as Q-commerce, live commerce, and AI implementations and experience with integrations and custom development.
  • Leadership Skills: Proven ability to lead a presales team, establish processes, and drive standardization.
  • Solution Architecture: Expertise in designing and presenting tailored technical solutions that align with client business goals.
  • Communication Skills: Exceptional communication skills, with the ability to articulate complex technical solutions to both technical and non-technical audiences.
  • Organizational Skills: Ability to manage multiple proposals simultaneously and ensure timely delivery.
  • Sales Alignment: Work closely with sales teams to support deal closure and contribute to revenue generation.
  • Customer-Focused: A strong customer-centric approach, with the ability to build relationships and deliver solutions that drive customer success.
  • Bachelor’s Degree: Degree in Computer Science, Engineering, or a related field. Advanced degrees or certifications (e.g., TOGAF, AWS, Adobe Commerce certification) are a plus.

Additional Requirements

  • Practical use of FITD (Foot-in-the-Door) techniques and accelerators
  • Ability to thrive in a fast-paced, dynamic environment with a focus on delivering high-quality results.
  • Willingness to travel for client meetings and industry events as needed, both domestically and internationally


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