Pre-Sales Manager

About the Role
In this role, you will act as the technical and solution lead throughout the sales cycle, collaborating closely with Sales to understand customer requirements, define suitable solutions, and support commercial closures. You will ensure Sales teams are equipped to present the company solutions effectively through regular product training, competitive positioning, technical updates, and sales enablement sessions. Additionally, you will establish an efficient working model between Sales and PreSales with clear responsibilities and qualification standards.

Responsibilities

• Enablement & Sales Partnership

  • Act as the technical and solution lead throughout the sales cycle.
  • Support Sales in the pipeline while establishing a PreSales QA process to ensure customer requirements, solution scope, and commitments are understood before progressing opportunities.
  • Conduct sufficient customer discovery and qualification before demonstrations to focus on actual operational and business needs.
  • Coach Sales colleagues on identifying technical requirements, integration dependencies, and potential solution risks earlier in the sales cycle.

• Customer Discovery & Solution Consulting

  • Lead detailed discovery sessions with prospective customers, covering operational, technical, and business requirements.
  • Analyze the customer's technology landscape and challenges, translating these into appropriate the company solutions.
  • Serve as a trusted solution advisor and challenge customer requirements when necessary.
  • Identify technical gaps and implementation risks early to address them before commercial commitments are made.

• Demonstrations & Solution Design

  • Plan, prepare, and deliver customer-specific product demonstrations.
  • Develop scenarios reflecting the customer's use cases and operational workflows.
  • Manage technical solution scoping and support Proof of Concept activities as appropriate.
  • Ensure solutions presented during sales are realistic, deliverable, and align with the company's capabilities.

• RFPs, Proposals & Technical Sales Support

  • Own the technical elements of RFPs, RFIs, proposals, and customer questionnaires.
  • Support Sales with solution architecture and technical documentation during customer evaluations.
  • Participate in workshops, presentations, tender processes, and technical evaluation sessions.
  • Assist in addressing technical objections and competitive questions during the decision-making process.

• Cross-functional Collaboration & Handover

  • Act as the liaison between Sales, customers, Product, Implementation, and technical teams throughout the sales process.
  • Provide structured feedback to relevant Product teams based on customer and market requirements.
  • Ensure a clear handover from PreSales/Sales to Implementation to reduce the risk of missed requirements.
  • Maintain awareness of the company's wider portfolio to identify relevant cross-product opportunities during discussions.

• Market & Competitive Knowledge

  • Stay informed about the hospitality technology landscape, including competing PMS, POS, and related platforms.
  • Provide practical competitive intelligence gained from customer engagements to assist Sales.
  • Help strengthen the company's market positioning by identifying recurring customer requirements and competitor strengths or weaknesses.

• Ownership

  • Take ownership of assigned PreSales opportunities and ensure actions are completed within timelines.
  • Maintain visibility over active PreSales engagements and proactively identify where additional support is required.
  • Continuously improve PreSales methodologies, demonstration standards, documentation, and internal processes.

Requirements

• 5+ years of relevant experience in hospitality technology, ideally in PreSales, Solution Consulting, or technical sales.
• Strong organizational skills and understanding of the Cloud/SaaS business model in a fast-paced environment.
• Strong hotel operational knowledge, particularly in PMS, and a comprehensive understanding of hotel operations beyond software features.
• Experience with PMS and knowledge of the hotel technology ecosystem: POS, payments, integrations, distribution, etc.
• Proven customer-facing demonstration skills, with the ability to run discovery and tailor demonstrations effectively.
• Experience in requirements gathering and solution scoping; capable of transforming operational/customer needs into credible solutions.
• Familiarity with supporting RFPs/RFIs, proposals, and technical questionnaires.
• Ability to communicate technical concepts to both hotel operations and IT stakeholders.
• Strong English communication and presentation skills; Arabic is a plus.
• Comfortable working alongside Sales throughout the opportunity from qualification through to implementation.
• Fast learner, open to feedback.

Benefits

• Opportunity to contribute to the growth of the company's presence in Saudi Arabia and the Middle East.
• Role with substantial impact, working directly with customers and shaping solutions for leading hospitality companies.
• Exposure to enterprise hospitality technology and strategic sales opportunities.
• Collaboration across various areas of hotel technology, including PMS, POS, payments, and integrations.
• Work with a diverse, international team knowledgeable about hospitality and technology.
• Access to a working environment promoting ownership, initiative, and the ability to influence market approaches.
• Opportunities for professional development as the company expands.
• Exposure to international customers and industry stakeholders, providing valuable experience.
• Competitive compensation and benefits package.

The company provides a challenging and creative environment full of freedom and responsibility, allowing you to help shape the company's future.