The Presales Lead – Digital Transformation is responsible for leading all presales activities across the company's DT portfolio, translating client requirements into compelling technical and commercial propositions. The role covers ECM/EIM solutions (M-Files, Doxis, OpenText), outsourcing/manpower solutions, custom application development, and the in-house G Sign product, working closely with Sales and Delivery teams to win business and ensure solutioning accuracy.
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Location
Dubai, Dubai, United Arab Emirates
Responsibilities
- Lead the development of technical proposals, solution architectures, and presentations for ECM/EIM (M-Files, Doxis, OpenText), outsourcing, and custom application opportunities.
- Champion the company's in-house G Sign product (Joget-based) during client engagements – demonstrate capabilities, map client requirements to product features, and manage POC delivery.
- Own the response process for RFPs, RFQs, and tenders in collaboration with Sales – ensure technical and commercial accuracy and on-time submission.
- Conduct discovery workshops and requirement-gathering sessions with client stakeholders (CIOs, IT Managers, Department Heads) to define solution scope.
- Deliver product demonstrations and manage proof-of-concept engagements for ECM platforms and G Sign.
- Collaborate with the delivery team to produce delivery scope, effort estimates, and implementation timelines for inclusion in proposals.
- Maintain up-to-date knowledge of competitor offerings and market positioning; provide input on differentiating the company's solutions.
- Maintain working relationships with technology partners (M-Files, Doxis, OpenText, Joget) to stay current on product capabilities, roadmaps, and partner presales resources.
- Guide and develop the Presales Analyst (Issa Yousef), ensuring quality of outputs and professional growth.
- Work hand-in-hand with the Sales Director and Sales Account Managers to qualify opportunities, shape deal strategy, and support client meetings.
- Maintain a library of reusable presales assets including case studies, solution decks, proposal templates, and ROI calculators.
Qualifications
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Educational Qualification Requirements:
- Bachelor's degree in Computer Science, Information Technology, or a related field from a recognised university.
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Skills & Professional Requirements:
- Deep functional and technical knowledge of ECM/EIM platforms (M-Files, Doxis, OpenText preferred). Familiarity with low-code platforms (Joget or similar is an advantage).
- Strong proposal writing, solution presentation, and visual communication skills.
- Proficiency in MS PowerPoint, Visio/diagramming tools, and CRM systems.
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Experience Requirements:
- 7+ years in presales, solution consulting, or technical sales roles within the enterprise software or digital transformation space.
- Hands-on experience with ECM/EIM solution presales in the UAE/GCC.
- Prior experience with government sector accounts is preferred.
- Demonstrated track record of supporting winning bids on enterprise technology deals.
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Attributes and Behaviours:
- Highly articulate with the ability to simplify complex technical concepts for varied audiences.
- Creative problem-solver who thrives in competitive sales situations.
- Collaborative and proactive – strong team player who builds trust with sales, delivery, and clients alike.
- Passion for digital transformation and staying ahead of market trends.
