Presales Technical Consultant

About the Role / About the Job
We are seeking an experienced Presales Technical Consultant on a full-time, permanent basis. This role is critical in strengthening our presence across EMEA by expanding our footprint within enterprise and public sector organisations, and building momentum across key markets and accounts. You will work alongside regional sales colleagues to understand customer requirements, align our products and services to those needs, and provide the technical confidence required to progress complex opportunities.

This position combines customer-facing technical engagement, solution positioning, demonstration development, tender input, and product feedback, ideal for those who can translate operational problems into compelling technology use cases, support sales progression, and represent our organization credibly in front of senior, operational, and technical stakeholders.

Customer Requirements & Solution Alignment

• Engage customers and partners across EMEA, spanning both public sector and commercial organisations.
• Lead technical discovery conversations to understand customer requirements, operational challenges, success criteria, and procurement drivers.
• Map client needs to our products, services, integrations, and delivery options.
• Translate customer problems into clear technical approaches, solution narratives, and value-based use cases.
• Support early opportunity shaping by helping customers understand what is technically possible and how we can support their mission or business outcomes.

Demonstrations, Presentations & Opportunity Support

• Develop, configure, and deliver tailored demonstrations of our technology to support opportunity progression.
• Create demonstration scenarios reflecting customer use cases, sector-specific workflows, and operational priorities.
• Present our technologies clearly and confidently to business, operational, and technical audiences.
• Use demonstrations to build customer confidence, clarify requirements, address objections, and seek commitment to next steps.
• Support workshops, discovery sessions, webinars, and digital engagements that help progress opportunities through the sales cycle.

Tender, Proposal & Bid Support

• Provide technical input into tenders, proposals, statements of work, and customer response documents.
• Develop clear product descriptions, capability summaries, architecture explanations, and technical responses aligned to customer requirements.
• Work with Sales, Product, Delivery, and other internal teams to ensure responses are accurate, compelling, and deliverable.
• Support the creation of proposal content that explains how our products and services deliver operational impact and measurable value.
• Contribute to compliance responses, requirement matrices, demonstration scripts, and supporting technical collateral.

Internal Collaboration & Product Feedback

• Work closely with Product and Development teams to identify recurring customer demands, capability gaps, and enhancement opportunities.
• Capture field feedback and translate it into clear roadmap request items, use cases, and prioritisation evidence.
• Maintain awareness of current and planned product capabilities to ensure customer messaging is accurate and realistic.
• Collaborate with Delivery teams to support smooth transition from pre-sales engagement into implementation planning.
• Share market and customer insight with Sales, Product, and Leadership teams to support positioning and go-to-market activity.

Conferences, Exhibitions & Market Engagement

• Attend conferences, exhibitions, customer events, and partner engagements across EMEA as required.
• Demonstrate and present our technologies in face-to-face and digital settings.
• Engage prospects and customers in discussions about their use cases, operational problems, and technology needs.
• Support event preparation, demonstration environments, messaging, follow-up activity, and technical qualification of leads.
• Be willing to travel regularly across the region to support sales campaigns, customer meetings, and strategic events.

Required Qualifications

• Experience in technical sales, pre-sales, solution consulting, sales engineering, product consulting, or a related customer-facing technology role.
• Strong ability to understand customer requirements and translate them into relevant product and service solutions.
• Experience developing and delivering software demonstrations to business, operational, and technical audiences.
• Ability to contribute technical content to tenders, proposals, bid responses, and customer-facing documentation.
• Strong communication, presentation, and stakeholder engagement skills.
• Ability to work effectively with Sales, Product, Development, Delivery, and partner teams.
• Willingness to travel across EMEA and represent our organization at customer meetings, conferences, and exhibitions, with up to 50% of time allocated to travel expected.

Preferred Background

• Experience within enterprise software, analytics, data platforms, investigation, intelligence, or mission-critical environments.
• Exposure to public sector, defence, law enforcement, national security, financial crime, or regulated industries.
• Experience working with partners, systems integrators, consultancies, or partner-led sales models.
• Understanding of customer workflows, operational use cases, data integration, analytics, and decision-support technologies.
• Background in enterprise technology, consulting, delivery, product management, or technical implementation environments.