About the Role
The Senior Manager Presales will lead and manage the company's pre-sales function in Dubai, focusing on solution design, technical bid management, and proposal excellence across all business lines. This role is responsible for translating customer requirements into winning, value-driven technology solutions that support revenue growth, strategic account development, and customer success. The ideal candidate is a solution-oriented technology leader with substantial experience in IT infrastructure, cybersecurity, cloud, and digital transformation within the UAE enterprise market.
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Key Responsibilities
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Strategic Pre-Sales Leadership
- Lead the pre-sales team across solution domains (Infrastructure, Cloud, Cybersecurity, Digital, Managed Services, and Applications).
- Partner with Sales Heads and Account Managers to qualify opportunities and design winning solution strategies.
- Drive technical win strategies in alignment with the company's portfolio and vendor ecosystem.
- Represent pre-sales in management reviews, forecasts, and strategic planning sessions.
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Solution Design & Bid Management
- Oversee the development of comprehensive technical and commercial proposals, RFP responses, and solution architectures.
- Ensure alignment of proposals with customer needs, compliance requirements, and the company's delivery capabilities.
- Work with delivery teams to validate solution feasibility and cost estimation.
- Maintain quality control and consistency in all bid submissions.
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Stakeholder & Customer Engagement
- Act as a trusted advisor to key clients and government stakeholders in Abu Dhabi.
- Lead technical presentations, workshops, and demos for strategic opportunities.
- Collaborate with internal teams (Sales, Delivery, Procurement, Finance) for seamless proposal execution.
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Team Management & Capability Building
- Manage and mentor a high-performing pre-sales team of solution architects and specialists.
- Drive continuous learning and certification across vendor technologies (Cisco, Microsoft, Palo Alto, Dell, Huawei, etc.).
- Introduce standard processes, templates, and tools for efficient proposal and cost modeling.
- Foster collaboration between pre-sales and delivery units to ensure seamless handover post-sales.
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Market & Technology Insights
- Monitor market trends, competitor offerings, and emerging technologies to strengthen the company's solution positioning.
- Liaise with principal vendors and partners to enhance the company's technical and commercial advantage.
- Support Go-to-Market (GTM) plans for new solutions and service lines.
Qualifications
- Bachelor’s Degree in Computer Science, Engineering, or related field (Master’s preferred).
- 10–15 years of experience in IT Pre-Sales, Solutions Architecture, or Technical Sales.
- Minimum 5 years in a leadership role within a system integrator or technology solutions provider in the UAE.
- Strong understanding of the company's key solution pillars:
- IT Infrastructure & Data Center
- Cybersecurity
- Cloud & Digital Transformation
- Managed Services
- Enterprise Applications / Smart Solutions
- Proven track record of managing complex bids and pre-sales teams across multi-domain solutions.
- Excellent communication, presentation, and negotiation skills.
- Vendor certifications (e.g., Cisco, Microsoft, VMware, AWS, or equivalent) are an advantage.
Additional Information
Compliance with policies and procedures based on the ISO standards adopted by the company.
