Pre-Sales Manager

Position : Pre-Sales Manager (ICT Solutions)

Location:
KL Office Scope of Works:
• Solution Design & Architecture
• Understand customer business and technical requirements through discussions, workshops and site visits.
• Develop end-to-end ICT solutions based on customer requirements, budget and business objectives.
• Design solutions covering areas such as:
• End User Computing / Workplace Solutions
• Servers and Storage
• Data Centre Infrastructure
• Cloud Computing / Hybrid Cloud
• Backup and Disaster Recovery
• Applications and Software Solutions
• ICT Professional Services
• Cyber Security solutions through internal and external technology partners
• Develop solution architectures, high-level designs, technical specifications, bills of materials and solution descriptions.
• Ensure proposed solutions are technically feasible, scalable, supportable and commercially competitive.
• Identify opportunities to integrate multiple technology platforms into a single customer solution.
• Customer Engagement
• Participate in customer meetings, technical discussions, requirement-gathering sessions and workshops.
• Act as the technical point of contact during the pre-sales cycle.
• Present proposed solutions and conduct product/solution demonstrations where required.
• Understand customer pain points and translate them into technology and business solutions.
• Respond to technical queries, RFI/RFQ/RFP requirements and tender clarifications.
• Build credibility and strong working relationships with customer technical and management stakeholders.
• Tender & Proposal Support
• Lead the technical solutioning component of RFP, RFQ and tender opportunities.
• Review tender requirements, specifications, evaluation criteria and compliance requirements.
• Develop technical solution write-ups, solution architecture, implementation methodology, project scope and technical responses.
• Work closely with the Proposal Executive to ensure proposals are complete, accurate and compliant.
• Review technical and commercial proposals before submission.
• Support tender presentations, technical clarification sessions and customer negotiations.
• Technology Partners & Vendors
• Work with OEMs, distributors, cloud providers, software vendors and specialist technology partners to develop integrated solutions.
• Obtain and evaluate technical information, configurations, pricing and solution proposals from partners.
• Coordinate with partners on solution design, sizing, demonstrations, proof-of-concepts and technical clarifications.
• Maintain good knowledge of relevant technology trends, product roadmaps and competitive offerings.
• Identify new technologies and solutions that can strengthen the company's portfolio.
• Commercial Solutioning
• Develop solution costing and bills of materials in collaboration with sales, procurement and vendors.
• Understand project margins, recurring costs, professional services requirements and total cost of ownership.
• Propose alternative architectures or technologies where appropriate to improve competitiveness and profitability.
• Ensure proposed solutions are commercially viable and aligned with company objectives.
• Support sales teams in solution positioning and value proposition development.
• Internal Coordination
• Work closely with Sales, Proposal, Project Management, Engineering, Procurement, Finance and Operations teams.
• Provide technical input during opportunity qualification and sales strategy discussions.
• Support project handover from pre-sales to delivery teams.
• Ensure proposed scope, assumptions, exclusions and technical requirements are clearly documented.
• Assist in resolving technical issues arising during contract negotiation or project mobilisation.
• Solution Development & Continuous Improvement
• Develop reusable solution architectures, proposal content, technical templates and solution libraries.
• Maintain knowledge of industry trends including cloud, AI, cybersecurity, data centre, workplace technology and infrastructure.
• Develop reference architectures and standard solution packages.
• Identify opportunities to improve the company's solution portfolio and go-to-market offerings. Qualifications &

Requirements:
• Certifications are advantageous, such as:
• Microsoft / Azure
• AWS
• VMware
• Cisco
• HPE / Dell Technologies / Lenovo
• Veeam
• Fortinet / Palo Alto / other cybersecurity certifications
• ITIL
• TOGAF