Pre-Sales Director
The Pre-Sales Director defines and articulates the organization's strategy for securing technical wins with prospective clients. He/ She focuses on developing key growth pre-sales strategies, tactics and action plans required to achieve revenue and/or sales targets. He advises the team on developing prototypes to ensure feasibility of solutions, and oversees the delivery of in-depth presentations and product demonstrations to clients. He solves complex problems and evaluates clients’ needs with different perspectives. He works in a fast-paced and dynamic environment, and travels frequently to clients' premises for technical sales pitches and meetings. He is familiar with client relationship management and sales tools. He possesses deep product and technical knowledge, and is knowledgeable of the trends, developments and challenges of the industry domain. The Pre-Sales Director is target-driven and client centric, and has the ability to foster collaboration between stakeholders. He has a deep understanding of key business industries and knowledge of products and services in the market. He is strongly committed to developing talent and inspires his team members to pursue a common vision.
Skills and Competencies
Technical Skills & Competencies
Generic Skills & Competencies
Critical Work Functions and Key Tasks
• Pursue up-sell and additional business development opportunities with existing customers
• Drive technical viability of proposed products and services
• Make recommendations for development and implementation of customisations and upgrades to existing products and services
• Oversee the development of technical product collaterals for use by sales staff and customers
• Advise the translation of clients' needs and business requirements into possible technical requirements and solutions
• Establish pre-sales parameters and protocols for the full portfolio of products and services
• Liaise with product management teams to define details of product and service roadmap
• Advise internal stakeholders on customers’ needs, priorities and market trends
• Develop strategies to improve renewal rates of using the organization’s products and services among existing customers
• Oversee delivery of proposals, presentations, trainings and product demonstrations to customers
• Advise the team on narrative and message framing of presentations on solution recommendations
• Articulate projected benefits of the products and services to the customer
• Clarify customer concerns on the products and services
• Advise on technical aspects of contracts for negotiation
• Oversee the diagnosis of technical issues arising from the development of prototypes
• Oversee the development of Proof-of-Concepts to establish feasibility of products
and services based on the client’s needs and requirements
• Outline solution objectives, technical requirements, schedules, deliverables and cost estimates
• Manage the development of prototypes in collaboration with the customer and product development teams
• Manage the budget expenditure and allocation across teams and projects
• Monitor and track the achievement of the team’s achievements and key performance indicators
• Propose new operational plans, including targeted budgets, work allocations and staff forecasts
• Acquire, allocate and optimize the use of and allocation of resources
• Develop learning roadmaps to support the professional development of the team