Pre-Sales Manager (ICT Solution)

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