Global Head of Presales Consulting
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Job Description
Global Head of Presales Consulting leading technical wins and shaping solutions for Primion Technology. Collaborating with Sales, Product, and Customer Success to influence strategy and meet customer needs.
Responsibilities:
- Define the presales engagement model by segment and stage (discovery, demo, POC/pilot, value engineering).
- Build industry and solution playbooks; curate demo assets, reference architectures, and ROI models.
- Establish global POC governance (success criteria, entrance/exit gates, resourcing, post-mortems).
- Partner with Product on competitive strategy and with Marketing on solution messaging.
- Implement technical win/lose analysis and continuous demo instrumentation.
- Develop a global lab/environment strategy and ensure security and compliance for demos.
- Define career paths and enablement for Solution Consultants; create a certification program and communities of practice.
- Forecast and allocate presales capacity; implement a request-to-engage process with SLAs.
- Success metrics: technical win rate and conversion by stage; reduced cycle time to technical validation; POC success rate and cost-to-close within guardrails; attach rate of multi-product solutions and competitive displacement wins; pipeline coverage per Solution Consultant; SLA adherence; enablement certifications completed.
Requirements:
- 10+ years in sales, presales, or commercial roles with cross-functional leadership experience
- Strong stakeholder management, coaching, and change management skills
- Deep understanding of the sales lifecycle, bid governance, cost estimation, and margin control
- Proficiency with CRM, ERP, CPQ, and project management tools
- Excellent communication and influencing skills, with resilience under pressure
- Degree in Business, Engineering, or a related field; MBA preferred
- Knowledge of the product portfolio, competitive landscape, and value proposition design
Benefits:
- Impact: Lead strategic technical engagements that drive critical enterprise wins and shape the future of our product offerings worldwide.
- Innovation: Champion adoption of cutting-edge tools, processes, and value-based selling methodologies to continuously improve presales effectiveness and customer experience.
- Excellence: Build and mentor a high-performing, diverse presales team, fostering a culture of continuous learning, best-practice sharing, and professional certification.
- Growth: Gain broad cross-functional exposure by collaborating with Sales, Product, Engineering, and Marketing on complex, high-value deals, expanding your leadership and technical expertise.
- Collaboration: Work with passionate global teams across multiple regions, bringing together diverse perspectives to solve complex challenges and deliver integrated customer solutions.
- A modern working environment: Benefit from flexible, remote-friendly work policies supported by advanced digital collaboration tools.
- Security: Long-term prospects with a permanent employment contract and 30 days' vacation.
- Competitive compensation package, company pension scheme, capital-building benefits, and occupational and company medical offers.
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