Presales Manager

Key Responsibilities:

1. Presales Leadership & Strategy (40%) * Team Leadership: Lead, mentor, and manage a small team of Presales Engineers/Solution Architects, fostering a culture of technical excellence, collaboration, and continuous improvement. * Strategic Alignment: Work closely with the Sales Manager to understand sales pipelines, identify key opportunities, and develop winning presales strategies for target accounts. * Executive Collaboration: Collaborate with the CEO on strategic presales initiatives, market positioning, and long-term business development. * Technical Vision: Drive the technical vision for proposed solutions, ensuring alignment with client requirements, industry best practices, and IBM's technology roadmap. * Resource Allocation: Effectively allocate presales resources (team members, technical labs) to support active sales engagements, ensuring optimal utilization and coverage. * Performance Management: Set clear performance objectives for the presales team, conduct regular performance reviews, and facilitate professional development.

2. Solution Design & Technical Expertise (30%) * Solution Architecture: Lead the architectural design of complex IBM-centric solutions across: * Digital Transformation: Cloud Pak for Integration, Hybrid Cloud, Automation. * Integration: API Connect, MQ, App Connect, DataPower. * Data & AI: Db2, Cloud Pak for Data, Watson AI, SPSS, Planning Analytics. * Middleware: WebSphere Application Server, Liberty, BPM, ODM. * System Engineering: IBM Z, LinuxONE, Power Systems (AIX/IBM i/Linux), Storage. * Technical Deep Dive: Possess a deep understanding of IBM software and hardware products within the specialization areas, including licensing models, deployment options (on-premise, cloud, hybrid), and integration capabilities. * Needs Analysis: Conduct in-depth technical discovery sessions with clients to uncover business challenges and translate them into technical requirements. * Innovation & Best Practices: Stay abreast of the latest IBM product releases, industry trends, and competitive landscapes. Drive the adoption of new technologies and best practices within the presales team.

3. Client Engagement & Proposal Development (20%) * Presentations & Demos: Deliver high-impact technical presentations, solution overviews, and product demonstrations to prospective clients, adapting content to various technical and business audiences. * Proof of Concepts (POCs): Oversee and actively participate in the design, execution, and successful completion of Proof of Concepts (POCs) to validate proposed solutions and demonstrate value. * Proposal Management: Cooperate closely with the Service Delivery Manager and sales team in preparing comprehensive, technically accurate, and commercially compelling proposals, Statements of Work (SOWs), and tenders. * RFP/RFI Response: Lead the technical response to RFPs (Request for Proposals) and RFIs (Request for Information), ensuring clarity, accuracy, and strategic alignment. * Client Relationship Management: Build and maintain strong technical relationships with key client stakeholders, acting as a trusted advisor.

4. Continuous Learning & Knowledge Management (10%) * Training & Development: Identify training needs for the presales team and facilitate continuous learning through IBM certifications, workshops, and knowledge-sharing sessions. * Knowledge Repository: Develop and maintain a comprehensive knowledge base of solution architectures, demo environments, competitive intelligence, and client success stories. * Feedback Loop: Provide valuable technical insights and market feedback to IBM and internal product/service development teams.

Requirements

• Education: Bachelor's degree in Computer Science, Information Technology, Engineering, or a related field. Master's degree is a plus.
  
• Experience:
  
• Minimum of 8-10 years of experience in a presales, solution architecture, or senior technical consulting role within the IT industry.
  
• Minimum of 3-5 years of experience in a leadership or team management role.
  
• Extensive hands-on experience and deep technical knowledge of IBM software and/or hardware products in at least three of the following areas: Integration (e.g., Cloud Pak for Integration, API Connect, MQ), Data & AI (e.g., Cloud Pak for Data, Db2, Watson), Middleware (e.g., WebSphere, BPM), System Engineering (e.g., IBM Z, Power Systems).
  
• Proven track record of successfully closing large and complex deals by providing technical expertise and compelling solutions.
  
• Experience working for an IBM Business Partner, ideally a Platinum Partner, is highly desirable.
  
• Technical Skills (Must-Have Expertise in multiple areas):
  
• IBM Integration: Cloud Pak for Integration, API Connect, MQ, App Connect, DataPower Gateway.
  
• IBM Data & AI: Cloud Pak for Data, Db2, Netezza, Watson AI Services, SPSS, Planning Analytics.
  
• IBM Middleware: WebSphere Application Server, Liberty, Business Process Manager (BPM), Operational Decision Manager (ODM).
  
• IBM System Engineering: IBM Z (z/OS, Linux on Z), IBM Power Systems (AIX, IBM i, Linux on Power), IBM Storage solutions.
  
• Cloud Platforms: Understanding of hybrid cloud architectures, Red Hat OpenShift, IBM Cloud, AWS, Azure, GCP.
  
• DevOps & Automation: Familiarity with CI/CD pipelines, containerization (Docker, Kubernetes), automation tools.
  
• Architecture Frameworks: Knowledge of enterprise architecture frameworks (e.g., TOGAF) is a plus.
  
• Soft Skills:
  
• Exceptional written and verbal communication skills in English and [Local Language, e.g., Arabic].
  
• Superior presentation and demonstration skills, with the ability to articulate complex technical concepts to non-technical audiences.
  
• Strong leadership, coaching, and mentoring abilities.
  
• Excellent interpersonal and relationship-building skills.
  
• Strong analytical and problem-solving capabilities.
  
• Ability to work effectively under pressure and manage multiple priorities in a fast-paced environment.
  
• Self-motivated, proactive, and results-oriented.
  
• Strong business acumen and understanding of client business drivers.
  

Certifications (Preferred):

• Relevant IBM Professional Certifications (e.g., IBM Certified Solution Architect, IBM Certified Specialist in specific product areas).
  

Benefits