Role Overview
The Director of Presales will lead the pre-sales function, driving strategic opportunity management, business development operations, and sales enablement. This role ensures high-quality proposal delivery, accurate pricing and estimation, and effective resource allocation to maximize win rates and revenue growth. The ideal candidate will also bring prior experience in Marketing Technology solutions, enabling strong alignment with digital transformation initiatives.
In this role, the pre-sales director interacts closely with global senior stakeholders including competency leaders, account growth teams, sales organization and business leaders
Key Responsibilities
Opportunity Management
- Oversee proposal and RFP/RFI responses, ensuring timely, high-quality submissions.
- Drive pricing and estimation strategies aligned with business objectives.
- Implement opportunity tracking mechanisms for visibility and accountability.
- Design and manage success incentivizing programs to motivate teams.
- Collaborate with various internal teams in coming-up with right approach and solutions for RFP
Business Development Operations
- Establish and manage opportunity intake and tracking processes.
- Define qualification and prioritization frameworks for incoming opportunities.
- Ensure resource planning and allocation for presales engagements.
- Develop measurement and reporting dashboards for presales performance.
- Identify and organize creation and maintenance of templates, boilerplates, and case studies for reuse.
- Own and maintain a shared repository of capability decks, historical proposal responses estimations and other supporting artefacts related to the proposals.
Sales Support
- Promote capability awareness across internal and external stakeholders.
- Foster relationship-building with key clients and partners.
- Aid sales teams through leading client/account research, market research and industry research
Required Skills & Experience
- 15+ years in presales, solution consulting, or business development roles.
- Proven experience in proposal management, pricing, and estimation.
- Strong understanding of sales processes, CRM tools (e.g., Salesforce), and RFP platforms.
- Prior experience in Marketing Technology solutions (e.g., Adobe Experience Cloud, Salesforce Marketing Cloud, CDPs, personalization platforms).
- Excellent leadership, communication, and stakeholder management skills.
- Ability to develop frameworks, processes, and governance models for presales operations.
- Strong understanding of Digital project delivery
