Pre-Sales Business Development Manager
Job Summary
This role bridges the gap between technical expertise and commercial ownership, requiring a candidate to independently manage the full sales cycle for complex IT services. You will engage with enterprise and government clients at a technical level, scoping solutions and managing proposals from initial discovery to contract closure. The position is ideal for someone with deep technical knowledge in CMS architecture and application development who excels in consultative selling.
Responsibilities
- Lead technical discovery and proposal writing
- Conduct solution presentations and demos
- Manage end-to-end B2B sales cycle
- Negotiate commercial terms and contracts
- Drive account growth and upsell opportunities
Required Skills
- 3+ years in technical pre-sales or solutions consulting
- Expertise in CMS platforms and web architecture
- Experience with RFI/RFP and government tenders
- Strong consultative selling and negotiation skills
- Excellent English communication
Job Details
KEY RESPONSIBILITIES
Technical Pre-Sales
- Lead technical discovery sessions: ask the right questions, uncover infrastructure constraints, integration requirements, and platform gaps.
- Write polished, technically credible proposals and quotations, covering scope, approach, assumptions, deliverables, and pricing.
- Conduct solution presentations and product demonstrations for enterprise and government stakeholders, including IT directors, CTOs, and procurement panels.
- Respond to RFIs and RFPs: translate client requirements into well-structured, technically accurate responses.
- Liaise closely with project managers, developers, and UX leads to validate technical feasibility and produce realistic timelines and cost estimates.
Commercial & Business Development
- Own the full sales cycle from inbound lead qualification through needs discovery, solution scoping, proposal, negotiation, and contract close.
- Qualify and prioritize inbound enquiries: identify client readiness, budget, decision-making structure, and strategic fit.
- Develop and maintain relationships with key stakeholders at multiple levels to build internal champions within each account.
- Negotiate commercial terms including scope, pricing, payment milestones, and contractual conditions.
- Own the post-sale relationship: ensure smooth handover to the delivery team and proactively identify upsell and cross-sell opportunities.
- Manage and grow key accounts based on the client’s evolving digital needs.
REQUIREMENTS
Technical Background
- 3 years of experience in a technical pre-sales, solutions engineering, or solutions consulting role within an IT services, digital agency, or system integration company.
- Hands-on familiarity with enterprise CMS platforms (Sitecore, Sitefinity, WordPress, or headless CMS) to advise clients on platform selection and architecture.
- Understanding of web application architecture: .NET/PHP development, REST API design, system integration patterns, and cloud deployment (AWS, Azure, or GCP).
- Demonstrated ability to scope complex, multi-component digital projects and produce technically accurate proposals independently.
- Prior experience responding to government or enterprise RFIs/RFPs, including GeBIZ tenders.
- Background as a developer, technical BA, or solutions architect is ideal.
Commercial & Sales Skills
- Proven track record owning the full B2B sales cycle for complex, high-value IT services engagements.
- Excellent consultative selling skills and ability to navigate multi-stakeholder decision-making processes.
- Strong negotiation skills regarding commercials, contract terms, and pricing at a senior level.
- Excellent English communication skills, written and verbal.
- Self-directed, commercially accountable, and rigorous about pipeline hygiene.