Technical Pre-sales Consultant

Technical Pre-sales Consultant

 Dubai, AE

 

Permanent

ROLE: Technical Pre-Sales Consultant for an Enterprise IT hardware firm.

WHO WE ARE:
Our client is a pioneering start-up in enterprise-class infrastructure products. They are into developing and manufacturing enterprise-class server, storage, and network equipment to address the growing infrastructure demand in the Middle East Region. Our client aims to collaborate deeply with the UAE’s ecosystem and adopt an ambitious ‘Made-in-UAE’ plan, keeping development, manufacturing, and services functions within the UAE as it leverages its position as a global trading hub to reach markets worldwide.

WHAT’S IN IT FOR YOU:

With our client, you'll experience what it's like to build a great company from the ground up. As a pre-sales consultant you'll have the opportunity to meet hundreds of corporate and government leaders within a matter of months, earning the company the right to become part of their IT environments. You'll find ways to be valuable to the leading companies of the UAE, the Middle East, and beyond. You'll engage in fierce competitive battles with established vendors and suppliers, creatively overcome numerous objections, and ultimately make an impact with our technologies. Once you secure the project, you'll expand your support to the product and delivery teams to ensure that those first references are successful.

You will need a lot of knowledge to excel in this role, but you must also be open to unlearning. We will challenge you and support your learning and development in our diverse team from day one. At the same time, you will have the freedom and ownership of your work. As one of the early joiners, if you succeed, the potential for financial success is significant, your impact on the company is substantial, and the respect from your customers is solid.

WHO WE NEED:

YOUR MISSION:  Support the sales team in delivering ambitious sales targets with high-quality technical expertise and the ability to build trust with the technical teams on the client side. To the sellers, serve as sherpa to focus on the right use case inside the customer complex IT landscape. To the customer, serve as their technical advocate, bringing insights to the product team for continuous development

YOUR DESIRED OUTCOMES:

• Support the sales team in closing their ambitious targets by delivering presentations, collecting and validating client technical requirements, arranging PoCs, and quoting in an optimal way from a cost perspective

• Manage presale activities simultaneously in the Sales Pipeline (assuming daily actions are not required simultaneously)

• Create industry-specific detailed collaterals (sales decks, whitepapers) for positioning the company products in the first three months. Connect with product and sales teams for necessary support  

• Create PoC guidelines for standard use cases (e.g., standalone server, server for Vmware platform, server for RedHat platform (RHEV, Openshift), server for HPC workload, server for AI workload, all-flash storage, mixed-workload storage, cold/archive storage) in the first three months.

• Work closely with multiple product teams to accomplish this. Each PoC document shall be structured to be completed in two weeks and successfully executed afterward in real PoCs.

• Build working relationships with technical teams of strategic clients, develop an understanding of their needs (PoV), become a trusted source of information, and propose initiatives that client products can be part of inside those clients.

• Establish and maintain a knowledgebase of technical sales collateral as well as customer presale projects in the company’s intranet portals.

• Prepare comparison sheets/battle cards of each company product vs key competitor’s relevant products.

 

YOUR REQUIRED BACKGROUND:

• Bachelor or above in computer science, engineering or other technical discipline or equivalent experience with references

• Proven experience in technology consulting/pre-sales/technical sales experience

• Startup experience is a strong plus

• Arabic proficiency in speaking and writing is a strong plus

• Track record in competitive sports, music or performance arts is a plus
   

YOUR TRAITS:

• Efficiency & Organization: Maximizes output while effectively planning and prioritizing tasks.

• Integrity & Commitment: Upholds ethical standards and consistently follows through on agreements.

• Curiosity & Quick Learning: Demonstrates a strong interest in enterprise tech and rapidly absorbs new information.

• Attention to Detail & Strategic Thinking: Ensures critical details are not overlooked while identifying opportunities and threats through trend analysis.

• Proactivity & Adaptability: Takes initiative and adjusts swiftly to changing circumstances.

• Calm Under Pressure & Persistence: Maintains performance under stress and demonstrates tenacity in achieving goals.

• Creativity & Enthusiasm: Innovates solutions and exhibits a positive, passionate attitude.

• Collaboration & Communication: Fosters teamwork and articulates ideas clearly, both verbally and in writing.

• Receptiveness to Feedback: Open to criticism and values diverse perspectives.
   

Technology/product competencies:

• Enterprise IT Landscape: Understands high-level applications, infrastructure needs, and vendor differences in the hardware market.

• Solution Creation: Proficient in developing specifications and solutions using configurators and manually, covering enterprise servers, networks, storage, and IT architecture.

• Cloud & DevOps: Knowledgeable in cloud technologies, DevOps practices, and AI/ML concepts.

• Business Continuity: Familiar with disaster recovery approaches and bid management.

• Coding Skills: Basic coding/scripting skills (desirable).