About the Role
To work jointly with Technical Presales teams across all business lines (Advisory, Business Solutions, Products, and Subsidiaries) to support bid teams and the sales team in solution articulation, value-based proposal development, and competitive differentiation. The role focuses on aligning technical solutions with client needs in the cybersecurity and digital domains, ensuring compelling, differentiated, and commercially sound proposals that enable the sales team to win business.
Responsibilities
Act as a technical advisor to the sales team, assisting in client calls, RFx responses, and opportunity qualification to ensure technical feasibility and alignment with business objectives. Collaborate with SME within each business line (Cloud, Cybersecurity Managed Services, Advisory Services, and System Integration) to understand solution capabilities and differentiators. Support bid teams in articulating technical solutions clearly and persuasively in proposals, presentations, and tender responses. Develop value-based proposals that highlight business benefits, ROI, and competitive advantages tailored to client requirements. Analyze competitive landscapes and position company offerings to emphasize differentiation in cybersecurity and digital solutions. Ensure proposal consistency, accuracy, and alignment with company standards and client expectations. Participate in solution design workshops, bid reviews, and client meetings as needed to provide technical and strategic input. Maintain up-to-date knowledge of industry trends, emerging technologies, and competitor offerings in cybersecurity and digital domains.
Key Deliverables
Winning Proposals & Tender Responses: High-quality, compliant, and compelling technical and commercial proposals (RFx responses) that directly contribute to winning new business. Sales Enablement Materials: A repository of client-ready materials for the sales team, including solution briefs, competitive battle cards, case studies, and demonstration scripts. Value-Based Solution Articulation: Clear documentation and presentations that translate technical features into business benefits, ROI analysis, and competitive differentiation for specific opportunities. Technical Qualification & Support: Active participation in sales cycles, providing documented technical feasibility assessments and support during client calls and meetings to advance opportunities.
Qualifications
Minimum educational qualifications required for this role: Bachelor’s degree in Information Technology, Computer Science, Cybersecurity, Engineering or a related field. Proven experience (7+ years) in presales, solutions architecture, or technical consulting within cybersecurity, cloud, or digital transformation, with a strong track record of supporting sales. Strong understanding of cybersecurity frameworks, cloud technologies, managed services, advisory practices, and system integration. Experience in developing technical and commercial proposals for large-scale IT/cybersecurity projects. Excellent communication, presentation, and stakeholder management skills. Ability to translate complex technical concepts into business value propositions that resonate with clients and support sales messaging. Industry certifications (e.g., CISSP, AWS/Azure Architect, TOGAF, PMP) are a plus.
Required Skills
Problem Solving and Analytical Thinking: Ability to analyze complex cybersecurity issues and apply critical thinking to resolve them. Attention to Detail: Precision in monitoring, assessing vulnerabilities, and ensuring compliance. Communication: Effective communication with team members, leadership, and other stakeholders. Adaptability and Learning Agility: Ability to keep up with rapidly evolving cybersecurity threats and technologies. Ethical Judgment and Professionalism: Applying ethical standards and professionalism in handling sensitive information and cyber risks. Decision Making Under Pressure: Responding promptly and effectively during cybersecurity incidents or emergencies. Collaboration and Coordination: Working across teams, departments, and sometimes with external partners.