Pre-Sales Engineer

Purpose of the Role

You help partners and customers understand and select IBM Software solutions.
You translate business and technical requirements into a working solution, demonstrate this through demos and Proof of Concepts, and support Sales in closing deals.

Key Responsibilities

• Discovery & scoping
  Understand customer requirements, define the use case, and identify constraints and risks.

• Solution design
  Design the solution, select components, and define the high‑level architecture and approach.

• Demos & Proof of Concepts
  Deliver technical demonstrations (remote or onsite) and guide Proof of Concepts from setup to outcome.

• Sales support
  Provide technical input for proposals and quotes and support complex sales cycles.

• Partner enablement
  Help partners grow their technical capabilities through workshops, sessions, and knowledge sharing.

• Internal collaboration
  Work closely with Sales, Business Development, quoting, and vendor teams to accelerate opportunities.

• SaaS & subscription positioning (where applicable)
  Support renewals and proposals with SaaS and subscription offerings as the default approach.

Deliverables

• Solution proposals (high‑level design and technical rationale)

• Demo and PoC plans, execution, and recommendations

• Technical contributions to proposals and quotes

• Partner enablement sessions and workshops (content and delivery)

Stakeholders

• Sales / Business Development Managers

• IBM technical and enablement teams

• Partners (resellers, MSPs, ISVs) and end customers (IT, architects, security, operations)

Knowledge & Skills (Hard Skills)

Must‑have

• Experience in pre‑sales: discovery → solution design → demo/PoC → proposal

• Strong ability to explain complex topics in a clear way

• Confident technical presentation skills

• Fluency in Dutch

Nice‑to‑have (depending on portfolio focus)

• IBM Automation (e.g. integration, workflow, observability)

• Data & AI platforms

• Security, identity, governance

• Hybrid cloud and container platforms

Behavioural Competencies (Soft Skills)

• Customer‑focused and analytical mindset

• Ownership and accountability for demos and PoCs

• Strong collaboration with partners, IBM, and Sales

• Clear communication, even under time pressure

KPIs / Success Metrics (examples)

• Number of demos and PoCs delivered and conversion to opportunities

• Contribution to deal win‑rate

• Partner enablement impact (sessions delivered, attendance, feedback)

• Speed and quality of technical support in the sales cycle

Do you see yourself as our future colleague? If yes, please submit your application.

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