Presales Head

We are seeking a Presales Head for South Africa to lead technology solutioning, presales strategy, and demand creation across key industries and accounts.

This role will act as the technology and solution orchestration lead, working closely with Sales, Business Groups, Partners, and Customers to drive qualified pipeline, shape large opportunities, and position as a trusted transformation partner.

Key Responsibilities

Technology & Solution Leadership

• Act as the technology lead for presales engagements in South Africa
  
• Own end‑to‑end solution design and deal shaping across offerings
  
• Orchestrate integrated solutions across multiple service units (Digital, Cloud, Applications, Infrastructure, Industry Solutions, etc.)
  
• Ensure proposed solutions are technically sound, scalable, and aligned to customer business outcomes
  

Presales & Opportunity Orchestration

• Creation of Pre-sales Strategy
  
• Lead presales activities across qualified leads and strategic opportunities
  
• Partner with Sales to shape, qualify, and progress opportunities through the pipeline
  
• Drive high‑quality RFP/RFI responses, proposals, and client presentations
  
• Support pricing, value articulation, and commercial positioning
  

Customer Engagements

• Building and nurturing connects and relationships with C‑level and senior customer stakeholders
  
• Lead solution workshops, discovery sessions, and executive presentations
  
• Translate customer business challenges into technology-led transformation roadmaps
  
• Establish as a trusted advisor rather than a transactional vendor
  

Industry Engagements

• Engage with industry forums, client events, and executive roundtables
  
• Build strong understanding of industry-specific challenges and trends
  
• Align solutions to industry use cases and vertical priorities
  
• Support thought leadership and market positioning initiatives
  

Partner Engagements

• Work closely with strategic technology and ecosystem partners
  
• Co-create joint solutions and go-to-market propositions in collaboration with Service Units.
  
• Support partner-led opportunities and joint demand generation initiatives
  
• Strengthen partner influence in complex deals
  

Lead Generation & Demand Creation

• Support lead generation and demand creation activities in collaboration with Sales and Marketing
  
• Contribute to account-based marketing and campaign planning
  
• Drive solution-led conversations that convert interest into qualified opportunities
  
• Track and support movement of opportunities through the sales funnel
  

Governance & Collaboration

• Collaborate Business Groups, Service Units, and delivery teams
  
• Ensure adherence to presales processes and quality standards
  
• Provide inputs for pipeline reviews, deal governance, and leadership updates
  
• Ensure adherence to sales values and processes
  

Core Presales & Technology Skills

• Strong technology breadth across enterprise IT, digital, and transformation solutions
  
• Proven ability to orchestrate multi‑tower, multi‑ISU solutions
  
• Deep experience in presales, solutioning, and deal shaping
  
• Strong understanding of enterprise architecture and integration concepts
  

Sales & Commercial Acumen

• Experience in enabling Consultative selling
  
• Experience supporting large, complex, and strategic deals
  
• Ability to articulate business value, ROI, and outcomes, not just technology
  
• Strong understanding of sales cycles, pipeline management, and deal qualification
  

Customer & Stakeholder Skills

• Executive‑level communication and presentation skills
  
• Ability to influence and engage senior customer decision-makers
  
• Strong collaboration skills across sales, delivery, partners, and leadership
  

Leadership & Professional Skills

• Ability to lead through influence rather than authority
  
• Structured, outcome‑driven, and detail‑oriented
  
• Comfortable operating in a matrixed, global organization
  
• High degree of professionalism, ownership, and accountability
  

Qualifications

Essential

• Bachelor’s degree in engineering, Technology, Business, or related field
  
• 20+ years of experience in presales, solution architecture, or consulting roles
  
• Strong experience in enterprise / B2B technology environments
  
• Proven exposure to customer-facing and partner-facing roles
  
• Fluency in English
  

Preferred

• Experience working in IT services, consulting, or system integration firms
  
• Industry experience in one or more key verticals (Public Sector, Financial Services, Telecom, Energy, Mining, Retail etc.)
  
• Exposure to South Africa and broader Sub-Saharan Africa markets
  

Work Environment

• Based onsite at Johannesburg Office
  
• High degree of interaction with regional and global teams
  
• Opportunity to shape strategic, high-impact opportunities in the market