Pre Sales -Executive
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Job summary
The Pre-Sales Resource will be responsible for driving demand creation, supporting sales teams in opportunity conversion, and ensuring high-quality solution design and proposal management. The role focuses on building a strong pipeline, improving win rates, and delivering exceptional customer engagement during the pre-sales lifecycle.
Min Qualification:
Bachelors
Experience Level:
Mid level
Experience Length:
5 years
Language Requirement:
English
Working Hours:
Full Time - 9 to 5
Applicant Location:
Kenya
Job descriptions & requirements
1. Lead Generation & Pipeline Contribution
- Generate 3–5 qualified leads per quarter through events, demos, referrals, and solution workshops
- Drive demand creation initiatives in collaboration with sales and marketing teams
- Ensure 30–40% conversion of pre-sales–generated leads into opportunities
- Contribute to pipeline growth with a target of 3–4× annual revenue quota
2. Sales Support & Deal Enablement
- Provide 100% coverage for all qualified opportunities
- Support sales teams with solution positioning, demos, and technical validation
- Achieve a 45–55% win rate on pre-sales supported deals
- Accelerate the sales cycle, reducing closure time by at least 15% year-over-year
3. RFP & Proposal Excellence
- Manage end-to-end RFP responses and proposal development
- Ensure turnaround timelines:
- Standard RFPs: ≤ 5 working days
- Complex RFPs: ≤ 10 working days
- Maintain a ≥ 60% shortlisting rate for submitted proposals
4. Solution Design & Technical Quality
- Ensure 100% compliance between pre-sales solution design and delivery team sign-off
- Develop scalable, client-centric, and technically sound solutions
- Collaborate closely with delivery teams to ensure feasibility and alignment
5. Customer & Stakeholder Experience
- Maintain ≥ 90% customer satisfaction score during the pre-sales phase
- Minimize escalations to ≤ 2 per quarter
- Act as a trusted advisor to both clients and internal stakeholders
6. Knowledge & Market Intelligence
- Produce 1 market intelligence report per quarter (competitor analysis, pricing trends, RFP insights)
- Support development of at least 2 case studies per year
- Continuously update internal knowledge repositories
7. Cost, Effort & Productivity Management
- Ensure pre-sales effort per opportunity stays within approved benchmarks
- Optimize resource utilization and engagement efficiency
8. Governance, Risk & Commercial Discipline
- Maintain ≥ 95% accuracy in commercial and technical assumptions post-sale
- Identify and mitigate risks before deal closure (100% for key deals)
- Ensure 100% completeness in deal handover documentation
Key Skills & Competencies
- Strong solutioning and technical consulting skills
- Expertise in RFP management and proposal writing
- Excellent stakeholder management and communication
- Analytical mindset with market awareness
- Ability to work cross-functionally with sales, delivery, and marketing teams
Experience & Qualifications
- Bachelor’s degree in Business, Technology, or related field (MBA preferred)
- 5–10 years of experience in pre-sales, solution consulting, or sales engineering
- Proven track record in pipeline generation and deal support.
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