Job Description

Job Description

As the portfolio grows, so does the opportunity to improve how customer value is defined, quantified, and sold.

The Head of Presales is a newly created, senior cross-portfolio role with a clear mandate:
to build and embed world-class Solution Consulting and value engineering capability across the portfolio.

This is a hands-on role focused on driving meaningful change within PortCos, rather than developing centralised frameworks that sit outside the business. Value engineering is the primary gap today, and you will be responsible for building and scaling this capability.

Reporting into the M&A Group (via CRO/COO), you will partner closely with PortCo Sales Leaders, Solution Consulting leaders, and the broader operating team.

Key Responsibilities

Value Engineering (Core Priority)

• Build and embed value engineering capability across the portfolio, including ROI modelling, business case development, and economic impact quantification
• Ensure customer value is consistently articulated, evidenced, and tied to commercial outcomes
• Develop practical frameworks and tools that can be adopted and sustained within PortCos

Embedding Capability in PortCos

• Focusing on priority PortCos where value engineering can have the greatest impact
• Work directly within these businesses to embed discipline, not overlay from a distance
• Scale successful approaches across the broader portfolio

Presales Excellence

• Elevate solution consulting standards across the portfolio, including qualification, demo strategy, and deal preparation
• Coach solution consulting teams on live opportunities and support strategic customer engagements
• Improve consistency and quality of presales execution

Cross-Portfolio Collaboration

• Partner closely with sales and solution consulting leaders within each PortCo
• Build credibility and influence in a decentralised, multi-stakeholder environment
• Contribute insight and structure into the group’s operating cadence (QBRs, CEO forums, forecast reviews)

AI-Enabled Presales

• Actively apply AI to improve presales productivity and effectiveness
• Support teams in adopting AI-enabled approaches to solution positioning, demo execution, and value modelling
• Establish practical, scalable use of AI across the portfolio

Presales & Value Engineering Expertise

• Strong command of ROI modelling, business case development, and economic value articulation
• Ability to quickly identify gaps in value positioning within live deals and implement practical improvements
• Experience developing and embedding repeatable presales frameworks (e.g. qualification, demo strategy, messaging)

Leadership & Collaboration

• Hands-on leader who is comfortable working within live deals and customer engagements
• Able to build trust and influence across decentralised organisations without formal authority
• High levels of judgement, credibility, and coaching capability

AI Orientation

• Actively using AI to enhance presales effectiveness today
• Able to translate AI capability into practical application within presales teams
• Comfortable driving adoption of AI-enabled ways of working

Qualifications

What Success Looks Like

• Value engineering is fully embedded in priority PortCos, with clear frameworks and strong local adoption
• Consistent use of ROI models and business cases across strategic deals
• Improved conversion rates and deal quality, driven by stronger value articulation and presales discipline
• Solution consulting teams demonstrate higher and more consistent standards in preparation and execution
• AI is actively used within presales workflows, improving both productivity and engagement quality
• A repeatable, scalable presales and value engineering model deployed across the portfolio

Experience

• Extensive experience in enterprise software presales / Solution Consulting, with a proven track record delivering complex, value-led opportunities
• Experience leading Solution Consulting or Presales teams (team lead, manager, or director level)
• Proven experience building or scaling presales and/or value engineering capability
• Strong experience in relevant industry verticals, with the ability to apply that expertise across a range of adjacent industries

Additional Information

What We're Offering:

• Salary Range: $333,000- $444,000 + 40% bonus
• Flexible paid time off, including sick and holiday
• Medical, dental, & vision insurance
• 401K with Company contribution
• Flexible spending accounts
• Life insurance and disability benefits
• Tuition assistance
• Community involvement and volunteering events

We embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles, while also valuing inclusive workplace experiences. By fostering a sense of community, we drive innovation, strengthen connections, and nurture belonging. Our commitment ensures you can work in a way that suits you best, while also engaging with colleagues to share ideas and build meaningful relationships.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. VEVRAA Federal Contractor, Equal Opportunity Employer

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. VEVRAA Federal Contractor, Equal Opportunity Employer