Presales Lead - Digital Transformation

The Presales Lead – Digital Transformation is responsible for leading all presales activities across GCG's DT portfolio, translating client requirements into compelling technical and commercial propositions. The role covers ECM/EIM solutions (M-Files, Doxis, OpenText), outsourcing/manpower solutions, custom application development, and the in-house G Sign product, working closely with Sales and Delivery teams to win business and ensure solutioning accuracy.

• Solution Design & Proposals: Lead the development of technical proposals, solution architectures, and presentations for ECM/EIM (M-Files, Doxis, OpenText), outsourcing, and custom application opportunities.

• G Sign Presales: Champion GCG's in-house G Sign product (Joget-based) during client engagements – demonstrate capabilities, map client requirements to product features, and manage POC delivery.

• RFP / RFQ Management: Own the response process for RFPs, RFQs, and tenders in collaboration with Sales – ensure technical and commercial accuracy and on-time submission.

• Client Discovery & Workshops: Conduct discovery workshops and requirement-gathering sessions with client stakeholders (CIOs, IT Managers, Department Heads) to define solution scope.

• Demonstrations & POCs: Deliver product demonstrations and manage proof-of-concept engagements for ECM platforms and G Sign.

• Effort Estimation & Scoping: Collaborate with the delivery team to produce delivery scope, effort estimates, and implementation timelines for inclusion in proposals.

• Competitive Positioning: Maintain up-to-date knowledge of competitor offerings and market positioning; provide input on differentiating GCG solutions.

• Vendor Liaison: Maintain working relationships with technology partners (M-Files, Doxis, OpenText, Joget) to stay current on product capabilities, roadmaps, and partner presales resources.

• Presales Team Management: Guide and develop the Presales Analyst (Issa Yousef), ensuring quality of outputs and professional growth.

• Sales Collaboration: Work hand-in-hand with the Sales Director and Sales Account Managers to qualify opportunities, shape deal strategy, and support client meetings.

• Knowledge Management: Maintain a library of reusable presales assets including case studies, solution decks, proposal templates, and ROI calculators.

• KPIs & Success Metrics: Proposal win rate; Proposal turnaround time; Number of qualified opportunities supported; Accuracy of solution scoping vs. actual delivery; Customer satisfaction in presales engagements.

Educational Qualification Requirements:

• Bachelor's degree in Computer Science, Information Technology, or a related field from a recognised university.

Skills & Professional Requirements:

• Deep functional and technical knowledge of ECM/EIM platforms (M-Files, Doxis, OpenText preferred). Familiarity with low-code platforms (Joget or similar is an advantage).

• Strong proposal writing, solution presentation, and visual communication skills.

• Proficiency in MS PowerPoint, Visio/diagramming tools, and CRM systems.

Experience Requirements:

• 7+ years in presales, solution consulting, or technical sales roles within the enterprise software or digital transformation space.

• Hands-on experience with ECM/EIM solution presales in the UAE/GCC.

• Prior experience with government sector accounts is preferred.

• Demonstrated track record of supporting winning bids on enterprise technology deals.

Attributes and Behaviours:

• Highly articulate with the ability to simplify complex technical concepts for varied audiences.

• Creative problem-solver who thrives in competitive sales situations.

• Collaborative and proactive – strong team player who builds trust with sales, delivery, and clients alike.

• Passion for digital transformation and staying ahead of market trends.

• Proficiency in Microsoft Office and knowledge of accounting software.

• Working knowledge of accounting principles.

• Previous knowledge/experience on working ERP/Oracle