Senior Manager – Pre-Sales SD-WAN & Security

Mission/ Core purpose of the Job:

• Pre-sales to support, provide input into complex architectural solutions
  for deals from Solution Sales , to proposal and delivery, stitching
  together appropriate assets and contributing to commercial modelling.
• Solution Design, Proposal Development , Product showcasing and
  Technical support.
• Design authority for solution
• Understand the customer’s technical environment and strategic goals to
  design and deliver customised solutions that meet client specific
  needs.
• Develop detailed proposals that outline the proposed Business Line
  solutions, benefits, and costs, as well as creating pricing models and
  providing input on contract negotiations.
• Gather technical requirements, evaluating technologies, guiding the
  implementation of Business Line solutions, and ensuring the
  architectural integrity of all projects.

Job Outcomes / Results:

• Deliver tailor-made solutions that precisely address client-specific technical and business
  requirements, leading to enhanced client satisfaction and long-term relationships.
• Ensure effective solution and deal architecture, bespoke as required, that drives revenue, client
  satisfaction and profitability.
• Ensure the pre-sales function operates efficiently, with timely delivery of solutions and optimized resource utilisation.
• Build and lead a high-performing pre-sales and solutions architecture team that consistently meets or exceeds business objectives.

Key Activities & Responsibilities:

Strategy Development and Implementation:

• Lead, create and manage complex architectural solutions for deals from pre-sales to proposal and delivery, stitching together appropriate assets and contributing to commercial modelling.
• Act as a key player in driving not just sales, but also broader business transformation and long-term client success through Pre-sales and solution architecture function.
• Define and maintain the architecture and solution standards in line with Group guidelines to guide the design and implementation of Business Line solutions within the identified specialised product/ solution domain.
• Continuously evaluate and refine pre-sales and solution architecture processes to ensure they are aligned with the company’s strategic growth priorities, increasing efficiency, and competitive advantage.

Pre-Sales and Solution Architecture Delivery Leadership:
Lead a team to:

• Engage with clients to understand their business strategies and translate them into tailored technical solutions that provide competitive advantages.
• Serve as trusted advisors during the pre-sales process, guiding clients on how solutions can drive innovation and future growth in alignment with their long-term goals.
• Develop complex, customized architectural solutions that address specific client needs from the pre-sales stage through to proposal and delivery.
• Develop detailed, strategically aligned proposals that clearly outline business line solutions, their long-term benefits, associated costs, and competitive advantages.
• Align client technical requirements with both short-term project goals and long-term business strategies, ensuring the proposed solutions support future scalability, innovation, and growth.
• Lead RFP responses that not only meet client expectations but also position the company as a strategic partner in their digital transformation journey.
• Collaborate closely with forecasting and sales operations to drive and manage pre-sales and RFP pipeline.
• Orchestrate service providers and develop back-to back SLAs between vendors and local teams for large / priority and pilot deals aligned to the customer SLA.
• Provide guidance on creating pricing models and provide input on contract negotiations.
• Oversee the implementation phase to ensure solutions are delivered as designed, while also tracking strategic impact and outcomes for the client.

People Leadership /Management:

• Lead, mentor, and manage a team of engineers providing coaching, guidance, and performance evaluations.
• Develop and maintain a high-performance team that consistently meets or exceeds targets.
• Foster a culture of collaboration, continuous improvement, and customer-centricity within the team.
• Set integrated goals and objectives for the team in order to achieve a future-focused, future-fit high-performing organisation.
• Provide technical, procedural and policy guidance to staff, colleagues , partners and vendors.
• Attract, develop and retain appropriate talent. Build talent by identifying and developing new leaders for the respective environment
• Develop and maintain a high-performance team that consistently meets or exceeds targets.
• Set KPIs and provide regular performance feedback through a well-defined and implemented performance review program.
• Develop and implement a training plan to build and develop skills within the team.
• Enable and model healthy employee relations and collaborative teamwork.
• Manage diversity, develop, and embed an Employment Equity plan for the business area.
• Contribute to building a culture of continuous evaluation and improvement. Drive a culture of high performance, accountability and consequence management.
• Act as an ambassador for the team by living the values and vital behaviours and changing and influencing employees’ behaviour.
• Make the environment the best place to work. Foster professionalism, loyalty and commitment to the organization. Build the Company’s brand to be the employer of first choice.

Education, Skills and Experience:

Education:

• 3 years qualification / 4-year tertiary qualification in Technology Systems (Telecommunication Management /Information Technology) or related
• MBA / Masters Advantageous

Experience:

At least 7 years related experience in architecture design and delivery, inclusive of;

• Leadership position in pre-sales or solutions architecture.
• Extensive experience in designing and implementing complex technical solutions within telecommunications/ TechCo/SI’s, including knowledge of network infrastructure, cloud services, and enterprise solutions.
• Proven track record of collaborating with sales teams to develop and deliver solutions that meet customer needs and drive revenue growth.
• Experience in managing complex solution development projects, from initial requirements gathering to final implementation.