Presales Lead Full Time

About the Role

We are looking for an experienced and commercially savvy Presales Lead to drive business development and solution positioning across our Testing & QA Services portfolio and adjacent technology domains. This role is central to winning new opportunities in the Saudi market — from crafting compelling proposals and responding to tenders on Etimad, to delivering persuasive solution presentations that convert prospects into clients. The ideal candidate brings deep knowledge of the Saudi procurement landscape, hands-on Etimad platform experience, and the ability to articulate value across multiple solution domains including software testing, DevOps, application monitoring, JIRA products, and SDLC practices.

Key Responsibilities

Presales & Business Development

• Lead end-to-end presales activities including RFP/RFQ responses, proposal writing, solution scoping, and effort estimation.
• Manage and submit government and enterprise tenders through the Etimad platform, ensuring full compliance with Saudi procurement requirements and deadlines.
• Develop tailored proposals, presentations, and solution demonstrations aligned with client needs across multiple solution domains.
• Conduct discovery sessions with prospects to understand pain points, requirements, and evaluation criteria.
• Position the company’s portfolio competitively across QA, DevOps, monitoring, and SDLC solutions against market alternatives.
• Build and maintain a strong pipeline of presales opportunities across public and private sector accounts in Saudi Arabia.

Solution Knowledge & Advisory

• Demonstrate broad knowledge and confident positioning across the following domains:
• Software Testing & QA — functional, regression, automation, performance, security, and managed testing services.
• JIRA Products (Atlassian Suite) — JIRA Software, JIRA Service Management, Confluence, and related Atlassian ecosystem tools for project and issue tracking.
• DevOps — CI/CD pipelines, DevOps toolchains, release automation, and DevSecOps practices.
• Application Performance Monitoring (APM) — monitoring tools and practices to ensure system availability, performance visibility, and incident response.
• SDLC Consulting — advising clients on software development lifecycle frameworks, process maturity, and best practices across Agile, Waterfall, and hybrid methodologies.
• Act as a trusted advisor to prospects, guiding them toward the right solution fit based on their technology stack, maturity level, and business goals.
• Collaborate with delivery and technical teams to validate solution feasibility, effort, and pricing during the presales phase.
• Contribute to the development of service offerings, pricing models, and proposal templates to continuously improve win rates.

Stakeholder & Client Engagement

• Build and nurture relationships with key decision-makers, procurement teams, and technical evaluators at target accounts.
• Represent the company in client meetings, industry events, and Saudi market engagements.
• Work closely with sales leadership to align presales strategy with revenue targets and market priorities.
• Provide post-proposal feedback and competitive intelligence to refine future submissions.

Requirements

• 7+ years of experience in presales, solution consulting, or business development within IT services or enterprise software.
• Proven track record of winning deals in the Saudi Arabian market — public and private sector.
• Hands-on experience with the Etimad platform — including tender submission, compliance documentation, and government procurement processes.
• Strong multi-domain solution knowledge across two or more of the following:
• Software Testing & QA Services
• JIRA / Atlassian Products
• DevOps tools and practices
• Application Performance Monitoring
• SDLC frameworks and consulting
• Excellent proposal writing and presentation skills — able to produce high-quality, client-ready documents independently.
• Strong understanding of Agile, Scrum, and Waterfall methodologies.
• Ability to work independently in a remote/offshore setup while managing multiple concurrent opportunities.
• Fluent in Arabic and English — both written and spoken.

Preferred Qualifications

• Atlassian certifications or demonstrated experience selling/positioning JIRA products.
• Familiarity with DevOps platforms such as Azure DevOps, GitLab, or Jenkins.
• Knowledge of APM tools such as Dynatrace, Datadog, New Relic, or similar.
• Experience with ISTQB frameworks and software testing best practices.
• Knowledge of Vision 2030 digital transformation initiatives and relevant Saudi government programs.
• Existing network of contacts within Saudi public sector or enterprise technology accounts.
• Experience with CRM tools for pipeline and opportunity management.

What Makes a Strong Candidate

• Someone who has navigated the Etimad portal from start to contract — not just supported it.
• Comfortable owning the full presales cycle without heavy internal support.
• Able to switch fluently between QA, DevOps, and monitoring conversations depending on the client.
• A natural communicator who simplifies complex technical concepts for non-technical decision-makers.
• Commercially driven with a genuine passion for quality, technology, and the Saudi market.