Understand customer business challenges, objectives, and success criteria through structured discovery
Translate business problems into solution concepts, value propositions, and implementation approaches
Challenge unclear or solution-biased customer requirements with constructive alternatives
Act as a trusted advisor in customer discussions, workshops, and pitch meetings
Design high-level solution architectures aligned with customer needs, budget, and timeline
Define scope, assumptions, dependencies, and non-goals clearly and early
Articulate business value, ROI drivers, and differentiation vs. competitors
Ensure solutions are feasible, scalable, and aligned with delivery capabilities
Support account teams in opportunity qualification (bid / no-bid decisions)
Contribute to proposals, presentations, demos, and RFP responses
Help structure commercial models in collaboration with sales and delivery
Coach sales colleagues on solution narrative and customer messaging
Collaborate closely with delivery, architecture, and subject-matter experts
Ensure smooth handover from pre-sales to delivery with shared understanding of scope and risks
Capture reusable assets, references, and lessons learned from deals
Improve win-rate, proposal quality, and pre-sales efficiency through structured feedback
Stay current on market trends, customer priorities, and competitive offerings
Contribute to standard solution offerings, accelerators, and playbooks

Strong ability to structure ambiguous problems and turn them into clear solution options
Experience in customer-facing consulting, pre-sales, or solution architecture roles
Strong storytelling and presentation skills
Solid understanding of modern IT / digital solutions relevant to the business context
Ability to discuss architecture, integration, data, cloud, or platforms at a conceptual level
Curious, structured, and comfortable challenging assumptions

Pre-Sales Consultant

Key skills