Presales Lead - Digital Transformation

Job description

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 team, ensuring quality of outputs and professional growth. Sales Collaboration: Work hand-in-hand with the overall Sales team 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 Established in 1982, The Digital Imaging & Office Services Solutions of Gulf Commercial Group was created to become a leading office automation solutions provider for the thriving UAE market. By embracing the printing industry’s phenomenal digital transformation over the years, ‘GCG-DDS’ developed a natural proclivity for new technologies and gained an enviable reputation for its expertise in integrating digital enterprise solutions of all kinds into their client’s businesses. Keen to take a market leadership position, GCG-DDS has made the strategic decision to expand its horizons into two focused areas of operation with each carrying a new corporate identity under the umbrella of GCG’s holding company – The Ghobash Group. Now known as GCG ENTERPRISE SOLUTIONS , the company focuses on Enterprise Information Management, Digital Transformation, and Interactive Smart Solutions, and guides our clients with the most comprehensive portfolio of business information management technology in the UAE