The AI & Data Presales Specialist plays a crucial role in steering the complete presales lifecycle for data, analytics, and AI initiatives. This journey spans from initial qualification and discovery phases to solution design, proposal development, and seamless handover to the delivery team. This position demands exceptional client engagement abilities, a solid understanding of contemporary data and AI platforms, and the skill to articulate compelling value propositions and solution narratives. Collaboration is key, as you'll work closely with Specialized Sales, Solution Architects, and Subject Matter Experts (SMEs) to formulate winning proposals that direct clients towards tangible, measurable results.Key ResponsibilitiesOpportunity Qualification & Deal ShapingEvaluate opportunity alignment, customer readiness, stakeholder dynamics, decision-making processes, potential risks, and actionable next steps alongside Specialized Sales.Design commercial strategies, set project boundaries, delivery models, and clarify risk and assumptions.Customer Discovery & Requirements DefinitionLead discovery workshops and interviews with both business and technical stakeholders.Document functional and non-functional requirements, constraints, success metrics, and KPIs.Transform insights into an organized use-case backlog and define the Minimum Viable Product (MVP).Solution Narrative & Architecture CoordinationCraft and sustain the solution storyline, including phased roadmaps, trade-offs, and alternative pathways.Collaborate with Solution Architects and SMEs to establish the solution approach, input for sizing, delivery model, and maintain a risk and assumptions register.Presales Deliverables & Proposal OwnershipGenerate high-caliber presales documentation: executive presentations, proposals/Statements of Work (SoWs), RFP responses, and compliance matrices.Guarantee clarity, structure, and consistency throughout all written communications.Facilitate internal reviews, maintain bid cadence, and conduct readiness checkpoints to ensure alignment between Sales and Architecture.Value Engineering & Business Case DevelopmentDevelop and revise ROI/TCO models, benefit hypotheses, and measurement strategies.Align the value proposition with customer KPIs and strategic objectives.
Mar 12, 2026