Al-Futtaim Group, established in the 1930s, is a diversified, private regional business headquartered in Dubai with operations across automotive, financial services, real estate, retail and healthcare. The Group employs over 35,000 people in more than 20 countries and partners with over 200 leading brands.
Overview OfThe Role
The Head of Pre‑Sales leads technical solutioning, bid management, and strategy across ICT, ELV, Digital and AI domains to drive growth, high win rates, and market leadership. The role also manages vendor relationships, product and service strategy, and negotiation to enhance profitability.
Responsibilities Leadership & Strategy- Lead the Pre‑Sales function and foster a customer‑centric culture.
- Develop and execute the Product & Services Strategy for ICT, ELV, Cybersecurity, CX, CRM and AI solutions.
- Ensure readiness, capability uplift and continuous development of all pre‑sales resources.
- Strengthen solution differentiation and value positioning in the region.
- Build, maintain and enhance relationships with technology vendors and principals.
- Drive partnership programmes, enablement plans and certification strategies.
- Lead commercial discussions, including rebates, incentives, pricing and special offers.
- Ensure maximum utilisation of partner programmes to enhance solution competitiveness.
- Define technical win strategies and guide Sales on competitive positioning.
- Lead customer facing solution presentations, technical workshops and executive demos.
- Conduct Go/No‑Go reviews with the GM for all major tenders and RFP opportunities.
- Conduct win‑loss reviews and use outcomes for continuous improvement.
- Ensure accuracy, completeness and compliance of all technical solutions.
- Govern solution architecture across ICT, Data Center, Cloud, ELV, IoT, Digital, CX, CRM, Cybersecurity and AI.
- Secure required approvals before tender submission to align with business/Lob delegation of authority.
- Provide final technical validation and solution sign‑off.
- Account for all project cost estimations, including resource costing and BoQ validation.
- Prepare cost‑sheets for PMO and Delivery teams.
- Negotiate with vendors and principals for best pricing and rebate terms.
- Ensure pricing strategy protects margins and enhances competitiveness.
- Lead the development of compelling technical proposals, bid responses and tender submissions.
- Ensure timely submission of all tenders across UAE, KSA and Qatar.
- Oversee documentation quality, compliance matrices and risk registers.
- Maintain alignment with tender requirements, DOA policies and quality standards.
- Lead solution development and productisation in CRM platforms, Customer Experience (CX) solutions, Cybersecurity and AI‑driven digital.
- Evaluate emerging technologies and define roadmap for new digital offerings.
- Conduct PoCs and technical validations to expand the solution portfolio.
- Advanced cost modelling and pricing strategy skills.
- Strong strategic planning and leadership capabilities.
- End‑to‑end solution design oversight.
- Excellent negotiation, communication and presentation skills.
- Bachelor’s degree in IT, Telecom, Computer Science or a similar field; MBA or Master’s preferred.
- 12‑15 years of experience in ICT/ELV/Digital pre‑sales, including leadership roles.
- Proven experience managing multi‑country tendering in UAE, KSA and Qatar.
- Demonstrated capability in cost estimation, solution design and bid governance.
- Seniority Level: Executive
- Employment Type:
Full‑time - Job Function:
Sales and Business Development - Industries:
Motor Vehicle Manufacturing
Al-Futtaim Engineering & Technologies offers customers complete engineering and systems integration solutions. The engineering arm operates in the UAE, Qatar, Saudi Arabia and Egypt, providing a wide variety of products and services ranging from air conditioning and elevators to facility management, MEP, Energy Management and Digital Transformation. The technologies division delivers business solutions including contact centre solutions, business intelligence, advanced analytics and IT infrastructure.
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