Pre-Sales Manager

Riyadh, Saudi Arabia | Posted on 10/23/2026

• Actas the technical and solution lead throughout the sales cycle, working closely with Sales to understand customer requirements, define the appropriate solution and support opportunities through commercial closure.
• Ensure Sales teams are effectively enabled to position Shiji solutions, including regular product training, competitive positioning, technical updates and salesenablement sessions.
• Establisha structured and effective working model between Sales and Pre Sales, with clearresponsibilities, qualification standards, and handover points.
• Support Sales throughout the pipeline while establishing a Pre Sales QA process toensure customer requirements, solution scope, and commitments are properlyunderstood before progressing opportunities.
• Workwith Sales to ensure sufficient customer discovery and qualification takes place before demonstrations, allowing demonstrations to focus on the customer'sactual operational and business requirements.
• Coachand support Sales colleagues on how to identify technical requirements,integration dependencies and potential solution risks earlier in the sales cycle.

• Lead detailed discovery and requirements gathering sessions with prospective customers, covering operational, technical and business requirements.
• Understand the customer's existing technology landscape, operational challenges, integrations,and future objectives, and translate these into an appropriate Shiji solution.
• Engageconfidently with different customer stakeholders, from hotel operations and commercial teams through IT and senior management.
• Actas a trusted solution advisor to customers, challenging requirements where appropriate and helping customers understand the best approach for theiroperation.
• Identify technical gaps, dependencies and potential implementation risks early enough toaddress them before commercial commitments are made.

• Plan,prepare and deliver high-quality, customer-specific product demonstrationsrather than generic product presentations.
• Developdemonstration scenarios that reflect the customer's use cases, operational workflows,and business priorities.
• Own technical solution scoping and support Proof of Concept activities where appropriate.
• Coordinatespecialist support from Product, Integration, Implementation and other Shijiteams when deeper expertise is required.
• Ensure solutions presented during the sales process are realistic, deliverable and aligned with Shiji's capabilities.

• Take ownership of the technical elements of RFPs, RFIs, proposals, and customerquestionnaires.
• Ensure technical responses are accurate, consistent, and appropriately positioned.
• Support Sales with solution architecture, integration requirements, technical documentation and other information required during customer evaluation.
• Participate in customer workshops, presentations, tender processes, and technicalevaluation sessions.
• Support Sales in addressing technical objections and competitive questions during the decision-making process.
• Actas the bridge between Sales, customers, Product, Implementation and other technical teams during the sales process.
• Bringcustomer and market requirements back into the organization and providestructured feedback to relevant Product teams.
• Ensurea clear and documented handover from Pre Sales/Sales to Implementation once an opportunity is won, reducing the risk of missed requirements or incorrectly setexpectations.
• Maintain awareness of Shiji's wider portfolio so that relevant cross-product opportunities and dependencies can be identified during customer discussions.
• Maintain strong knowledge of the hospitality technology landscape, including competingPMS, POS and related platforms.
• Understandkey technology and operational trends affecting hotels in KSA and the wider
  
  Middle East.
• Provide Sales with practical competitive intelligence gained through customer engagements.
• Helpstrengthen Shiji's market positioning by identifying recurring customer requirements, objections and competitor strengths or weaknesses.

• Take ownership of assigned Pre Sales opportunities and ensure agreed actions are completed within required timelines.
• Maintain visibility over active Pre Sales engagements and proactively identify whereadditional support or escalation is required.

Continuously improve Pre Sales methodologies,demonstration standards, documentation and internal proces

• 5 + years relevant…