Director of Presales

This role places you at the center of Power Plan’s commercial transformation, where presales, value engineering, and revenue strategy converge. You will build and scale a world‑class presales function during a pivotal moment of company evolution. As the architect of Power Plan’s integrated technical and value engagement model, you’ll shape how customers understand business impact, how the sales team competes, and how the company drives predictable revenue growth.

This is a high‑visibility, high‑impact role with significant influence across the entire GTM organization.

Power Plan provides mission‑critical financial, accounting, and compliance solutions to asset‑intensive industries, including utilities and energy. Our culture values collaboration, accountability, and continuous improvement, with a strong emphasis on technical depth and business impact. You’ll join an organization committed to elevating customer value, modernizing GTM execution, and building scalable processes that strengthen both customer outcomes and company growth.

Define and Launch the Presales Operating Model (First 6–9 Months)

Outcome: Establish a clear presales engagement model with defined coverage strategy, prioritization frameworks, cross‑team touchpoints, and measurable KPIs tied to pipeline velocity, win rates, and SOW accuracy.

Impact: Creates structure, predictability, and commercial rigor during a critical phase of company evolution.

How: Partner with Sales, Services, Product, and Rev Ops to design workflows, implement metrics dashboards, and align processes to the seven‑stage sales cycle.

Build and Scale Value Engineering Methodologies Across the Presales Team (First 9–12 Months)

Outcome: Develop standardized ROI models, business case templates, TCO calculators, and industry‑specific value frameworks, achieving 100% team proficiency and consistent use across all active opportunities.

Impact: Creates consistent, high‑quality commercial narratives that increase deal size, strengthen negotiation leverage, and accelerate sales cycles.

How: Build training programs, launch certification paths, formalize templates, conduct value workshops, and run quality reviews on all value engineering deliverables.

Drive Win‑Rate, Deal Size, and Sales Velocity Gains Through Integrated Presales Leadership (First 9–12 Months)

Outcome: Increase win rates, expand average deal size, and shorten sales cycles by elevating the quality of presales engagement, value storytelling, and business case execution.

Impact: Directly accelerates revenue growth and improves Power Plan’s competitive position in enterprise deals.

How: Lead presales participation in strategic deals, strengthen cross‑functional reviews, improve demo‑to‑value alignment, and build consistent deal coaching practices with Sales leadership.

Build Strategic Partnerships with Product, Services, and Marketing to Enhance Market Differentiation (First 6–9 Months)

Outcome: Influence product roadmap priorities, elevate value‑based messaging, and improve implementation readiness through formalized collaboration with Product Management, Professional Services, and Marketing.

Impact: Ensures Power Plan’s value story is aligned across the GTM engine, strengthens competitive differentiation, and improves the customer’s end‑to‑end experience.

How: Lead cross‑functional workshops, create feedback loops based on deal insights, collaborate on competitive positioning assets, and ensure presales inputs shape roadmap and service offerings.

Drive Financial Rigor and Value Realization in Strategic Accounts (First 9–12 Months)

Outcome: Improve financial accuracy of business cases and partner with Customer Success to track realized value post‑implementation, generating referenceable outcomes and strengthening renewal/expansion strategy.

Impact: Enhances credibility with CFO‑level buyers, supports long‑term customer value realization, and creates a closed‑loop value system from presales to post‑sale.

How: Create value realization frameworks, conduct periodic assessments with strategic accounts, collaborate with CS on outcome tracking, and refine business case models based on…