IT Presales Lead

IT Presales Lead Job Description

POSITION OVERVIEW

Job Title	IT Presales Lead
Department	Information Technology (IT)
Reporting To	Head – Information Technology
Location	Kampala, Uganda
Employment Type	2-Year Renewable Contract
Industry	Information Technology
Experience Required	Minimum 10 Years
Compensation	Negotiable – Commensurate with Experience

1. Position Summary

We are seeking a dynamic and results-driven IT Presales Lead to join our Information Technology department in Kampala, Uganda. This is a senior, client-facing role that sits at the critical intersection of technical expertise and business development. The successful candidate will serve as the technical authority and strategic advisor in all presales engagements, helping to shape, position, and win complex IT solutions for clients across key industries including Banking, Financial Services & Insurance (BFSI) and Government.

The IT Presales Lead will work closely with the sales team and the Head – IT to build compelling business cases, develop winning proposals and bids, and translate customer needs into tailored, value-driven technology solutions. This role demands a hands-on professional who is equally comfortable presenting to C-Suite executives and engineering teams, and who demonstrates strong command of current and emerging technology trends.

2. Key Responsibilities

Presales Leadership & Strategy

• Lead end-to-end IT presales activities for the department, driving technical strategy across all client engagements.
• Develop and execute presales frameworks and methodologies to improve win rates and proposal quality.
• Act as the primary technical advisor during the sales cycle, ensuring alignment between client requirements and proposed solutions.

Proposal & Bid Management

• Engage key customer stakeholders — including C-suite executives — to proactively shape their requirements, Terms of Reference (ToRs), and Request for Quotation (RFQ) documents ahead of formal procurement.
• Design, write, and deliver high-quality, complex technical proposals, bids, and tender submissions in response to RFPs, RFQs, and Terms of Reference (TOR).
• Lead the preparation of complete bid documents, ensuring compliance with all technical, commercial, and regulatory requirements.
• Coordinate with internal teams (engineering, legal, finance) to compile comprehensive and competitive proposals within defined deadlines.

Sales Enablement & Pipeline Development

• Support and coach the sales team in both farming (existing accounts) and hunting (new business) strategies to grow the revenue pipeline.
• Create and drive customer engagement initiatives focused on need identification and demand generation.
• Help the sales team develop differentiated, customer-centric solution narratives that align with market trends and customer challenges.

Customer Engagement & Needs Analysis

• Engage directly with customers across multiple industries — particularly BFSI and Government — to identify, qualify, and understand complex business and technology needs.
• Conduct in-depth discovery sessions, technical workshops, and product demonstrations to uncover latent needs and propose relevant IT solutions.
• Build and maintain strong, trusted relationships with key stakeholders at all levels, including C-Suite executives, IT directors, and procurement officers.

Solution Design & Technical Consulting

• Develop tailored IT solutions and architectures that address specific customer challenges and align with their digital transformation objectives.
• Collaborate with product and engineering teams to ensure proposed solutions are technically viable, deliverable, and commercially sound.
• Provide consultative guidance to customers on technology roadmaps and investment decisions.

Market & Technology Intelligence

• Maintain up-to-date knowledge of emerging technology trends, OEM product innovations, competitive landscapes, and market developments in the IT world and the immediate and neighbouring markets.
• Actively participate in technology forums, vendor training programs, and certification programs to maintain technical credibility and expertise.
• Share market intelligence and customer insights with internal stakeholders to inform product positioning and go-to-market strategies.

3. Required Qualifications

• Bachelor's Degree in Information Technology, Computer Science, Engineering, or a related Science/Technology discipline.
• Minimum of 10 years of progressive experience in IT presales, solution engineering, or technical sales in a technology company or IT services environment.
• Demonstrated experience managing and winning large, complex government and enterprise tenders and bids.
• Proven track record of achieving and exceeding sales targets and pipeline growth through presales engagement.
• Hands-on technical knowledge of enterprise IT solutions (servers, storage, virtualisation, containerisation, networking, security, cloud, data center, software platforms, software defined everything, database, open-source tech, AI powered solutions etc.).
• Strong ability to engage and present to C-Suite and senior decision-makers across diverse industries.
• Willingness to relocate to Kampala, Uganda, or to East Africa if currently based elsewhere.

4. Preferred Qualifications

• MBA or Master's degree in Business, Technology Management, or a related discipline (strong added advantage).
• OEM-specific design, presales, and/or post-sales certifications (e.g., Cisco, Red Hat, Dell EMC, AWS, Oracle, Huawei, IBM, VMware, Fortinet or similar vendors).
• Experience working with the BFSI and/or Government sectors in East or Sub-Saharan Africa or their respective markets.
• Familiarity with the East African IT procurement landscape, including public sector tender processes and frameworks.

5. Technical Skills

• Enterprise networking, security, cloud infrastructure, and data center technologies.
• Experience with solution architecture and technical design documentation.
• Proficiency in developing detailed Bills of Quantities (BoQs), technical specifications, and compliance matrices.
• Knowledge of IT project management methodologies and delivery frameworks.
• Ability to interpret and respond to complex RFPs, RFQs, and technical terms of reference.
• Familiarity with CRM tools and presales pipeline management systems.
• Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint, Visio) for proposal and presentation development.

6. Behavioral Competencies

• Executive Presence & Communication: Articulate and persuasive communicator capable of adapting messaging from technical teams to C-Suite audiences.
• Customer Orientation: Deeply empathetic toward customer needs, with the ability to translate business challenges into technical solutions.
• Strategic Thinking: Ability to see the big picture and connect technology solutions to broader business outcomes.
• Collaboration & Teamwork: Works effectively in cross-functional teams, inspiring confidence and cooperation among peers and stakeholders.
• Integrity & Professionalism: Demonstrates the highest ethical standards in all customer and internal engagements.
• Resilience & Drive: Results-oriented with the determination to pursue and close complex, long-cycle opportunities.
• Continuous Learning: Self-motivated to stay ahead of industry trends and maintain technical currency.

7. Key Performance Indicators (KPIs)

KPI Area	Target / Measure
Proposal Win Rate	Achieve a minimum 40% win rate on submitted bids and proposals.
Pipeline Contribution	Generate and qualify a defined quarterly presales pipeline value in coordination with the sales team.
Tender Submission Rate	100% on-time submission of bids, RFQs, and RFP responses.
Customer Engagement	Conduct regular discovery workshops and engagement sessions with target accounts per quarter.
Technical Accuracy	Zero critical technical errors in submitted proposals and BoQs.
Certifications	Maintain a minimum number of active OEM and industry certifications annually.
Sales Team Enablement	Deliver presales training and support sessions to the sales team each quarter.

8. Reporting Structure

The IT Presales Lead reports directly to the Head of Information Technology and works in close collaboration with:

• Sales Team (Account Managers and Business Development Executives)
• Technical Team
• Senior Management and Department Heads
• OEM and Vendor Partner Representatives
• Finance and Legal Teams (for bid costing and compliance)

9. Career Growth Opportunities

The organization is committed to the professional development of its people. The IT Presales Lead will have access to:

• Opportunities for advancement to regional Presales Lead or Head of Business Development roles.
• Sponsored OEM certifications, sales methodology training, and leadership development programs.
• Exposure to regional (East African) and international business engagements and partnerships.
• A performance-linked contract renewal and remuneration review process at the end of each contract term.

10. Working Conditions

Primary work location: Kampala, Uganda, with regional travel across East Africa as required.

Occasional travel to vendor events, and industry conferences regionally and outside East Africa.

Fast-paced, target-driven environment requiring flexibility and adaptability.

Candidates must be legally authorized to work in Uganda or be able to obtain the appropriate work permits.

11. Compensation & Benefits

Compensation is competitive and negotiable, commensurate with the candidate's experience, qualifications, and demonstrated track record. The total package will be discussed and agreed upon with shortlisted candidates and may include:

• Competitive base salary (negotiable)
• Performance-linked incentives and bonuses
• Medical and health benefits
• Professional development and certification support
• Annual leave and other statutory benefits per Ugandan labor law
• Relocation support for candidates based outside Uganda (subject to discussion)

12. Equal Opportunity Statement

We are an equal opportunity employer committed to creating a diverse and inclusive workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, age, disability, or any other protected characteristic.

13. How to Apply

Qualified and interested candidates are invited to submit their application, including:

• An updated Curriculum Vitae (CV) highlighting relevant presales and technical experience.
• A cover letter addressing your fit for this role and your experience in the IT presales domain.
• Copies of relevant academic and professional certifications.
• Contact details for at least three (3) professional referees.

Applications should clearly indicate "IT Presales Lead – Kampala" in the subject line and be submitted to the designated recruitment contact. Only shortlisted candidates will be contacted.

We thank all applicants for their interest in joining our team.