Pre-Sales Manager at Shiji in Riyadh, Ar Riyad, Saudi Arabia

Enablement & Sales Partnership · Act as 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 sales enablement sessions. · Establish a structured and effective working model between Sales and PreSales, with clear responsibilities, qualification standards, and handover points. · Support Sales throughout the pipeline while establishing a PreSales QA process to ensure customer requirements, solution scope, and commitments are properly understood before progressing opportunities. · Work with Sales to ensure sufficient customer discovery and qualification takes place before demonstrations, allowing demonstrations to focus on the customer's actual operational and business requirements. · Coach and support Sales colleagues on how to identify technical requirements, integration dependencies and potential solution risks earlier in the sales cycle. Customer Discovery & Solution Consulting · 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. · Engage confidently with different customer stakeholders, from hotel operations and commercial teams through IT and senior management. · Act as a trusted solution advisor to customers, challenging requirements where appropriate and helping customers understand the best approach for their operation. · Identify technical gaps, dependencies and potential implementation risks early enough to address them before commercial commitments are made. Demonstrations & Solution Design · Plan, prepare and deliver high-quality, customer-specific product demonstrations rather than generic product presentations. · Develop demonstration 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. · Coordinate specialist support from Product, Integration, Implementation and other Shiji teams when deeper expertise is required. · Ensure solutions presented during the sales process are realistic, deliverable and aligned with Shiji's capabilities. RFPs, Proposals & Technical Sales Support · Take ownership of the technical elements of RFPs, RFIs, proposals, and customer questionnaires. · 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 technical evaluation sessions. · Support Sales in addressing technical objections and competitive questions during the decision-making process. Cross-functional Collaboration & Handover · Act as the bridge between Sales, customers, Product, Implementation and other technical teams during the sales process. · Bring customer and market requirements back into the organization and provide structured feedback to relevant Product teams. · Ensure a clear and documented handover from PreSales/Sales to Implementation once an opportunity is won, reducing the risk of missed requirements or incorrectly set expectations. · Maintain awareness of Shiji's wider portfolio so that relevant cross-product opportunities and dependencies can be identified during customer discussions. · Market & Competitive Knowledge · Maintain strong knowledge of the hospitality technology landscape, including competing PMS, POS and related platforms. · Understand key technology and operational trends affecting hotels in KSA and the wider Middle East. · Provide Sales with practical competitive intelligence gained through customer engagements. · Help strengthen Shiji's market positioning by identifying recurring customer requirements, objections and competitor strengths or weaknesses. Ownership · Take ownership of assigned PreSales opportunities and ensure agreed actions are completed within required timelines. · Maintain visibility over active PreSales engagements and proactively identify where additional support or escalation is required. Continuously improve PreSales methodologies, demonstration standards, documentation and internal proces Requirements · 5+ years relevant experience in hospitality technology, ideally PreSales, Solution Consulting or technical sales. · Strong organizational skills and good understanding of Cloud/SaaS business model preferable in a fast-paced environment. · Strong hotel operational knowledge, particularly PMS. The person should understand how a hotel actually operates, not merely know software features. · PMS experience and good understanding of the surrounding hotel technology ecosystem: POS, payments, interfaces/integrations, distribution, etc. · Strong customer-facing demonstration skills. Able to run discovery first and then tailor the demonstration to what the customer is trying to solve. · Requirements gathering and solution scoping. Able to translate operational/customer requirements into a credible solution. · Experience supporting RFPs/RFIs, proposals and technical questionnaires. · Ability to communicate technical concepts to both hotel operations and IT stakeholders. · Strong English communication and presentation skills. (Arabic is a plus) · Comfortable working alongside Sales throughout the opportunity, from qualification through technical handover to implementation. · Fast learner with ability to receive feedback Benefits · The opportunity to play an important role in growing Shiji’s presence in Saudi Arabia and the wider Middle East · A high-impact position where you will work directly with customers and help shape solutions for some of the region’s leading hospitality companies · Exposure to enterprise hospitality technology, complex customer environments and strategic sales opportunities · The opportunity to work across different areas of hotel technology, including PMS, POS, payments, integrations and the wider Shiji portfolio · Close collaboration with regional Sales as well as global Product, Implementation and other specialist teams · A diverse, international and experienced team with a strong knowledge of hospitality and technology · A working environment that encourages ownership, initiative and responsibility, with the freedom to contribute ideas and influence how we approach the market · Opportunities for professional development as Shiji continues to expand across the Middle East · Exposure to international customers, hotel groups and industry stakeholders, providing valuable experience across different markets and operating models · A competitive compensation and benefits package Shiji provides a challenging and creative environment with a great deal of freedom, responsibility and the opportunity to help shape the company's future.