Presales Manager - Aerospace and Defense

IFS; Ottawa; Hybrid; CAD 100,000 - 130,000; Full time

Job summary

Une entreprise de premier plan dans le secteur des logiciels recherche un Manager de Presales pour l'industrie Aéronautique et Défense. Ce rôle clé exige une gestion d'équipe solide et une collaboration avec les ventes pour optimiser les résultats techniques. Le candidat idéal aura une expérience pertinente et une compréhension approfondie des défis du secteur, tout en jouant un rôle actif dans les activités de ventes stratégiques.

Qualifications

• Expérience prouvée en gestion d'équipes de presales ou consulting.
• Compréhension approfondie de l'industrie A&D.
• Expérience de la vente consultative et positionnement des solutions.

Responsibilities

• Gérer les affectations d'équipe en fonction des opportunités de vente.
• Participer aux activités en clientèle, y compris les démonstrations.
• Contribuer à la stratégie de ventes A&D au niveau régional.

Skills

Collaboration

Communication

Leadership

Education

Diplôme en affaires ou en technologie

Tools

Salesforce

Microsoft Office Suite

Job description

Company Description

IFS is a billion-dollar revenue company with 7000+ employees on all continents. We deliver award winning enterprise software solutions through the use of embedded digital innovation and a single cloud-based platform to help businesses be their best when it really matters–at the Moment of Service.

At IFS, we're flexible, we're innovative, and we're focused not only on how we can engage with our customers but on how we can make a real change and have a worldwide impact. We help solve some of society's greatest challenges, fostering a better future through our agility, collaboration, and trust.

We celebrate diversity and accept that there are so many different perspectives in this world. As a truly international company serving people from around the globe, we realize that our success is tantamount to the respect we have for those different points of view.

By joining our team, you will have the opportunity to be part of a global, diverse environment; you will be joining a winning team with a commitment to sustainability; and a company where we get things done so that you can make a positive impact on the world.

We're looking for innovative and original thinkers to work in an environment where you can #MakeYourMoment so that we can help others make theirs.

If you want to change the status quo, we'll help you make your moment. Join Team Purple. Join IFS.

Job Description

The Presales Manager – Aerospace and Defense (Americas) plays a strategic role in managing presales coverage and ensuring high-quality support across opportunities within the Americas region. This role bridges the gap between Sales, Regional Presales teams, and Global Enablement resources to optimize technical wins and enhance solution positioning. The ideal candidate will manage a team of presales professionals while also contributing directly to client-facing sales cycles and strategic initiatives.

Key Responsibilities:

Team and Opportunity Management

• Manage presales team assignments to align with sales opportunities, balancing workload, and ensuring optimal coverage.

• Collaborate with Sales Directors, Account Managers, and Consultants to execute strategic sales plans.

• Actively liaise with regional and global presales leadership to maintain full alignment across A&D opportunities.

• Serve as a direct contributor in client-facing activities including demos, workshops, and proposals.

Leadership and People Management

• Lead and mentor a distributed team of presales professionals; responsible for performance reviews, career development, and day-to-day HR processes.

• Guide team members in professional growth and skills development, including technical, industry, and soft skills.

• Foster a culture of accountability, collaboration, and innovation.

Sales Support Execution

• Respond to RFPs and support the development of sales strategies and product positioning.

• Conduct prospect surveys and business assessments to identify key pain points and solution fit.

• Deliver compelling product demonstrations and implementation strategies that highlight IFS's competitive advantage.

• Help set realistic customer expectations and articulate low total cost of ownership benefits.

Strategic Contributions

• Participate in the development and execution of regional A&D sales support strategy.

• Forecast process bottlenecks and propose operational improvements to enhance presales delivery.

• Develop industry-specific toolkits and sales assets (e.g., presentations, demo scripts, data models, white papers).

• Contribute to internal reporting, including status updates, opportunity strategies, and activity tracking.

Qualifications

Required Skills and Qualifications:

• Proven experience managing presales or solution consulting teams in a software or technology environment.

• Deep understanding of the Aerospace and Defense industry, including its regulatory, operational, and business challenges.

• Strong collaboration skills across matrixed organizations, especially in fast-paced, multi-stakeholder sales environments.

• Demonstrated ability to manage distributed teams and balance people leadership with direct sales support.

• Expertise in enterprise solution positioning, competitive analysis, and consultative sales.

• Ability to forecast operational gaps and model new internal processes for improved performance.

• Excellent communication, presentation, and stakeholder engagement skills.

• Proficiency with tools such as Salesforce, Microsoft Office Suite, and ERP/enterprise solutions.

Preferred Qualifications:

• 5+ years in a presales, solution engineering, or related role, preferably in an A&D context.

• 2+ years of people management experience.

• Prior experience with IFS or similar ERP software solutions.

• Technical background or business degree with industry-specific knowledge.

Additional Information

We believe that coming together as a community, in person, is important for innovation, connection and fostering a sense of belonging. Our roles have the right balance of remote and in-office working to enable flexibility for managing your life along with ensuring a real connection with your colleagues and the broader IFS community.