Presales Manager

PLENIT; Comunidad de Madrid; Presencial; EUR 70.000 - 110.000; Jornada completa

Descripción de la vacante

PLENIT is seeking a Presales Manager to scale its international commercial success. You will bridge Sales and partners, detailing how Sovereign Cloud, IT Management, and Marketplace solutions address business and technical challenges.

You will collaborate with Account Executives and Product teams to guide opportunities from discovery to proven deployments. Initial focus as an individual contributor with potential to lead a global presales team, shaping processes and best practices across

Formación

• 4+ years of experience in Presales, Solutions Engineering, Sales Engineering, or similar customer-facing technical roles.
• Strong understanding of cloud infrastructure technologies including virtualization, compute, storage, networking, backup, DR, and VDI.
• Proven experience delivering technical demonstrations, solution presentations, PoCs, and architecture workshops in a B2B sales environment.
• Experience managing or contributing to RFP, RFI, and technical proposal responses.
• Ability to conduct structured technical discovery sessions with partners.
• Experience working with commercial teams in a consultative, revenue-supporting role.
• Excellent communication skills to explain technical concepts to technical and non-technical audiences.
• Strong knowledge of solution architecture design and scalable, commercially viable approaches.
• Experience within channel ecosystems (MSPs, resellers, distributors, ISVs, IT integrators).
• Fluency in English and at least Spanish, French, or Portuguese.

Responsabilidades

• Lead technical discovery to map partner infrastructures and business goals to the right solutions.
• Design tailored solutions and architectures aligned with partner requirements.
• Deliver impactful product demonstrations and architecture walkthroughs.
• Manage PoCs to validate technical and commercial fit.
• Support complex sales cycles with technical objections handling.
• Own technical responses for RFPs, RFIs, and questionnaires.
• Advise on cloud adoption, migration strategies, and delivery models.
• Build presales excellence through playbooks, environments, and best practices.
• Measure KPIs like win rates and PoC conversions.
• Develop and mentor a growing presales team.
• Act as voice of the partner to product and marketing teams.
• Enable commercial teams with training on capabilities and messaging.
• Support onboarding with partner success through smooth handovers.
• Share market insights on trends and competitor positioning.

Conocimientos

Presales

Solutions Engineering

Customer-facing

B2B sales

Technical demonstrations

RFP/RFI responses

Technical discovery

Solution architecture

Channel ecosystem

English plus other languages

Herramientas

Salesforce

Microsoft Teams

Office 365

Slack

Confluence

PowerPoint

Visio/Lucidchart

RFP platforms

Documentation tools

VMware

Hyper-V

Microsoft Azure

Jira

Descripción del empleo

About this role

The challenge

As a Presales Manager, you will play a critical role in helping Plenit scale its commercial success across international markets. Your mission will be to act as the technical bridge between Sales and prospective partners, ensuring that IT partners fully understand how Plenit's Sovereign Cloud, IT Management, and Marketplace solutions address their business and technical challenges.

You will work closely with Account Executives, Business Development Representatives, Partner Success, Product, and Marketing teams, supporting opportunities throughout the entire sales cycle. From technical discovery and solution design to product demonstrations, proofs of concept, and technical proposal responses, you will help partners envision how Plenit can support their growth and service delivery.

This role combines technical expertise, commercial awareness, and leadership capability. Initially, you may operate as an individual contributor while helping establish best practices and processes, with the opportunity to build and lead a global Presales team as the business continues to grow.

Beyond supporting sales opportunities, you will also serve as the voice of the market, helping Product and Marketing teams better understand partner requirements, competitive dynamics, and emerging industry needs.

We are looking for someone who can confidently engage technical and business stakeholders, guide complex discussions, translate technical concepts into commercial value, and build scalable presales processes that contribute directly to revenue growth.

Requirements that are important for us

Relevant experience and expected outcomes

• 4+ years of experience in Presales, Solutions Engineering, Sales Engineering, or similar customer-facing technical roles, ideally within cloud, SaaS, infrastructure, managed services, or the MSP ecosystem.

• Strong understanding of cloud infrastructure technologies, including virtualization, compute, storage, networking, backup, disaster recovery, and remote desktop or VDI environments.

• Proven experience delivering technical demonstrations, solution presentations, proof-of-concepts, and architecture workshops in a B2B sales environment.

• Experience managing or contributing to RFP, RFI, and technical proposal responses for prospective customers or partners.

• Ability to conduct structured technical discovery sessions, understanding partner environments, business models, challenges, and technical requirements.

• Experience working alongside commercial teams in a consultative, revenue-supporting role, contributing to opportunity progression and win rates.

• Excellent communication skills with the ability to explain technical concepts to both technical and non-technical audiences.

• Strong knowledge of solution architecture design and the ability to recommend scalable, commercially viable approaches.

• Experience working within a channel ecosystem including MSPs, resellers, distributors, ISVs, or IT integrators will be highly valued.

• Fluency in English and at least one of the following languages: Spanish, French, or Portuguese. Additional European languages are considered a plus.

Key skills and expected impact

• Lead technical discovery: understand partner infrastructures, service offerings, customer profiles, and business goals to identify the most appropriate solutions.

• Design tailored solutions: create solution architectures that align with partner requirements while demonstrating the value of Plenit's cloud and IT services portfolio.

• Deliver impactful demonstrations: present products, technical capabilities, and business benefits through compelling demos and architecture walkthroughs.

• Manage proof-of-concepts: coordinate and execute successful PoCs that help partners validate technical and commercial fit.

• Support complex sales cycles: work closely with Sales teams to overcome technical objections and accelerate deal progression.

• Own technical responses: lead RFPs, RFIs, technical questionnaires, and documentation requests from prospective partners.

• Advise on cloud adoption: help partners evaluate migration strategies, infrastructure choices, and service delivery models.

• Build presales excellence: define and continuously improve presales processes, playbooks, demo environments, and technical best practices.

• Measure performance through KPIs: monitor metrics such as win rates, PoC conversion rates, and technical engagement effectiveness.

• Develop and mentor talent: build and coach a growing Presales team, promoting collaboration, knowledge sharing, and technical excellence.

• Act as the voice of the partner: provide Product teams with feedback regarding technical needs, competitive gaps, and roadmap opportunities.

• Enable the commercial organization: train Sales and Account Management teams on product capabilities, technical positioning, and solution messaging.

• Support successful onboarding: collaborate with Partner Success teams to ensure smooth technical handovers for newly signed partners.

• Contribute to market intelligence: share insights on industry trends, partner challenges, competitor positioning, and emerging technologies.

Tools

• CRM: Salesforce

• Collaboration: Microsoft Teams, Office 365, Slack, Confluence

• Presales & Documentation: PowerPoint, Visio/Lucidchart, RFP response platforms, technical documentation tools

• Cloud & Infrastructure: VMware, Hyper-V, Microsoft Azure, cloud management platforms and related infrastructure technologies

• Demo & Presentation: Demo environments, sandbox platforms, remote presentation tools

• Project & Knowledge Management: Confluence, Jira, Office 365

Nice to have

• Previous experience leading or mentoring a Presales, Solutions Engineering, or Sales Engineering team.

• Familiarity with channel sales models and the IT distributor, reseller, and MSP ecosystem.

• Experience working with hyperscalers or sovereign cloud providers.

• Knowledge of ISO 27001, GDPR, data sovereignty, cybersecurity, or regulatory compliance frameworks relevant to cloud services.

• Experience supporting international teams and working across multiple markets.