Presales Specialist

Confidential; Saudi Arabia; On-site; SAR 150,000 - 200,000; Full time

Job summary

A leading solutions provider in KSA is seeking a Pre-Sales Specialist to engage with clients, develop tailored proposals, and lead the submission of technical responses. Ideal candidates will have over 6 years of pre-sales experience, specifically in IWMS or smart building solutions. Responsibilities include crafting effective proposals, managing pre-sales activities, and ensuring alignment with government and corporate expectations. Fluency in Arabic and English is essential, as well as expertise in BIM and IoT platforms.

Qualifications

• 6+ years of pre‑sales experience, with at least 4 years in IWMS/CAFM.
• Proven support for facility transformation or digital twin projects in KSA.
• Strong familiarity with Saudi building codes and NCA/NORA regulations.

Responsibilities

• Engage with clients to gather information on RFPs/RFQs.
• Design proposals based on client requirements and draft documentation.
• Coordinate proposal completion with internal stakeholders.

Skills

Pre-sales experience

Proposal writing

Stakeholder management

Commercial acumen

Fluency in Arabic and English

Tools

BIM platforms

IoT systems

Job description

Pre-Sales Specialist Facility

Engage with clients to gather all necessary information about RFPs/RFQs, ensuring scope and requirements are clear and complete.

Design the proposed solution based on client requirements and draft the technical/commercial proposal.

Develop preliminary and final cost models aligned with scope, resources, timelines, and licensing strategy.

Share RFP details and scope with Portfolio Management to obtain sizing inputs (effort, resource allocation, timeline).

Finalize proposals once sizing is received, including solution design, cost structure, pricing, and delivery plan.

Coordinate proposal completion with Sales by engaging all relevant internal stakeholders and corporate departments.

Lead submission of proposals on procurement platforms for government and corporate entities (e.g., Etimad).

Support Sales in building business cases, presenting solutions, and preparing RFP responses when needed.

Present UpSource products/services and clearly articulate their value proposition to customers.

Design customer-specific technical proposals by understanding business needs and functional solution design.

Prepare and package all proposal components: technical/functional requirements, compliance matrix, costing, and pricing.

Lead review and quality assurance of technical proposals to ensure full requirement coverage.

Attend client meetings, respond to technical queries, and adjust proposals based on feedback or evolving scope.

Manage deal sheets across multiple business units; maintain costing process with Portfolio Management.

Manage presales activities for Government, stc, and Enterprise customers; liaise with Sales in pipeline development.

Oversee feasibility analysis of RFPs/RFQs and define approach to gather requirements on time.

Ensure presales processes are followed, performance targets are tracked, and proposal consistency is maintained.

Support project handover to delivery teams once awarded, ensuring smooth scope and solution transition.

Interface with internal BUs/SMEs when deeper technical input is required for accurate RFP responses.

Ensure customer requirement fulfillment and consistency across all proposal outputs.

Include workplace transformation components within proposals such as office renovations, fit‑out/furniture works, fleet operations, and events management where applicable.

Key Responsibilities

Conduct requirements workshops focusing on:

Space management and workplace/employee experience

Asset lifecycle and maintenance management

Leasing and real‑estate portfolio management

Sustainability, LEED/ESG, and energy optimization

Health & safety and regulatory compliance

Office renovation and fit‑out programs (scope, BOQ alignment, phased occupancy plans)

Fleet management operations and lifecycle (vehicles/equipment utilization, maintenance, compliance)

Events and visitor management (booking workflows, services coordination, HSE readiness)

Design end‑to‑end IWMS/CAFM and smart building solutions including:

Reservation and workplace services platforms (desks, rooms, parking, visitors)

IoT/sensor integration and smart building connectivity

Occupancy and utilization analytics

Move management, churn planning, and renovation phasing

Indoor environmental monitoring and HSE compliance

Renovation‑enabled workplace scenarios (temporary spaces, swing space, re‑stacking plans)

Fleet modules or integrations (dispatch, maintenance, fuel/usage KPIs, asset tracking)

Events management modules (event spaces, service requests, vendor coordination, post‑event reporting)

Develop technical architectures and integration strategies for:

BIM / Digital Twin enablement

BAS/BMS systems

ERP / HR / Finance platforms

Identity/SSO and data migration roadmaps

Integration of fit‑out/furniture data and as‑built documentation into IWMS/CAFM

Integration with fleet platforms / telematics (if required by client scope)

Integration with visitor/security systems and event service platforms

Prepare detailed costing models, licensing strategies, and phased implementation plans including office renovation/furniture rollout, fleet scope, and event service workflows.

Lead RFP/RFQ responses, author technical proposals, build compliance matrices, and manage portal submissions (Etimad, etc.).

Deliver executive presentations, live demos, and Proof of Concept environments for smart campus/city and enterprise opportunities.

Partner with Sales and Portfolio teams to build winning bid strategies and accurate sizing/estimation.

Requirements

6+ years of pre‑sales experience, with at least 4 years in IWMS/CAFM or smart workplace/smart building solutions.

Proven support for large facility transformation or digital twin projects in KSA (government, real estate developers, universities, hospitals, etc.).

Strong familiarity with BIM and IoT platforms; knowledge of Saudi building codes and NCA/NORA regulations is highly desirable.

Strong commercial acumen with ability to articulate ROI tied to space optimization, operational efficiency, and energy savings.

Excellent proposal writing, solution presentation, and stakeholder management skills.

Fluent in Arabic and English.

Required exposure to workplace transformation domains:

Office renovation & fit‑out works (including phased occupancy / move planning)

Furniture / FF&E specification and rollout support

Fleet management solutions or operational frameworks

Events management / visitor management workflows within workplace or campus environments