AI & Data Presales Expert / I

Inetum; Warsaw (IN); On-site; USD 120,000 - 180,000; Full time

Job summary

Inetum seeks an AI & Data Presales Expert to lead the full presales lifecycle for data, analytics, and AI opportunities. You will guide discovery, shape solutions, and craft compelling value narratives in collaboration with Sales, Solution Architects, and SMEs, ensuring measurable outcomes for customers.

You will drive discovery, ROI/TCO modeling, and high-quality presales artifacts while coordinating with cross-functional teams to align on the proposed approach and risks.

Qualifications

• Proven ability to lead end-to-end presales from qualification to handover.
• Strong workshop facilitation and requirements shaping skills.
• Demonstrated value engineering with ROI/TCO, benefits narrative and measurement frameworks.
• Experience owning proposal and RFP processes with compliance matrices and structured responses.
• Solid technical literacy in AI and Data platforms to engage credibly with clients.
• Experience in commercial shaping with sales teams (scope options, packaging, estimates, risk/assumptions).

Responsibilities

• Lead opportunity qualification and deal shaping with Specialized Sales.
• Prepare and run discovery workshops with business and technical stakeholders.
• Develop ROI/TCO models and align value cases with KPIs.
• Create presales artifacts: exec presentations, proposals, RFP responses.
• Coordinate with Solution Architects and SMEs on solution approach and sizing.
• Drive bid reviews, readiness checkpoints, and ensure consistency of materials.

Skills

Presales lifecycle

Workshop facilitation

Value engineering

Proposal & RFP processes

AI & data literacy

Commercial shaping

Tools

Azure

AWS

GCP

Databricks

Snowflake

Fabric

Job description

The AI & Data Presales Expert leads the full presales lifecycle for data, analytics, and AI opportunities: from early qualification through discovery, solution shaping, proposal creation, and handover to delivery. The role combines strong client-facing skills, technical literacy in modern data/AI platforms, and the ability to craft compelling value cases and solution narratives. It requires close collaboration with Specialized Sales, Solution Architects, and SMEs to build winning proposals and guide customers toward clear, measurable outcomes.

Key Responsibilities

Opportunity Qualification & Deal Shaping

• Assess opportunity fit, customer readiness, stakeholder landscape, decision process, risks, and next steps together with Specialized Sales.
• Shape commercial options, scope boundaries, delivery models, and risk/assumption clarity.

Customer Discovery & Requirements Definition

• Prepare and lead discovery workshops and interviews with business and technical stakeholders.
• Capture functional and non-functional requirements, constraints, success metrics, and KPIs.
• Translate findings into a structured use-case backlog and MVP definition.
• Build and maintain the solution storyline, including phased roadmap, trade-offs, and alternative options.
• Coordinate Solution Architects and SMEs to define the solution approach, sizing inputs, delivery model, and risk/assumptions register.
• Produce high-quality presales artifacts: executive presentations, proposals/SoWs, RFP responses, and compliance matrices.
• Ensure clarity, structure, and consistency across all written materials.
• Drive internal reviews, bid cadence, and readiness checkpoints to ensure alignment between Sales and Architecture.

Value Engineering & Business Case Development

• Create and update ROI/TCO models, benefit hypotheses, and measurement plans.
• Align value case with customer KPIs and strategic priorities.

Profile

• Proven ability to lead the end-to-end presales process: qualification discovery solution narrative proposal handover.
• Strong workshop facilitation and requirements‑shaping skills.
• Demonstrated value engineering capability (ROI/TCO, benefits narrative, measurement frameworks).
• Experience owning proposal and RFP processes, including compliance matrices and structured responses.
• Solid technical literacy in AI and Data (data platforms, analytics, AI/ML concepts) to engage credibly with clients.
• Experience in commercial shaping with sales teams (scope options, packaging, estimates, risk/assumptions).
• English & Polish (C1)

Additional Qualifications

• Deep expertise in one or more industries (e.g., manufacturing, retail, financial services, public sector).
• Strong specialization in cloud and data platforms (Azure, AWS, GCP, Databricks, Snowflake, Fabric) and reference architectures.
• Knowledge of advanced GenAI patterns (RAG optimization, evaluation, guardrails, agent/tool-calling).
• Understanding of governance and risk frameworks (Responsible AI, privacy, data residency, sector compliance).
• Experience building reusable assets (accelerators, templates, demo kits, discovery playbooks).
• Marketing skills to craft compelling offers and value propositions.

About Inetum

Inetum Polska is part of the global Inetum Group and plays a key role in driving the digital transformation of businesses and public institutions. Operating in cities such as Warsaw, Poznan, Katowice, Lublin, Rzeszow, Lodz the company offers a wide range of IT services. Inetum Polska actively supports employee development by fully funding training, certifications, and participation in technology conferences. Additionally, the company is involved in local social initiatives, such as charitable projects and promoting an active lifestyle. It prides itself on fostering a diverse and inclusive work environment, ensuring equal opportunities for all.

Globally, Inetum operates in 19 countries and employs over 28,000 professionals. The company focuses on four key areas:

• Consulting (Inetum Consulting): Strategic advisory services that help organizations define and implement innovative solutions.

• Infrastructure and Application Management (Inetum Technologies): Designing and managing IT systems tailored to clients’ individual needs.

• Software Implementation (Inetum Solutions): Deploying partner solutions from industry leaders like Microsoft, SAP, Salesforce, and ServiceNow.