وصف الوظيفة
Role Overview
Presales Lead – Digital Transformation at Ghobash Group. The role leads all presales activities across GCG's Digital Transformation portfolio, translating client requirements into compelling technical and commercial propositions. The position covers ECM/EIM solutions (M-Files, Doxis, OpenText), outsourcing and manpower solutions, custom application development, and the in-house G Sign product.
Company Overview
Ghobash Group is the holding company for GCG Enterprise Solutions, established in 1982 as Digital Imaging & Office Services Solutions of Gulf Commercial Group. The company is a leading office automation and enterprise solutions provider in the UAE market. GCG Enterprise Solutions focuses on Enterprise Information Management, Digital Transformation, and Interactive Smart Solutions, offering a comprehensive portfolio of business information management technology.
Role Purpose
To lead all presales activities across the Digital Transformation portfolio, working closely with Sales and Delivery teams to win business, translate client needs into technical and commercial propositions, and ensure solutioning accuracy across ECM/EIM platforms, outsourcing services, custom applications, and the G Sign product.
Key Responsibilities
Solution Design & Proposals
- Lead the development of technical proposals, solution architectures, and presentations for ECM/EIM (M-Files, Doxis, OpenText), outsourcing, and custom application opportunities.
G Sign Product
- Champion GCG's in-house G Sign product (Joget-based) during client engagements.
- Demonstrate product capabilities and map client requirements to product features.
- Manage proof-of-concept delivery for G Sign.
RFP & RFQ Management
- Own the response process for RFPs, RFQs, and tenders in collaboration with Sales.
- Ensure technical and commercial accuracy and on-time submission.
Client Discovery & Engagement
- Conduct discovery workshops and requirement-gathering sessions with client stakeholders (CIOs, IT Managers, Department Heads) to define solution scope.
- Deliver product demonstrations and manage proof-of-concept engagements for ECM platforms and G Sign.
Scoping & Estimation
- Collaborate with the delivery team to produce delivery scope, effort estimates, and implementation timelines for inclusion in proposals.
Market & Vendor Management
- Maintain up-to-date knowledge of competitor offerings and market positioning; provide input on differentiating GCG solutions.
- Maintain working relationships with technology partners (M-Files, Doxis, OpenText, Joget) to stay current on product capabilities, roadmaps, and partner presales resources.
Team Leadership
- Guide and develop the presales team, ensuring quality of outputs and professional growth.
Sales Collaboration
- Work hand-in-hand with the overall Sales team to qualify opportunities, shape deal strategy, and support client meetings.
Knowledge Management
- Maintain a library of reusable presales assets including case studies, solution decks, proposal templates, and ROI calculators.
Performance Metrics
- Track and own Key Performance Indicators: Proposal win rate, Proposal turnaround time, Number of qualified opportunities supported, Accuracy of solution scoping vs. actual delivery, and Customer satisfaction in presales engagements.
Qualifications & Experience
- Bachelor's degree in Computer Science, Information Technology, or a related field from a recognised university.
- 7+ years in presales, solution consulting, or technical sales roles within enterprise software or digital transformation space.
- Hands-on experience with ECM/EIM solution presales in the UAE or GCC region.
- Demonstrated track record of supporting winning bids on enterprise technology deals.
- Prior experience with government sector accounts is preferred.
Skills & Competencies
- Deep functional and technical knowledge of ECM/EIM platforms (M-Files, Doxis, OpenText preferred).
- Familiarity with low-code platforms (Joget or similar is an advantage).
- Proficiency in Microsoft Office and MS PowerPoint.
- Proficiency in Visio or diagramming tools.
- Proficiency in CRM systems.
- Knowledge of accounting software.
- Working knowledge of accounting principles.
- Previous knowledge or experience with ERP/Oracle.
- Strong proposal writing, solution presentation, and visual communication skills.
- Highly articulate with the ability to simplify complex technical concepts for varied audiences.
- Creative problem-solver who thrives in competitive sales situations.
- Collaborative and proactive team player who builds trust with sales, delivery, and clients.
- Passion for digital transformation and staying ahead of market trends.