Solutions Consultant

Job Description: Pre-sales ICT Solutions Consultant

Job Summary

The Pre-sales ICT Solutions Consultant is a technical expert and strategic partner to the sales team, focusing on identifying client needs, designing tailored ICT solutions, and delivering compelling presentations to win new business. This role focuses entirely on activities prior to contract signing, including discovery, proposal creation, Proof of Concept (PoC) planning, and tender responses. The primary technical focus of this role is on server, storage, and security solutions, while exposure to AI-related technologies is considered an advantage.

Key Responsibilities

• Technical Discovery & Solution Design: Engage with potential clients to understand business challenges and design high-level, cost-effective ICT solutions with a focus on server infrastructure, storage platforms, backup and disaster recovery, virtualization, and cybersecurity solutions.

• Presentations & Demonstrations: Deliver technical presentations and product demonstrations to management, C-level executives, and technical teams to demonstrate the value and feasibility of proposed solutions.

• Tender/RFP Response Management: Lead the technical responses for Requests for Proposals (RFPs), Requests for Quotations (RFQs), and Requests for Information (RFIs), ensuring compliance with technical requirements and client needs.

• Proof of Concept (PoC) & Pilot Support: Plan and oversee PoCs or pilot implementations to validate that proposed server, storage, and security solutions meet client requirements.

• Costing & Proposal Preparation: Work with vendors, distributors, and the internal finance/procurement team to develop comprehensive, accurate pricing proposals and Bill of Materials (BoM).

• Strategic Collaboration: Act as a bridge between the sales team, solution specialists, vendors, and technical implementation teams, providing feedback on market requirements, customer pain points, and technology trends.

• Solution Positioning: Recommend scalable, resilient, and secure infrastructure solutions aligned with customer business goals, budget, and compliance requirements.

Required Qualifications

• Education: Bachelor’s degree in Computer Science, Information Technology, Engineering, or a related field.

• Professional Experience: 3–5+ years of experience in ICT, specifically within a technical presales or solutions consultant capacity.

• Technical Certifications: Valid industry certifications in infrastructure, storage, virtualization, or security are preferred, such as VMware, Microsoft, Dell, HPE, NetApp, Veeam, Fortinet, Palo Alto, Check Point, CISSP, CISM, or equivalent.

• Project Exposure: Proven track record of handling high-value RFP/RFQ/RFI processes, technical proposals, and customer solution presentations.

• Industry Knowledge: Strong understanding of modern ICT infrastructure and security trends, including virtualization, hybrid infrastructure, backup and disaster recovery, ransomware protection, Zero Trust, identity security, and data protection.

Skills & Competencies

• Problem Solving: Identifying technical gaps, operational risks, and solution fit within complex client requirements.

• Leadership & Influence: Leading cross-functional teams such as Sales, Operations, Product, and Vendors to deliver a unified and competitive proposal.

• Strategic Communication: Using targeted questioning to uncover hidden client needs, business drivers, and technical pain points.

• Adaptability: Able to respond quickly to evolving customer requirements, market changes, and emerging technologies.

• Technical Solutioning: Strong ability to design practical, scalable, and secure server, storage, and security solutions.

• Presentation Skills: Confident in presenting technical and business value propositions to both technical and non-technical stakeholders.

• Commercial Awareness: Able to balance technical suitability with pricing, competitiveness, and business value.

Nice to Have

• Knowledge or exposure to AI-related technologies and use cases, especially in areas such as AI-ready infrastructure, GPU servers, AI-driven security analytics, automation, or intelligent data platforms.

• Basic understanding of how AI can enhance infrastructure operations, cybersecurity monitoring, or business productivity.