Head of Pre-Sales and products ICT - ELV - SSLV - BMS - AV

Company Description

AL FUTTAIM TECHNOLOGIES (L L C) is a leading telecommunications company located in Dubai, United Arab Emirates. With its strategic location in Dubai, the company provides cutting-edge technology solutions that cater to diverse business needs. AL FUTTAIM TECHNOLOGIES is dedicated to driving innovation and delivering top-notch services in the ICT, ELV, SSLV, BMS, and AV domains. The organisation is committed to excellence and fostering sustainable growth within the region.

JOB Purpose:

The Head of Pre-Sales leads the organisation's technical solutioning, bid management, cost governance, and product/solutions strategy across ICT, ELV, Digital, and AI domains. The role ensures that all proposals deliver a competitive, cost-optimised, and customer-centric value proposition that drives business growth, enhances win rates, and strengthens the company's market leadership.

The role is also responsible for shaping the product and services strategy, building and managing strong relationships with technology vendors and principals, and negotiating optimal pricing and rebates that maximise profitability.

Job Dimensions

Responsible for:

Influencing annual revenue pipeline and project intake

End-to-end cost estimation, pricing validation, and margin governance

Go/No-Go reviews with the GM for bids > AED1M

Winloss analysis and continuous bid performance improvement

Commercial negotiations with vendors at all stages, especially at BAFO (Best and Final Offer) and LAFO (Last and Final Offer) stages

Cost modelling and commercial review of all proposals

Ensuring competitive pricing while protecting and improving gross margins

Contributing to:

Gross margin improvement across all lines of business

Higher win rates and strategic account penetration

Technology portfolio roadmap and new solution incubation

Technical compliance, design governance, and solution sign-off

Architecture oversight for ICT, ELV, Cloud, Cybersecurity, CX, CRM, AI, and Digital Systems

Review and approval of all technical proposals across the UAE, KSA, and Qatar

Ensuring timely submission of all tenders in all three countries

Teams of Pre-Sales Engineers and Digital Consultants.

Collaboration with:

Project Management for accurate cost estimation at the cost-sheet level

Sales, Delivery, PMO, and Managed Services for seamless handover and execution readiness

Vendors and principals for joint solutioning and pricing optimisation

KEY ACCOUNTABILITIES:

Leadership & Strategy

Lead the Pre-Sales function, establishing a high-performance, customer-centric culture.

Develop and execute the Product & Services Strategy for all ICT, ELV, Cybersecurity, CX, CRM, and AI solutions.

Ensure readiness, capability uplift, and continuous development of all pre-sales resources.

Strengthen solution differentiation and value positioning in the region.

Vendor & Principal Relationship Management

Build, maintain, and enhance relationships with technology vendors and principals.

Drive partnership programs, enablement plans, and certification strategies.

Lead commercial discussions, including rebates, incentives, special pricing, BAFOs, and LAFOs.

Ensure maximum utilisation of partner programs to enhance solution competitiveness.

Sales Enablement & Deal Strategy

Define technical win strategies and guide Sales on competitive positioning.

Lead customer-facing solution presentations, technical workshops, and executive demos.

Conduct Go/No-Go reviews with the GM for all major tenders and RFP opportunities.

Conduct winloss reviews and use outcomes for continuous improvement.

Solution Architecture & Governance

Ensure accuracy, completeness, and compliance of all technical solutions.

Govern solution architecture across ICT, Data Center, Cloud, ELV, IoT, Digital, CX, CRM, Cybersecurity, and AI.

Ensure proper alignment with the Business / LOB Delegation of Authority (DOA) by securing all required approvals before tender submission.

Provide final technical validation and solution sign-off.

Commercial & Costing Governance

Accountable for all project cost estimations, including:

oResource costing

oBill of quantities (BoQ) validation

oCost-sheet preparation for PMO and Delivery teams

oCommercial proposal accuracy

Lead negotiations with vendors and principals for the best pricing and rebate terms.

Ensure pricing strategy protects margins and enhances competitiveness.

Bid Management & Tender Governance

Lead the development of compelling technical proposals, bid responses, and tender submissions.

Ensure timely submission of all tenders across the UAE, KSA, and Qatar.

Oversee documentation quality, compliance matrices, and risk registers.

Maintain alignment with tender requirements, DOA policies, and quality standards.

Innovation & Digital Solutions

Lead solution development and productisation in:

oCRM platforms

oCustomer Experience (CX) solutions

oCybersecurity

oAI-driven digital solutions

Evaluate emerging technologies and define a roadmap for new digital offerings.

Conduct PoCs and technical validations to expand the solution portfolio.

QUALIFICATIONS, EXPERIENCE, & SKILLS:

Qualifications

Bachelor's degree in IT, Telecom, Computer Science, or similar;

MBA or Master's preferred.

Experience

1215 years of experience in ICT/ELV/Digital pre-sales, including leadership roles.

Proven experience managing multi-country tendering (UAE, KSA, Qatar).

Strong track record of leading BAFO/LAFO negotiations with principals and vendors.

Demonstrated capability in cost estimation, solution design, and bid governance.

Technical Proficiency

ICT Infrastructure, Data Centre, Cloud, and Networking

Cybersecurity

ELV and Smart Building Systems

CRM, CX, and AI-Based Digital Solutions

Commercial costing models, solution architecture, integration frameworks

Skills

Leadership & Soft Skills

Strong strategic planning and leadership capabilities

Vendor & stakeholder management

Excellent negotiation, communication, and presentation skills

High customer engagement capability

Technical & Commercial Skills

Advanced cost modelling and pricing strategy skills

Proposal development and tender governance

End-to-end solution design oversight

Financial acumen with emphasis on gross margin protection