Presales Specialist

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