Pre-Sales Manager

Enablement & Sales Partnership

· Act as the technical and solution lead throughout the sales cycle, working closely with Sales to understand customer requirements, define the appropriate solution and support opportunities through commercial closure.

· Ensure Sales teams are effectively enabled to position Shiji solutions, including regular product training, competitive positioning, technical updates and sales enablement sessions.

· Establish a structured and effective working model between Sales and PreSales, with clear responsibilities, qualification standards, and handover points.

· Support Sales throughout the pipeline while establishing a PreSales QA process to ensure customer requirements, solution scope, and commitments are properly understood before progressing opportunities.

· Work with Sales to ensure sufficient customer discovery and qualification takes place before demonstrations, allowing demonstrations to focus on the customer's actual operational and business requirements.

· Coach and support Sales colleagues on how to identify technical requirements, integration dependencies and potential solution risks earlier in the sales cycle.

Customer Discovery & Solution Consulting

· Lead detailed discovery and requirements gathering sessions with prospective customers, covering operational, technical and business requirements.

· Understand the customer's existing technology landscape, operational challenges, integrations, and future objectives, and translate these into an appropriate Shiji solution.

· Engage confidently with different customer stakeholders, from hotel operations and commercial teams through IT and senior management.

· Act as a trusted solution advisor to customers, challenging requirements where appropriate and helping customers understand the best approach for their operation.

· Identify technical gaps, dependencies and potential implementation risks early enough to address them before commercial commitments are made.

Demonstrations & Solution Design

· Plan, prepare and deliver high-quality, customer-specific product demonstrations rather than generic product presentations.

· Develop demonstration scenarios that reflect the customer's use cases, operational workflows, and business priorities.

· Own technical solution scoping and support Proof of Concept activities where appropriate.

· Coordinate specialist support from Product, Integration, Implementation and other Shiji teams when deeper expertise is required.

· Ensure solutions presented during the sales process are realistic, deliverable and aligned with Shiji's capabilities.

RFPs, Proposals & Technical Sales Support

· Take ownership of the technical elements of RFPs, RFIs, proposals, and customer questionnaires.

· Ensure technical responses are accurate, consistent, and appropriately positioned.

· Support Sales with solution architecture, integration requirements, technical documentation and other information required during customer evaluation.

· Participate in customer workshops, presentations, tender processes, and technical evaluation sessions.

· Support Sales in addressing technical objections and competitive questions during the decision-making process.

Cross-functional Collaboration & Handover

· Act as the bridge between Sales, customers, Product, Implementation and other technical teams during the sales process.

· Bring customer and market requirements back into the organization and provide structured feedback to relevant Product teams.

· Ensure a clear and documented handover from PreSales/Sales to Implementation once an opportunity is won, reducing the risk of missed requirements or incorrectly set expectations.

· Maintain awareness of Shiji's wider portfolio so that relevant cross-product opportunities and dependencies can be identified during customer discussions.

· Market & Competitive Knowledge

· Maintain strong knowledge of the hospitality technology landscape, including competing PMS, POS and related platforms.

· Understand key technology and operational trends affecting hotels in KSA and the wider Middle East.

· Provide Sales with practical competitive intelligence gained through customer engagements.

· Help strengthen Shiji's market positioning by identifying recurring customer requirements, objections and competitor strengths or weaknesses.

Ownership

· Take ownership of assigned PreSales opportunities and ensure agreed actions are completed within required timelines.

· Maintain visibility over active PreSales engagements and proactively identify where additional support or escalation is required.

Requirements

· 5+ years relevant experience in hospitality technology, ideally PreSales, Solution Consulting or technical sales.

· Strong organizational skills and good understanding of Cloud/SaaS business model preferable in a fast-paced environment.

· Strong hotel operational knowledge, particularly PMS. The person should understand how a hotel actually operates, not merely know software features.

· PMS experience and good understanding of the surrounding hotel technology ecosystem: POS, payments, interfaces/integrations, distribution, etc.

· Strong customer-facing demonstration skills. Able to run discovery first and then tailor the demonstration to what the customer is trying to solve.

· Requirements gathering and solution scoping. Able to translate operational/customer requirements into a credible solution.

· Experience supporting RFPs/RFIs, proposals and technical questionnaires.

· Ability to communicate technical concepts to both hotel operations and IT stakeholders.

· Strong English communication and presentation skills. (Arabic is a plus)

· Comfortable working alongside Sales throughout the opportunity, from qualification through technical handover to implementation.

· Fast learner with ability to receive feedback

Benefits

· The opportunity to play an important role in growing Shiji’s presence in Saudi Arabia and the wider Middle East

· A high-impact position where you will work directly with customers and help shape solutions for some of the region’s leading hospitality companies

· Exposure to enterprise hospitality technology, complex customer environments and strategic sales opportunities

· The opportunity to work across different areas of hotel technology, including PMS, POS, payments, integrations and the wider Shiji portfolio

· Close collaboration with regional Sales as well as global Product, Implementation and other specialist teams

· A diverse, international and experienced team with a strong knowledge of hospitality and technology

· A working environment that encourages ownership, initiative and responsibility, with the freedom to contribute ideas and influence how we approach the market

· Opportunities for professional development as Shiji continues to expand across the Middle East

· Exposure to international customers, hotel groups and industry stakeholders, providing valuable experience across different markets and operating models

· A competitive compensation and benefits package