Head of Presales, M&A Group
About The Position
The Head of Presales is a newly created, senior cross-portfolio role within the IFS M&A Group. This role has a clear mandate to build and embed world-class Solution Consulting and value engineering capability across the portfolio of acquired companies. It is a hands-on role focused on driving meaningful change within these portfolio companies (PortCos), rather than developing centralized frameworks. The primary gap today is in value engineering, and this role will be responsible for building and scaling this capability. Reporting into the M&A Group (via CRO/COO), the Head of Presales will partner closely with PortCo Sales Leaders, Solution Consulting leaders, and the broader operating team.
Requirements
- Strong command of ROI modelling, business case development, and economic value articulation.
- Ability to quickly identify gaps in value positioning within live deals and implement practical improvements.
- Experience developing and embedding repeatable presales frameworks (e.g. qualification, demo strategy, messaging).
- Hands-on leader who is comfortable working within live deals and customer engagements.
- Able to build trust and influence across decentralized organizations without formal authority.
- High levels of judgment, credibility, and coaching capability.
- Actively using AI to enhance presales effectiveness today.
- Able to translate AI capability into practical application within presales teams.
- Comfortable driving adoption of AI-enabled ways of working.
- Extensive experience in enterprise software presales / Solution Consulting, with a proven track record delivering complex, value-led opportunities.
- Experience leading Solution Consulting or Presales teams (team lead, manager, or director level).
- Proven experience building or scaling presales and/or value engineering capability.
- Strong experience in relevant industry verticals, with the ability to apply that expertise across a range of adjacent industries.
Responsibilities
- Build and embed value engineering capability across the portfolio, including ROI modelling, business case development, and economic impact quantification.
- Ensure customer value is consistently articulated, evidenced, and tied to commercial outcomes.
- Develop practical frameworks and tools that can be adopted and sustained within PortCos.
- Focus on priority PortCos where value engineering can have the greatest impact.
- Work directly within these businesses to embed discipline, not overlay from a distance.
- Scale successful approaches across the broader portfolio.
- Elevate solution consulting standards across the portfolio, including qualification, demo strategy, and deal preparation.
- Coach solution consulting teams on live opportunities and support strategic customer engagements.
- Improve consistency and quality of presales execution.
- Partner closely with sales and solution consulting leaders within each PortCo.
- Build credibility and influence in a decentralized, multi-stakeholder environment.
- Contribute insight and structure into the group’s operating cadence (QBRs, CEO forums, forecast reviews).
- Actively apply AI to improve presales productivity and effectiveness.
- Support teams in adopting AI-enabled approaches to solution positioning, demo execution, and value modelling.
- Establish practical, scalable use of AI across the portfolio.
Benefits
- Flexible paid time off, including sick and holiday
- Medical, dental, & vision insurance
- 401K with Company contribution
- Flexible spending accounts
- Life insurance and disability benefits
- Tuition assistance
- Community involvement and volunteering events
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
