Presales Lead for North America, Europe, & India Market (w/ exp. in TMS for all-mile, all-channel, and trusted by enterprises)

Contego • Wilmington, DE

1d

About The Position

The Presales Lead will build and run the global PreSales organisation as the company scales its enterprise business in North America and Europe. The distributed team spans North America, Europe, and India, and is expected to grow over the next 12–18 months. The role owns the solution, proof, and technical credibility behind strategic pursuits, working closely with the Industry Principal, who owns the transformation thesis and business case.

The function covers business-led discovery and diagnostics; customer-specific solution design and demonstrations; proofs of concept, benchmarks, and simulations; technical RFP responses; value engineering and business-case/TCO modelling with the commercial team; and field technical enablement through certification and reference architectures. The leader will build the discipline, assets, and team depth needed to scale the technical go-to-market function.

Requirements

• 12+ years of experience in enterprise software.
• 5+ years leading customer-facing technical teams in PreSales, Solutions Consulting, or Solution Architecture.
• Experience managing teams across more than one geography.
• Direct, hands-on experience in supply chain, logistics, transportation, or a comparably operations-critical enterprise category.
• Track record of seven-figure enterprise deals in which the candidate personally shaped the technical win.
• Demonstrated experience building assets such as playbooks, POC frameworks, demo environments, certification programmes, or ROI tooling.
• Experience leading a technical go-to-market team through an upmarket move from transactional deals to enterprise transformation programmes.
• Comfort operating a distributed team across India, North America, and European time zones.
• Strong written communication.
• Willingness to travel 30–40%.

Nice To Haves

• Experience selling or evaluating AI and agentic capability into enterprise.
• Exposure to outcome-based or gain-share commercial constructs and an understanding of their requirements for a technical team.

Responsibilities

• Own and grow the global PreSales function across North America, Europe, and India.
• Lead business-led discovery and diagnostics with supply chain, operations, and finance leaders before product demonstrations.
• Oversee solution design and demonstrations tailored to customer requirements and business scenarios.
• Drive proofs of concept, benchmarks, simulations, and technical proof work for competitive evaluations.
• Lead technical RFP responses covering architecture, integration, security, and functional depth.
• Oversee value engineering, including business-case and total-cost-of-ownership modelling alongside the commercial team.
• Build field technical enablement through certification and reference architectures for the global Sales and PreSales organisation.
• Hire and develop team members, raise hiring standards, coach for changed behaviour, and build team depth so pursuits do not depend on one person.
• Personally lead diagnostic business discovery with senior customer stakeholders, develop quantified value hypotheses, and teach this skill to others.
• Work with engineering to specify and drive reusable proof tooling against real dates.
• Turn objections into dated, concrete follow-up artifacts.
• Forecast technical risk honestly, including recommending against a bid when appropriate.
• Defend win-rate movement with evidence in leadership or board reviews.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed