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