Pre-Sales Consultant - Managed Services

Pre-Sales Consultant Managed Services 

The Managed Service Pre-Sales Consultant plays a pivotal role in supporting new business acquisition, renewals, and service expansion opportunities across the Managed Services portfolio. The role ensures that customer requirements are translated into robust, commercially aligned Managed Service designs, working closely with Sales, Service Design, Solution Design, Commercial, Service Delivery, and Operations teams. 

This role acts as the bridge between customer requirements, technical capabilities, and our Managed Service delivery model — ensuring proposals are accurate, achievable, and profitable. 

Opportunity Qualification & Pre-Sales Engagement 

• Participate in Managed Service opportunity qualification ensuring opportunities are viable and aligned to the Managed Service strategy. 

• Engage early with Account Managers and Sales Specialists to position Managed Service offerings appropriately in customer conversations. 

Service Design & Solution Shaping 

• Lead or contribute to the creation of Managed Service designs, aligned to our Shared, Dedicated, Cloud, SOC or Hybrid support models. 

• Work with Service teams across Dedicated, Shared, Cloud and SOC, to produce best in class Managed Service solutions for our Customers. 

• Ensure RACI agreement, task ownership clarity, and gap identification for each opportunity. 

• Contribute to workshops, technical discovery sessions, and service modelling exercises to define scope, SLAs, operating models, escalation paths and service boundaries. 

Proposal, Tender & Documentation Development 

• Support or lead Managed Service content for RFPs, ITTs, and tender responses, including solution narratives, SLA definitions, service governance, transition plans and value propositions. 

• Presenting Managed Service solutions as part of RFP process to Customers. 

• Create or refine Service Descriptions, Scope of Works, Service Schedules and Pricing appendices. 

• Ensure all PreSales outputs align with operational capability and commercial guardrails. 

Commercial & Costing Support 

• Work closely with Commercial owners and Sales Leadership teams to validate pricing models and margin expectations. 

• Identify delivery assumptions, resource models and risk factors requiring mitigation or contract clarifications. 

• Ensure costing aligns with MS profitability targets and capacity planning. 

Governance & Handover 

• Ensure all opportunities follow the PDE and QF governance processes. 

• Conduct comprehensive handovers to Transition, Service Delivery and Operations teams using approved templates. 

• Support operational readiness checks prior to contract signature. 

Key Deliverables 

• New Business Acquisition 

• Managed Service solution design packs 

• RFP/ITT response sections related to Managed Services 

• Costing models and service commercial proposals 

• Service Descriptions & SoWs 

• RACI documentation and gap analysis 

• Handover documentation for Transition & Service Delivery 

Required Experience & Skills 

Experience 

• 15+ years in IT Managed Services, PreSales, Service Design, or Technical Consulting. 

• Experience contributing to or leading PreSales cycles, pipelines or tenders for Managed Services. 

• Strong understanding of service models: Service Desk, Deskside, Infrastructure, Cloud, SOC, Monitoring & Reporting. 

Technical Skills 

• Good knowledge of Microsoft Cloud (Azure & M365), networking, server infrastructure and modern workplace technologies. 

• Understanding of ITIL, service operations, governance, SLAs and KPIs. 

• Ability to assess technical requirements and translate them into scalable service models. 

• Experience with service modelling tools (Visio) 

• Familiarity with costing/quoting platforms (Dynamics CRM) 

• Understanding of monitoring platforms, ITSM tooling, automation/orchestration platforms 

Professional & Commercial Skills 

• Excellent written communication and documentation skills for tenders and SoWs. 

• Strong commercial awareness — understanding margins, unit rates, resource models and service cost drivers. 

• Ability to lead customer workshops and articulate value propositions effectively. 

Competencies 

• Customer Focus – ability to align customer outcomes with service capability. 

• Critical Thinking – analysing requirements and identifying risks and dependencies. 

• Collaboration & Influence – working cross functionally with technical, commercial and operational teams. 

• Time & Priority Management – managing multiple concurrent presales cycles. 

• Communication Excellence – creation of clear, persuasive solution documentation. 

Success Measures 

• Win rate for Managed Service opportunities supported. 

• Accuracy of service designs (low rework, minimal escalations during transition). 

• Margin retention on submitted commercial models. 

• Quality of proposal content and customer feedback. 

• Smooth transition to Service Delivery with no critical gaps or assumptions missed.