01Overview
Role Overview
Senior Manager Presales acts as the bridge between customer business challenges and the technical solutions that address them. This role is responsible for driving solution strategy, shaping customer engagements, developing compelling proposals, and positioning value-driven engineering services solutions within the Mining & Energy industry.
The Presales Consultant will partner closely with Sales, Delivery, Domain SMEs, and Solution Architects to understand customer requirements, identify business drivers, and create differentiated solutions that align with customers operational and strategic objectives.
This role requires a strong combination of industry expertise, solutioning capability, proposal management experience, commercial acumen, and executive-level stakeholder engagement skills.
Key Responsibilities
Customer Engagement & Discovery
Engage with prospective customers to understand business objectives, operational challenges, and transformation priorities.Lead customer discovery workshops, requirement gathering sessions, and solution discussions.Analyze customer pain points and translate them into solution opportunities.Build trusted advisor relationships with customer stakeholders, including engineering, operations, digital, and executive leadership teams.Solution Development & Architecture
Develop end-to-end solution strategies aligned with customer business outcomes.Collaborate with solution architects, technical SMEs, delivery teams, and business units to create winning solutions.Design innovative service offerings across:Engineering ServicesDigital EngineeringAsset ManagementSmart MiningEnergy Transition SolutionsPlant EngineeringIndustrial AutomationAI/Analytics ApplicationsRemote Operations CentersSustainability and ESG initiativesEnsure technical feasibility, scalability, risk assessment, and delivery readiness of proposed solutions.Proposal Management & RFP Response
Lead end-to-end proposal development activities for RFP, RFQ, RFI, and bid responses.Coordinate with cross-functional teams to develop compelling technical and commercial proposals.Develop executive summaries, solution narratives, value propositions, assumptions, effort estimations, and pricing inputs.Own proposal governance, compliance requirements, and submission timelines.Ensure proposals clearly map customer requirements to organizational capabilities and differentiators.Commercial & Financial Analysis
Develop business cases supporting proposed solutions.Perform:ROI AnalysisTotal Cost of Ownership (TCO) AnalysisCost ModelingPricing Strategy DevelopmentRisk EvaluationSupport leadership teams with Go/No-Go assessments and opportunity qualification.Sales Support & Deal Enablement
Partner with Sales teams throughout the opportunity lifecycle.Support customer presentations, solution walkthroughs, and executive briefings.Participate in customer negotiations and commercial discussions where required.Create persuasive collateral including:Solution PresentationsCapability DecksCase StudiesValue PropositionsCompetitive Positioning DocumentsMarket Intelligence & Practice Development
Track industry trends across Mining and Energy sectors.Analyze competitor offerings and develop strategic differentiators.Contribute to reusable solution assets, proposal repositories, accelerators, and best practices.Support creation of industry-focused go-to-market strategies and offerings.Required Experience and Personal Attributes
12-16 years of Presales, Solutioning, Bid Management, Proposal Development, or Consulting experience.Strong experience supporting Mining in Engineering Services environments.Proven experience in responding to large-scale RFPs/RFIs/RFQs.Experience in creating solution architectures and transformation roadmaps.Demonstrated success in supporting large strategic pursuits and revenue growth initiatives.Experience working with geographically distributed teams and global customers.Domain Knowledge
Strong understanding of one or more of the following:
Mining
Mine Planning & OperationsAsset Performance ManagementAutonomous Mining TechnologiesMineral ProcessingOperational Excellence ProgramsMine DigitizationEnergy
Oil & GasRenewablesUtilitiesPower GenerationTransmission & DistributionEnergy Transition ProgramsEngineering Services
Plant EngineeringMechanical EngineeringElectrical SystemsInstrumentation & ControlProduct EngineeringDigital EngineeringIndustrial IoTAI & Analytics ApplicationsDesired Skills & Competencies
Business Skills
Consultative SellingStrategic ThinkingCustomer EngagementStakeholder ManagementExecutive CommunicationNegotiation SkillsCommercial AwarenessPresales Skills
Solution DesignProposal ManagementBid CoordinationEstimation and PricingValue EngineeringBusiness Case DevelopmentWorkshop FacilitationTechnical Skills
Engineering Services SolutioningDigital TransformationIndustrial AutomationCloud and Data PlatformsAsset Management SolutionsEnterprise Systems IntegrationAI/ML and .
