Presales Specialist

Informácie o pracovnom mieste

The Presales Specialist – Infrastructure Security is responsible for the independent preparation, coordination, and management of pricing proposals for infrastructure and cybersecurity solutions.

This role acts as a key commercial bridge between Sales, Solution Architects, and technology vendors. The Presales Specialist ensures that pricing, licensing, and commercial conditions are accurate, competitive, and aligned with both the proposed technical solution and company profitability targets.

The position requires strong vendor management capabilities, structured working methods, and the ability to coordinate across multiple stakeholders in a fast-paced, multi-vendor environment.

Náplň práce, právomoci a zodpovednosti

Key Responsibilities:

• Independently prepare pricing proposals for infrastructure and cybersecurity solutions.
• Develop and manage Bills of Materials (BOMs), cost calculations, and commercial offer documentation.
• Coordinate closely with the Sales team to support business opportunities and ensure timely proposal submission.
• Collaborate with Solution Architects to ensure that pricing aligns accurately with the proposed technical design.
• Communicate with technology vendors (e.g., cybersecurity and infrastructure manufacturers) to obtain pricing, validate configurations, confirm availability, and negotiate commercial terms.
• Manage vendor deal registrations, special pricing requests, and exception approvals.
• Align technical solutions, pricing structures, and commercial terms to create competitive yet sustainable offers.
• Monitor changes in vendor pricing, licensing models, and discount programs, proactively informing the Sales team of impacts.
• Ensure compliance with internal approval processes, financial guidelines, and commercial policies.
• Support tender submissions and public procurement processes where relevant.
• Maintain clear, professional communication with internal teams and external partners.
• Work independently, systematically, and responsibly while meeting deadlines and commercial process requirements.

Required Knowledge & Expertise

Infrastructure & Cybersecurity Portfolio Awareness

• Basic understanding of infrastructure security domains, including:
  • Network security (firewalls, segmentation, secure connectivity)
  • Security monitoring (SIEM, SOC-related services)
  • OT/ICS security
  • Cloud and hybrid security
• Ability to understand technical proposals sufficiently to translate them into accurate commercial offers.
• Technical depth is not mandatory, but strong orientation within cybersecurity solutions is required.

Pricing & Commercial Management

• Proven experience in preparing pricing calculations and commercial proposals.
• Ability to build structured BOMs and cost models.
• Understanding of pricing components including licenses, hardware, services, and support contracts.
• Awareness of profitability drivers including margins, rebates, and discount structures.
• Ability to balance competitiveness with financial sustainability.

Vendor Management

• Experience working with multiple technology vendors.
• Ability to:
  • Request and validate quotations
  • Negotiate pricing and commercial terms
  • Handle deal registrations and special pricing requests
  • Manage exceptions and approval workflows
• Comfort working in a multi-vendor environment where multiple technologies are combined in a single offer.

Process & Systems

• Experience working with CRM systems and internal approval processes.
• Familiarity with structured sales processes and documentation standards.
• Experience with tenders and public procurement processes is an advantage..

Consulting & Collaboration Capabilities

• Strong collaboration skills across Sales, Solution Architecture, Finance, and Vendor teams.
• Clear and professional communication skills (written and verbal).
• Ability to translate technical input into commercially structured output.
• Structured, detail-oriented, and deadline-driven working style.
• Strong sense of ownership and accountability

Value-Added Competencies (Strong Advantage):

• While not mandatory, the following capabilities significantly strengthen the role

Financial & Business Mindset

• Understanding of margin structures, rebates, cost components, and profitability.
• Ability to apply pricing strategy rather than focusing solely on lowest cost

Negotiation Skills

• Ability to negotiate improved commercial conditions with vendors.
• Experience managing special pricing approvals and complex deal structures

Multi-Vendor Environment Experience

• Comfort operating in complex deals involving multiple manufacturers and technologies.
• Ability to consolidate pricing from various sources into a coherent commercial offer

Academic Qualifications:

• Bachelor’s degree or equivalent in Business, Economics, IT, or related field (preferred but not mandatory).
• Commercial, procurement, or vendor management certifications are an advantage

Required Experience:

• 3–7+ years of experience in a sales support, pricing, bid management, or vendor management role within IT or cybersecurity.
• Experience in infrastructure, cybersecurity, or technology services environment.
• Experience supporting enterprise or large-scale customer opportunities is advantageous.
• Experience working in structured, deadline-driven sales environments

Zamestnanecké výhody, benefity

What we offer:

• We offer a base salary starting from €2,500 per month + bonuses (the final offer depends on the candidate’s experience).

Work-Life Balance & Flexibility

• Flexible working hours: We focus on results and meeting deadlines.
• Hybrid work / Home Office: Possibility to work from home by mutual agreement.
• Sick Days: 3 fully paid sick days provided by the company.

Financial Benefits

• Annual bonus: Performance-based bonus linked to company and individual goals.
• Referral program: Financial reward for referring a successful new colleague.
• Meal allowance.
• Office refreshments: Free coffee, tea, and mineral water available at the workplace.

Other Benefits

• Team-building events