Purpose Statement /Job Summary
- The Solution Value Manager exists to turn inq.'s product capability into won deals. The role embeds technical depth and commercial translation directly into the sales motion leading solution design, proof of concept development, and bid management for complex enterprise
- opportunities across the Cloud, Digital, and Security portfolios. By bridging the gap between product knowledge and customer decision-making, the role builds buyer confidence, shortens deal cycles, and ensures every proposal inq. submits is technically credible and commercially compelling.
Presales Engagement & Discovery
- Partner with the Sales team from initial qualification conducting discovery sessions, understanding customer requirements, and scoping technical solutions.
- Design and present end-to-end solution architectures for enterprise customers across inq.'s portfolio.
- Lead technical presentations, product demonstrations, and proof-of-concept sessions for qualified opportunities.
- Respond to technical sections of RFPs, RFQs, and tenders producing structured, accurate, and compelling technical responses.
Solution Design & Commercial Modelling
- Translate customer requirements into detailed solution designs selecting the right products, configurations, and delivery models.
- Work with Product Managers to validate solution feasibility, confirm pricing inputs, and obtain technical sign-off on non-standard configurations.
- Develop commercial models and solution cost structures for complex or multi-product opportunities in coordination with the Commercial Intelligence & Planning Manager.
- Present pricing and commercial narratives to enterprise decision-makers in a business outcome-focused manner.
Bid Management & Knowledge Building
- Own the technical and solution content of formal bid responses coordinating inputs from PMs, Partner Services, and Technical teams.
- Maintain a library of pre-approved proposal content, solution templates, and reusable bid modules.
- Conduct structured win/loss reviews for all closed opportunities documenting lessons and feeding insight to Product and the CIPA.
- Contribute to the development of sales playbooks and technical FAQs for the Sales team.
- Technical Authority - credible with enterprise IT and business decision-makers
- Solution Thinking - synthesises customer requirements into feasible, integrated designs and ROI language.
- Consultative Selling Support - understands the customer's business problem before designing a solution.
- Presentation Excellence - delivers compelling, credible technical presentations to diverse audiences.
- Collaboration - works closely with sales, product, and partner teams to win deals.
- Commercial Acumen - margins, pricing, and commercial risk
- Bid Discipline - organised, thorough, deadline-driven
- Learning Agility - continuously updates product knowledge across a broad, evolving portfolio.
- Relevant certifications (CCNP, Azure/AWS Solutions Architect, CISSP, or equivalent) strongly preferred
- Bachelor's degree in Engineering, Computer Science, Telecommunications, or related technical field.
- 4 - 7 years in a presales, solutions engineering, or technical sales role within enterprise technology or telecoms.
- Technical depth in at least two of: cloud infrastructure, UCaaS, enterprise connectivity, security, or managed services.
- Proven experience in RFP/tender response and technical proposal writing.
- Experience designing multi-product enterprise solutions and presenting to C-level stakeholders.
- Strong commercial -able to build solution cost models and pricing narratives.
- Relevant certifications (CCNP, Azure/AWS Solutions Architect, CISSP, or equivalent) strongly preferred