Presales Lead - Apple Business Solutions

About the role

The Presales Lead is a target-driven sales leader with strong technical credibility who helps sales teams close deals. The role works closely with country leads, PDMs and the Global Account Manager on must-win deals, and also finds and develops large, strategic opportunities with sales teams and partners. It covers enterprise refresh, government, education, banking, telco and multi-country projects. The lead sets priorities and allocates Presales Engineers across the seven countries where they work.

Key responsibilities

• Work with country leads, PDMs and the Global Account Manager on qualification, deal strategy, solution, pricing logic, objection handling and closing plans
• Build the pipeline of large and strategic opportunities rather than just responding to it
• Allocate Presales Engineers to the highest-value opportunities, balance workload and set priorities in the weekly pipeline call
• Set objectives, run bi-weekly 1:1s and IDPs, coach engineers to think commercially, plan certifications, hire where needed and name a successor
• Ensure every large deal has a clear solution: Mac, iPhone and iPad with Apple Business / School Manager, device management (Jamf first), identity, security, AppleCare, deployment and trade-in, explained as business value for IT and decision makers
• Own the technical side of tenders and RFPs, shape specifications early and use demos, pilots and workshops to convert opportunities into orders
• Drive attach of AppleCare, Jamf, services and accessories on every supported deal, and turn successful deals into reference cases and reusable solution bundles

Required profile

• 7+ years in presales, solution sales or sales engineering with a vendor, distributor or system integrator, including 3+ years leading a presales or technical sales team
• Proven track record of supporting and closing large, complex B2B deals against a revenue target
• Commercial mindset: qualifies opportunities, builds deal strategy and speaks the language of business value and ROI
• Able to manage people and resources across several countries and prioritise under pressure
• Fluent English and Russian; local language of a UCIS country is a plus

Required skills

• Solid understanding of Apple in business: macOS, iOS, iPadOS, Apple Business / School Manager, device management (Jamf, Microsoft Intune or similar), identity and security
• Experience in enterprise and public-sector tenders and RFPs
• Excellent presentation and communication skills with IT and business decision makers
• Desirable: Apple and Jamf certifications, sales methodology training (MEDDICC, Challenger, Solution Selling), experience in education, banking, telco or government deployments

What we offer

• Work for a financially strong, fast-growing multinational with international career opportunities
• Continuous professional development through training, certification programs, events and team building
• An attractive remuneration package