Pre Sales

Presales refers to the activities that occur prior to a sale being closed. This will often include: qualifying, proposing, and renewing deals. Presales is considered a valuable aspect of sales strategy due to handling the prospecting and qualifying, ensuring sales closers only work with opportunities who are ready to make the sale.

Pre-Sales Roles

Landing a role in pre-sales often requires a bachelor’s degree in a relevant field, such as business or IT. It's often required that you have experience with Communications Services Providers (CSP), a strong technical knowledge across a variety of network vendors and knowledge of key technologies including:

  • Server
  • Storage
  • Virtualisation
  • Converged and hyper-converged infrastructure
  • Networking

The difference between sales and pre-sales is that one happens before the other. Presales involves all the various processes and activities that can be seen towards the top end of the sales funnel. Tasks include research, qualification, prospecting, and data analysis.

Having a solid presales team and strategy allows the sales process to be much easier for the salespeople who work further down the line. Jobs within pre-sales may include the likes of, pre-sales consultants, pre-sales manager/ strategy managers, pre-sales architects and pre-sales engineers.

Skills sought by hiring managers include:

  • The ability to communicate technical concepts in non-technical terms
  • Being flexible and adaptable while under pressure
  • Self-motivated
  • Driven

For presales manager roles, previous managerial experience will be necessary. Salaries in pre-sales start at around £30,000 and depending on location, industry and experience, can reach salaries of up to £95,000. The average salary of a pre-sales role is £55,000.


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