The Pre-Sales Lead & Solution Architect is responsible for shaping solutions that align customer requirements with SmartSea’s product portfolio, partner capabilities, and delivery model. The role bridges commercial, product, technology, delivery, and partner teams to ensure opportunities are well-scoped, commercially viable, deliverable, profitable, and competitive.
This role plays a key part in winning strategic deals across maritime and port digitalisation, national programmes, and SmartSea Vision deployments.
Solution Design & Bid Shaping
- Own the end-to-end pre-sales process across priority opportunities
- Translate customer business and technical requirements into clear solution architectures
- Define scope, boundaries, assumptions, dependencies, risks, and delivery model
- Shape offers across platforms, products, managed services, and partner ecosystem
- Support pricing, effort estimates, TCO modelling, and commercial deal structure
- Ensure solutions are deliverable, profitable, and referenceable
RFP / Tender Response Leadership
- Coordinate responses to RFIs, RFPs, and formal tenders
- Lead development of bid strategy, win themes, differentiators, and scoring alignment
- Drive compliance against mandatory tender requirements and evaluation criteria
- Produce structured proposal content, solution narratives, diagrams, and compliance matrices
Technical & Commercial Engagement
- Lead customer technical sessions, demos, and Q&A workshops
- Articulate solution benefits, TCO, and business value to both technical and non-technical audiences
- Represent SmartSea in partner and ecosystem solution discussions (SITA, IDSure, cloud, cyber, integration, etc.)
Delivery Handover & Assurance
- Provide structured handover documentation to delivery teams post-contract
- Ensure delivery is aligned to solution assumptions and commercial commitments
- Support early-life delivery for strategic accounts
Market & Product Insight
- Capture customer and market requirements and feed into product roadmap
- Contribute to repeatable solution patterns for scale (templates, pricing models, artefacts)
- Support the commercial organisation in building sector-specific solution offerings
- Any other job assigned by the management.
Experience
- 7+ years in pre-sales, solution architecture, bid leadership, or technical sales
- Experience in complex solution sales involving platform + services + cloud + integration
- Exposure to regulated procurement environments (maritime, ports, aviation, energy, government, defence, etc.)
- Experience with large programmes, national digital strategies, or transformation initiatives (advantage)
- Maritime, ports, logistics, aviation, or transport domain knowledge preferred
Technical & Commercial Skills
- Strong grasp of enterprise solution architectures (cloud, cybersecurity, identity, networks, applications)
- Experience with commercial models (SaaS, subscription, managed service, PS, 3rd-party, marketplace)
- Ability to create solution artefacts (diagrams, BoMs, SoWs, RFI/RFP responses)
- Ability to simplify complexity for executives and procurement evaluators
Soft Skills
- Excellent written, visual, and spoken communication
- Strong stakeholder orchestration (internal + partner + customer)
- Ability to work with ambiguity and shape clarity
- Highly structured, analytical, and deadline-driven
- Strong customer presence and persuasion capability
SmartSea is an Equal Opportunity Employer and values a diverse workforce with many different countries and cultures represented across the organisation. We offer:
- Competitive salary and discretionary bonus
- Thirteen salaries
- Pension fund
- Medical insurance
- Opportunities for professional growth and architectural leadership
- Flexible working from home policy
- A collaborative, product-driven and innovation-focused culture
If you are passionate about service excellence and technology-driven support, we encourage you to apply for this exciting role!
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