Presales Consultant Cloud & Data

Job Title: Presales Consultant Cloud & Data

Job Purpose: The Presales Consultant — Cloud, Data & AI owns the technical and commercial shaping of cloud, unified data, and AI opportunities across UAE/GCC enterprise accounts. This is a broader-than-title role: it combines classical technical presales (solution design, PoCs, RFP/RFI responses) with partner alliance management (Microsoft Solutions Partner program, AWS, OCI), deal-level commercial structuring using OEM funding programs, and hands-on delivery oversight and project management on won engagements. The consultant carries opportunities from qualification through architecture, commercial construction, and technical closure — and then stays accountable through delivery, acting as the continuity point between what was sold and what is delivered.

Qualification: Bachelor's degree in Computer Science, Information Technology, Engineering

Certification:

• Required: at least one associate-level orhigher hyperscaler certification (e.g., AWS Solutions Architect,Azure Solutions Architect Expert / AI Engineer Associate). 
• Preferred: AI-track certification (AWS AIPractitioner, Azure AI Engineer Associate) and Microsoft Fabric ordata-platform credentials. 

Experience: 9+ Year

Responsibilities:

Technical Presales & Solution Design 

• Lead end-to-end technical presales for cloud,  data, and AI opportunities: discovery, solution design, architecture  proposals, effort estimation inputs, and bid defence. 
• Own and author responses to RFPs, RFIs, and RFQs  — coordinating inputs from delivery, security, and OEM partner teams into a  coherent, compliant, and differentiated bid. 
• Design and run client proofs of concept (PoCs)  across Microsoft Fabric, cloud migration, and AI/analytics workloads to  de-risk client decisions and accelerate deal progression. 
• Produce Well-Architected reviews, cloud  security-posture assessments, and migration/modernization roadmaps as  billable or pipeline-generating presales assets. 
• Present and defend architectures to client  stakeholders from engineering teams up to CIO/CTO level. 

Data & AI Platform Architecture 

• Architect Microsoft Fabric unified data platforms  (Lakehouse, OneLake, Data Engineering, Power  BI), consolidating fragmented client data estates into governed,  analytics- and AI-ready foundations. 
• Design and position Generative AI solutions on  Azure AI / Azure OpenAI / Microsoft Copilot and AWS Bedrock — leading  use-case discovery workshops, reference architectures, and AI governance  guardrails. 
• Embed cybersecurity and zero-trust principles  (IAM, CSPM, data governance, landing-zone security) into every proposed  architecture. 

Partner Alliances & OEM Program Management 

• Own the Microsoft partner relationship  operationally: maintain and advance Solutions Partner designations (currently  four of six — Infrastructure, Data & AI, Modern Work, Security) and  advanced specializations (Azure Virtual Desktop achieved; Data & AI  specialization in progress), including skilling plans, customer-success  evidence, and audit readiness. 
• Manage day-to-day engagement with Microsoft, AWS,  and OCI partner development managers — co-sell registrations, partner-led  opportunity sharing, and quarterly business reviews. 
• Identify and secure OEM incentives on live  deals: MDF, co-op funds, partner-funded PoCs and assessments, and  migration/deployment funding (e.g., Azure Migrate & Modernize). 

Deal Commercials & Gross-Margin Optimization 

• Structure deal-level commercials: solution BoM,  licensing constructs (CSP/EA), services pricing inputs, and OEM program  overlays that improve competitiveness and lift gross margin. 
• Advise sales leadership on win-strategy and  pricing posture per opportunity, including where funded propositions can  replace discount-led competition. 

Delivery Oversight & Project Management 

• Own the presales-to-delivery transition on won  engagements: solution handover, scope baselining, statement-of-work  alignment, and delivery kick-off — ensuring what was sold is what gets  delivered. 
• Act as project manager / delivery lead on  selected client engagements: project planning, milestone and dependency  tracking, RAID (risks, assumptions, issues, dependencies) management, and  resource coordination across internal delivery, client teams, and OEM/vendor  resources. 
• Run client-facing project governance:  steering-committee updates, status reporting, change-request management, and  escalation handling through to acceptance and closure. 
• Manage scope and commercial discipline during  delivery — protecting deal gross margin against scope creep and  converting change requests into commercially governed additions. 
• Feed delivery learnings back into presales  assets: estimation models, reference architectures, and reusable delivery  collateral. 

Demand Generation, Events & Evangelism 

• Plan and deliver joint solution events and  workshops with OEM partners (Microsoft, AWS) that generate qualified  enterprise pipeline. 
• Act as a technical evangelist for the practice:  speaker-ready content, solution briefs, and first-call decks for the sales  organization. 
• Enable and mentor sales and inside-sales teams on  cloud, data, and AI propositions and qualification criteria. 

Mandatory:

• Hands-on solutioning depth on Microsoft Azure plusworking fluency across at least one other hyperscaler (AWS and/orOCI); hybrid and multi-cloud patterns. 
• Demonstrated data-platform design experience —Microsoft Fabric (or Synapse/Databricks equivalents) — and practical GenAIpositioning (Azure OpenAI, Copilot, Bedrock). 
• Proven RFP/RFI ownership and PoC leadership onenterprise deals; ability to write as well as present. 
• Working knowledge of Microsoft partner programmechanics (Solutions Partner designations, specializations, incentives) and OEMfunding programs (MDF, ECIF, migration funding). 
• Security-aware architecture practice: zero-trust,IAM, CSPM, landing zones; able to engage credibly with client security teams. 
• Demonstrated delivery oversight orproject-management experience on enterprise cloud/data engagements — projectplanning, governance, RAID management, and client-facing status reporting;formal PM credentials (PMP, PRINCE2, Agile/Scrum) an advantage. 
• Executive-level communication in English;consultative, non-adversarial engagement style suited to GCC enterpriseculture. 

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