Director, Pre-Sales

CAREER OPPORTUNITY

This role places you at the center of PowerPlans commercial transformation where presales value engineering and revenue strategy converge. You will build and scale a world-class presales function during a pivotal moment of company evolution. As the architect of PowerPlans integrated technical and value engagement model youll shape how customers understand business impact how the sales team competes and how the company drives predictable revenue growth. This is a high-visibility high-impact role with significant influence across the entire GTM organization.

COMPANY

PowerPlan provides mission-critical financial accounting and compliance solutions to asset-intensive industries including utilities and energy. Our culture values collaboration accountability and continuous improvement with a strong emphasis on technical depth and business impact. Youll join an organization committed to elevating customer value modernizing GTM execution and building scalable processes that strengthen both customer outcomes and company growth.

KEY PERFORMANCE OBJECTIVES (First 12 Months)

Define and Launch the Presales Operating Model (First 69 Months)

Outcome: Establish a clear presales engagement model with defined coverage strategy prioritization frameworks cross-team touchpoints and measurable KPIs tied to pipeline velocity win rates and SOW accuracy.
Impact: Creates structure predictability and commercial rigor during a critical phase of company evolution.
How: Partner with Sales Services Product and RevOps to design workflows implement metrics dashboards and align processes to the seven-stage sales cycle.

Build and Scale Value Engineering Methodologies Across the Presales Team (First 912 Months)

Outcome: Develop standardized ROI models business case templates TCO calculators and industry-specific value frameworks achieving 100% team proficiency and consistent use across all active opportunities.
Impact: Creates consistent high-quality commercial narratives that increase deal size strengthen negotiation leverage and accelerate sales cycles.
How: Build training programs launch certification paths formalize templates conduct value workshops and run quality reviews on all value engineering deliverables.

Drive Win-Rate Deal Size and Sales Velocity Gains Through Integrated Presales Leadership (First 912 Months)

Outcome: Increase win rates expand average deal size and shorten sales cycles by elevating the quality of presales engagement value storytelling and business case execution.
Impact: Directly accelerates revenue growth and improves PowerPlans competitive position in enterprise deals.
How: Lead presales participation in strategic deals strengthen cross-functional reviews improve demo-to-value alignment and build consistent deal coaching practices with Sales leadership.

Build Strategic Partnerships with Product Services and Marketing to Enhance Market Differentiation (First 69 Months)

Outcome: Influence product roadmap priorities elevate value-based messaging and improve implementation readiness through formalized collaboration with Product Management Professional Services and Marketing.
Impact: Ensures PowerPlans value story is aligned across the GTM engine strengthens competitive differentiation and improves the customers end-to-end experience.
How: Lead cross-functional workshops create feedback loops based on deal insights collaborate on competitive positioning assets and ensure presales inputs shape roadmap and service offerings.

Drive Financial Rigor and Value Realization in Strategic Accounts (First 912 Months)

Outcome: Improve financial accuracy of business cases and partner with Customer Success to track realized value post-implementation generating referenceable outcomes and strengthening renewal/expansion strategy.
Impact: Enhances credibility with CFO-level buyers supports long-term customer value realization and creates a closed-loop value system from presales to post-sale.
How: Create value realization frameworks conduct periodic assessments with strategic accounts collaborate with CS on outcome tracking and refine business case models based on real-world results.

Establish Scalable Presales Processes Governance and Quality Standards (First 612 Months)

Outcome: Implement standardized presales processes governance models and quality controls that ensure consistent discovery demos scoping and value deliverables across the entire team.
Impact: Reduces variability in execution increases predictability for Sales and Services and ensures every opportunity receives high-quality presales engagement.
How: Build process documentation implement review cadences formalize quality scorecards and integrate standards into presales workflows and systems.

WHAT YOU BRING

• 10 years of experience in presales sales engineering or solution consulting within enterprise software (required) with 3 years managing high-performing teams (required).
• Deep expertise in discovery demos scoping proposal development and value engineering including ROI modeling business case creation and financial analysis.
• Ability to build and scale presales and value engineering methodologies including training programs certifications and standardized frameworks.
• Proven experience improving win rates deal size sales velocity and commercial precision through integrated presales leadership.
• Strong executive presence and ability to engage with CFOs Controllers CIOs and other C-suite stakeholders on both technical and business topics.
• Demonstrated ability to drive cross-functional alignment with Sales Product Services Marketing Customer Success and RevOps.
• Strong operational discipline with experience building scalable processes governance playbooks and quality-control mechanisms.
• Preferred but not required: Industry knowledge in utilities energy or asset-intensive sectors with understanding of regulatory accounting financial systems and industry buying drivers.
• Preferred but not required: Previous exposure to Demo2win! methodology

PowerPlan is an EOE

Applicant Privacy Notice

Please note that this is a hybrid role that involves a combination of onsite work from our corporate office as well as work from home. While we strive to accommodate flexible working arrangements when sensible there will be times when onsite work is required. This could include scheduled office days team meetings client meetings or special events.