Position Title: Director, Presales, ILCS
Position Location: Remote - USA
Job Summary:
The Director of ILCS Presales is responsible for owning and leading the presales strategy for Integration & Lifecycle Services (ILCS) within the High Volume business. This role bridges sales execution and product management, ensuring ILCS offerings are clearly defined, competitively positioned, and consistently attached to hardware and solution sales.
Leveraging deep knowledge of end‑user device lifecycle services, vendor programs, and high‑volume sales motions, this leader defines the ILCS service roadmap, supports sellers through presales engagement, and ensures opportunities are properly scoped and aligned with operational capabilities. The Director of ILCS Presales plays a critical role in driving revenue growth, attach rates, and margin performance by enabling scalable, repeatable presales motions across the organization.
Essential Functions:
- Develop and implement a comprehensive presales strategy for ILCS that supports High Volume revenue growth and attach objectives.
- Own the ILCS service roadmap, SKU lifecycle, and integration strategy in partnership with Product, Operations, and Sales leadership.
- Define and manage the High Volume ILCS product and services portfolio, including service introduction, refresh, and end‑of‑life decisions.
- Manage SKU lifecycle and service catalog accuracy to ensure sellers have clear, current, and usable offerings.
- Align ILCS offerings with vendor and distributor programs, incentives, and lifecycle initiatives.
- Develop and maintain attach bundles that combine hardware, software, and ILCS services to drive incremental revenue and margin.
- Support sales teams during presales by assisting with opportunity qualifications, solution design, and positioning of ILCS value propositions.
- Analyze market trends, competitive positioning, and pricing strategies to identify growth opportunities and areas for differentiation.
- Ensure presales commitments align with operational capabilities, delivery capacity, and margin guardrails.
- Partner with Sales Operations and Transformation teams to improve presales processes, tools, and workflows for ILCS opportunities.
- Act as an escalation point for complex or strategic ILCS presales engagements.
- Provide ongoing feedback from presales activity to inform product roadmap and service enhancements.
Required Skills/Abilities/Competencies:
- Strong understanding of end‑user device lifecycle services, high‑volume hardware sales, and warehouse‑based fulfillment models.
- Excellent verbal and written communication skills.
- Ethical and critical thinking skills.
- Excellent interpersonal and customer service skills.
- Strong sales, presales, and solution‑positioning capabilities.
- Strong analytical and problem‑solving skills.
- Proven leadership skills with the ability to influence across sales, product, and operations.
- Ability to prioritize and manage multiple initiatives in a fast‑paced environment.
- Ability to function effectively in a high‑growth, matrixed organization.
- Proficient with Microsoft Office Suite and CRM‑based sales tools.
Education and Experience:
- Bachelor’s degree in Business Administration, Sales, Marketing, Operations, or a related field; MBA or equivalent experience preferred.
- 7+ years of experience across presales, sales leadership, product management, or lifecycle services.
- Prior experience with vendor programs, SKU lifecycle management, and attach‑based sales strategies strongly preferred.
Physical Requirements:
- Prolonged periods of sitting at a desk and working on a computer.
- Must be able to lift up to 15 pounds at times.