Position Overview
We are seeking a dynamic, results-driven senior leader to spearhead our Competitive Intelligence & Pre-Sales function. This is a strategic leadership position that combines market intelligence expertise with pre-sales excellence to drive competitive advantage and accelerate revenue growth. The ideal candidate will be a visionary leader who can build, scale, and optimize a world-class competitive intelligence program while leading high-performing pre-sales teams.
Key Responsibilities
Strategic Leadership & Vision
- Lead competitive intelligence strategy across the organization, establishing frameworks for gathering, analyzing, and activating market intelligence
- Drive pre-sales excellence by developing scalable methodologies, playbooks, and best practices that consistently win deals
- Partner with C-suite executives to inform strategic decision-making with actionable competitive insights and market intelligence
- Build and mentor high-performing teams of competitive analysts, solution engineers, and pre-sales professionals
Competitive Intelligence Excellence
- Monitor and analyze competitive landscape including competitor strategies, product launches, pricing models, and go-to-market tactics
- Develop comprehensive competitive profiles and maintain real-time intelligence on key market players and emerging threats
- Create competitive battlecards and enablement materials that empower sales teams to win against specific competitors
- Establish competitive intelligence KPIs including win rates, competitive win rates, and stakeholder confidence metrics
Pre-Sales Leadership & Execution
- Lead technical sales support for complex, high-value opportunities throughout the entire sales cycle
- Drive solution design and value engineering to create compelling, customer-specific proposals and demonstrations
- Manage RFP responses and proposal development ensuring competitive positioning and differentiated value propositions
- Collaborate with product and marketing teams to align technical capabilities with market demands and competitive threats
Revenue Impact & Performance
- Optimize sales effectiveness by providing competitive insights that directly impact win rates and deal velocity
- Track and improve key metrics including competitive win rates, demo conversion rates, and pipeline coverage
- Lead major deal support providing executive-level technical consultation for strategic opportunities
- Drive revenue growth through strategic competitive positioning and superior pre-sales execution
Required Qualifications
Leadership & Experience
- 12-18 years of progressive experience in competitive intelligence, pre-sales, technical sales, or strategy consulting roles
- Minimum 5+ years of senior leadership experience managing cross-functional teams and driving strategic initiatives
- Proven track record of building competitive intelligence programs and scaling pre-sales operations
- Executive presence with experience presenting to C-level stakeholders and board members
Education & Expertise
- Advanced degree required: MBA, Master's in Business, Engineering, or related field strongly preferred
- Deep technical acumen with understanding of enterprise software, cloud technologies, or relevant industry solutions
- Strategic thinking capabilities with ability to connect market intelligence to business outcomes
- Analytical expertise including proficiency with business intelligence tools, CRM systems, and data analysis
Core Competencies
- Exceptional communication skills with ability to translate technical concepts into business value
- Competitive intelligence expertise including market research, competitor analysis, and strategic positioning
- Pre-sales mastery including solution selling, technical demonstrations, and consultative selling approaches
- Cross-functional collaboration with proven ability to work effectively with sales, marketing, product, and engineering teams
