Head Of Pre-Sales Real Estate AFET

Job Requisition ID: 174669

Established in the 1930s as a trading business, Al-Futtaim Group today is one of the most diversified and progressive, privately held regional businesses headquartered in Dubai, United Arab Emirates. Structured into five operating divisions; automotive, financial services, real estate, retail and healthcare; employing more than 35,000 employees across more than 20 countries in the Middle East, Asia and Africa, Al-Futtaim Group partners with over 200 of the worlds most admired and innovative brands. Al-Futtaim Group’s entrepreneurship and relentless customer focus enables the organization to continue to grow and expand; responding to the changing needs of our customers within the societies in which we operate.

By upholding our values of respect, excellence, collaboration and integrity; Al-Futtaim Group continues to enrich the lives and aspirations of our customers each and every day

Overview Of The Role

• The Head of Pre-Sales is responsible for leading technical solutioning, bid management, and strategy across ICT, ELV, Digital, and AI domains. This role ensures competitive and customer-centric proposals that drive growth, high win rates, and market leadership. Additionally, the role encompasses managing vendor relationships, product and service strategy, and negotiation to enhance profitability. Success in this role is defined by effective cross-functional coordination, strategic vendor alliances, and profitable delivery of high-quality solutions in a competitive market.
  
  

What You Will Do

Leadership & Strategy

• Lead the Pre-Sales function, establishing a high-performance, customer-centric culture.
• Develop and execute the Product & Services Strategy for all ICT, ELV, Cybersecurity, CX, CRM, and AI solutions.
• Ensure readiness, capability uplift, and continuous development of all pre-sales resources.
• Strengthen solution differentiation and value positioning in the region.
  
  

Vendor & Principal Relationship Management

• Build, maintain, and enhance relationships with technology vendors and principals.
• Drive partnership programs, enablement plans, and certification strategies.
• Lead commercial discussions, including rebates, incentives, special pricing, BAFOs, and LAFOs.
• Ensure maximum utilisation of partner programs to enhance solution competitiveness.
  
  

Sales Enablement & Deal Strategy

• Define technical win strategies and guide Sales on competitive positioning.
• Lead customer-facing solution presentations, technical workshops, and executive demos.
• Conduct Go/No-Go reviews with the GM for all major tenders and RFP opportunities.
• Conduct win-loss reviews and use outcomes for continuous improvement.
  
  

Solution Architecture & Governance

• Ensure accuracy, completeness, and compliance of all technical solutions.
• Govern solution architecture across ICT, Data Center, Cloud, ELV, IoT, Digital, CX, CRM, Cybersecurity, and AI.
• Ensure alignment with the Business / LOB Delegation of Authority (DOA) by securing all required approvals before tender submission.
• Provide final technical validation and solution sign-off.
  
  

Commercial & Costing Governance

• Accountable for all project cost estimations, including resource costing and BoQ validation.
• Prepare cost-sheets for PMO and Delivery teams.
• Lead negotiation with vendors and principals for best pricing and rebate terms.
• Ensure pricing strategy protects margins and enhances competitiveness.
  
  

Bid Management & Tender Governance

• Lead the development of compelling technical proposals, bid responses, and tender submissions.
• Ensure timely submission of all tenders across UAE, KSA, and Qatar.
• Oversee documentation quality, compliance matrices, and risk registers.
• Maintain alignment with tender requirements, DOA policies, and quality standards.
  
  

Innovation & Digital Solutions

• Lead solution development and productisation in CRM platforms, Customer Experience (CX) solutions, Cybersecurity, and AI-driven digital solutions.
• Evaluate emerging technologies and define roadmap for new digital offerings.
• Conduct PoCs and technical validations to expand the solution portfolio.
  
  

Required Skills To Be Successful

• Advanced cost modelling and pricing strategy skills.
• Strong strategic planning and leadership capabilities.
• End-to-end solution design oversight.
• Excellent negotiation, communication, and presentation skills.
  
  

What Qualifies You For The Role

• Bachelors degree in IT, Telecom, Computer Science, or similar field; MBA or Masters preferred.
• 12-15 years of experience in ICT/ELV/Digital pre-sales, with leadership roles.
• Proven experience managing multi-country tendering in UAE, KSA, and Qatar.
• Demonstrated capability in cost estimation, solution design, and bid governance.
  
  

About Al-Futtaim Engineering & Technologies

Al-Futtaim Engineering & Technologies offers customers complete engineering and systems integration solutions.

The Engineering arm operates in the UAE, Qatar, Saudi Arabia and Egypt providing a wide variety of products and services from air conditioning, scaffolding and access solutions, elevators and escalators, control and life safety, facilities management, building products, MEP, Energy Management, Technology Infrastructure and Digital Transformation.

The Technologies division provides complete business solutions to large, medium and small customers that include, contact centre solutions, business applications, business intelligence, data management, advanced analytics amongst others. The IT infrastructure portfolio comprises IP telephony, ELV systems, networking solutions, professional audio-visual solutions and managed services.

These solutions are further complemented by services that include project management, installation, testing, commissioning and after-sales maintenance contracts.

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