Job Overview
The presales consultant (or pre-sales engineer) is a technical expert who supports commercial teams in selling complex solutions. Acting as a bridge between technical and commercial aspects, he or she translates customer needs into concrete solutions and demonstrates the added value of the offering. This role is particularly sought after in IT, SaaS, telecommunications and industrial sectors.
The presales consultant intervenes before the commercial signature to technically qualify opportunities, design tailored solutions and convince prospects of the relevance of the offer. He performs product demonstrations, Proof of Concept (POC), discovery workshops and technical presentations to decision-makers.
Key Responsibilities
Technical qualification of opportunities
Analyse prospect technical requirements during initial discussions. Identify potential blockers and assess solution feasibility. Determine technical success criteria for the project.
Custom solution design
Design technical architectures tailored to customer needs. Write technical proposals (RFP, RFI) and scoping documents. Collaborate with R&D to validate feasibility and quote custom developments.
Demonstrations and presentations
Deliver compelling product demonstrations tailored to customer challenges. Present technical solutions to decision-making committees (CIO, CTO, subject matter experts). Adapt messaging based on audience (technical, business, executive).
POC and pilot management
Pilot Proof of Concept and test environment setup. Support prospects through solution adoption. Measure results and prove concrete added value.
Support during commercial negotiation
Address technical objections during negotiations. Evaluate customization requests and estimate associated costs. Participate in final presentations and selection committees.
Handover and documentation
Ensure transition to delivery and implementation teams. Document technical commitments made during presales. Train internal teams on project specifics.
Technical skills vs commercial competencies
- Deep product or solution technical expertise
- Knowledge of IT architectures (cloud, SaaS, on-premise)
- Mastery of demonstration and prototyping tools
- Ability to write RFP/RFI responses
- Project management skills (POC, pilots)
- Knowledge of consultative selling methods (MEDDIC, BANT)
- Mastery of CRM and collaboration tools (Salesforce, Notion, Miro)
- Excellent oral and written communication skills
- Ease presenting to decision-makers
- Ability to simplify and teach complex concepts
- Active listening and business acumen
- Adaptability with diverse stakeholders
- Stress management and deadline handling
- Collaborative spirit and teamwork
Salary Grid 2026 (annual gross)
| Experience | Base | Variable | Total Package | London Area |
|---|---|---|---|---|
| Junior (0-3 yrs) | 38-48K EUR | 5-10K EUR | 45-58K EUR | +12-18% |
| Established (3-6 yrs) | 48-60K EUR | 10-15K EUR | 58-75K EUR | +12-18% |
| Senior (6-10 yrs) | 60-75K EUR | 15-25K EUR | 75-100K EUR | +15-20% |
| Manager (10+ yrs) | 70-90K EUR | 20-35K EUR | 90-125K EUR | +15-20% |
What is the difference between presales consultant and sales engineer?
Must you have been a developer to become a presales consultant?
Does the presales consultant travel much?
Recruit your presales consultant with Aurelia
Generate an optimised job description and interview questions tailored to your solution.