Director, Pre-Sales

Overview

CAREER OPPORTUNITY

This role places you at the center of PowerPlan’s 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 PowerPlan’s integrated technical and value engagement model, you’ll 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. You’ll join an organization committed to elevating customer value, modernizing GTM execution, and building scalable processes that strengthen both customer outcomes and company growth.

Responsibilities

KEY PERFORMANCE OBJECTIVES (First 12 Months)

Define and Launch the Presales Operating Model (First 6–9 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 9–12 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 9–12 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 PowerPlan’s 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 6–9 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 PowerPlan’s value story is aligned across the GTM engine, strengthens competitive differentiation, and improves the customer’s 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 9–12 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 6–12 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.

Qualifications

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.