Senior Pre-Sales Manager

What makes the role special

Our Pre-Sales Managers are primarily technical experts whose depth of knowledge reflects the expertise of the entire Group-IB team. This role focuses on our business in Germany, Austria and Switzerland and involves close collaboration with our local representatives.

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Tasks to solve

Build strategic relationships

Build strategic relationships with various internal teams (field sales, channel partners, other pre-sales, engineering, marketing) to effectively generate and manage business activities.

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Participate in pre-sales activities

Participate in pre-sales activities including but not limited to conducting Proof of Concepts (PoC), scoping and architecting solutions (HLD, LLD), building Bills of Quantities (BOQ), delivering product-specific presentations, and providing technical training and seminars for channel partners and customers.

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Provide strong customer engagement

Provide strong customer engagement as a trusted advisor to understand technical and business objectives and align them with Group-IB products and services.

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Set and manage customer expectations

Set and manage customer expectations regarding product and service deliverables.

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Own and develop relationships

Own and develop relationships with key technical decision-makers and influencers within target customers, including presenting and articulating our value proposition at all organizational levels, including C-level executives.

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Prepare project documentation

Prepare project documentation and support the sales proposal process by responding to complex RFIs and RFPs.

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Develop product implementation architectures

Develop product implementation architectures in collaboration with customers.

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Manage and control pre-sales projects

Manage and control pre-sales projects and activities.

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Ensure solution functionality

Ensure solution functionality during PoCs and subscription phases by aligning with customer use cases, success criteria, integration requirements, and providing partial post-sales support.

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Become a true expert

Become a true expert on Group-IB solutions to best qualify potential sales opportunities.

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Requirements

• Minimum of 5 years of experience in information security pre-sales, solution engineering, sales engineering, or architecture roles.
• Customer-focused mindset with the ability to take ownership, lead initiatives, and collaborate with cross-functional teams including customer success, professional services, product management, sales, and engineering.
• Strong analytical, communication, and presentation skills.
• Passion for cybersecurity and high-tech technologies with hands-on knowledge of information security threats, vulnerabilities, protection technologies, botnets, malware types, etc.
• Solid practical knowledge of networking technologies and concepts (routing & switching, communication protocols, DNS, DHCP, IP, OSI/ISO, email systems, SSL, VPN, SPAN, GRE, VLAN, etc.).
• Familiarity with NIST and MITRE ATT&CK frameworks.
• Advanced technical skills across a broad range of cybersecurity products (Email Protection, Sandbox, AV/EDR, NDR, XDR, Threat Intelligence, Fraud Protection).
• Strong market awareness of information and cybersecurity vendors and technologies.
• Understanding of cybersecurity principles and enterprise-level security technologies.

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Language Skills

Fluent in German and English (both written and spoken) – mandatory.

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Additional requirements

• Professional security certifications such as CISSP, CISM, CRISC, CISA, GIAC, CCIE, or equivalents are a plus.
• Experience in fraud prevention, fraud schemes, or anti-fraud solutions is highly desirable.
• Experience with threat hunting and incident response in an operational SOC environment.
• Knowledge of various operating systems, including mobile platforms.
• Ability to analyze log and network packet data.