Solutions Value Manager

Purpose Statement /Job Summary

• The Solution Value Manager exists to turn inq.'s product capability into won deals. The role embeds technical depth and commercial translation directly into the sales motion — leading solution design, proof of concept development, and bid management for complex enterprise
• opportunities across the Cloud, Digital, and Security portfolios. By bridging the gap between product knowledge and customer decision-making, the role builds buyer confidence, shortens deal cycles, and ensures every proposal inq. submits is technically credible and commercially compelling.

Job Description

Presales Engagement & Discovery

• Partner with the Sales team from initial qualification — conducting discovery sessions, understanding customer requirements, and scoping technical solutions.
• Design and present end-to-end solution architectures for enterprise customers across inq.'s portfolio.
• Lead technical presentations, product demonstrations, and proof-of-concept sessions for qualified opportunities.
• Respond to technical sections of RFPs, RFQs, and tenders — producing structured, accurate, and compelling technical responses.

Solution Design & Commercial Modelling

• Translate customer requirements into detailed solution designs — selecting the right products, configurations, and delivery models.
• Work with Product Managers to validate solution feasibility, confirm pricing inputs, and obtain technical sign-off on non-standard configurations.
• Develop commercial models and solution cost structures for complex or multi-product opportunities — in coordination with the Commercial Intelligence & Planning Manager.
• Present pricing and commercial narratives to enterprise decision-makers in a business outcome-focused manner.

Bid Management & Knowledge Building

• Own the technical and solution content of formal bid responses — coordinating inputs from PMs, Partner Services, and Technical teams.
• Maintain a library of pre-approved proposal content, solution templates, and reusable bid modules.
• Conduct structured win/loss reviews for all closed opportunities — documenting lessons and feeding insight to Product and the CIPA.
• Contribute to the development of sales playbooks and technical FAQs for the Sales team.

Requirements

Skills/Key Competencies

• Technical Authority - credible with enterprise IT and business decision-makers
• Solution Thinking - synthesises customer requirements into feasible, integrated designs and ROI language.
• Consultative Selling Support - understands the customer's business problem before designing a solution.
• Presentation Excellence - delivers compelling, credible technical presentations to diverse audiences.
• Collaboration - works closely with sales, product, and partner teams to win deals.
• Commercial Acumen - margins, pricing, and commercial risk
• Bid Discipline - organised, thorough, deadline-driven
• Learning Agility - continuously updates product knowledge across a broad, evolving portfolio.

Qualifications

• Relevant certifications (CCNP, Azure/AWS Solutions Architect, CISSP, or equivalent) strongly preferred
• Bachelor's degree in Engineering, Computer Science, Telecommunications, or related technical field.
• 4 - 7 years in a presales, solutions engineering, or technical sales role within enterprise technology or telecoms.

Knowledge and Experience

• Technical depth in at least two of: cloud infrastructure, UCaaS, enterprise connectivity, security, or managed services.
• Proven experience in RFP/tender response and technical proposal writing.
• Experience designing multi-product enterprise solutions and presenting to C-level stakeholders.
• Strong commercial -able to build solution cost models and pricing narratives.
• Relevant certifications (CCNP, Azure/AWS Solutions Architect, CISSP, or equivalent) strongly preferred