Senior Presales Engineer

JOB DESCRIPTION

Senior Presales Engineer

Company: PT Lintasarta

Function: Technology / Solution Engineering / Presales

Level: Senior Professional

1. Position Purpose

To lead the technical presales process by translating customer business requirements into appropriate, commercially viable, and technically sound ICT solutions. The Senior Presales Engineer works closely with Sales, Product, Engineering, Delivery, and Partners to develop solution architectures, proposals, technical presentations, and demonstrations that support revenue growth and successful customer engagements.

The role is responsible for ensuring that proposed solutions are aligned with customer needs, Lintasarta's technology portfolio, technical standards, commercial objectives, and delivery capabilities.

2. Key Responsibilities

A. Solution Design & Architecture

• Analyze customer business and technical requirements and translate them into solution requirements.
• Design end-to-end ICT solutions covering areas such as:
• Connectivity & Network
• Cloud & Data Center
• Cybersecurity
• Managed Services
• Infrastructure & Digital Solutions
• Network/Cloud integration
• Develop high-level and detailed solution architectures, network diagrams, BOM/BoQ, and technical specifications.
• Ensure proposed solutions are scalable, reliable, secure, and aligned with enterprise architecture and technology standards.
• Evaluate different technology options and recommend appropriate solutions based on customer requirements.

B. Presales & Bid Management

• Lead the technical aspects of RFI, RFQ, RFP, tender, and proposal processes.
• Develop technical proposals, solution descriptions, compliance matrices, and technical presentations.
• Prepare solution costing inputs, BoQ/BoM, capacity requirements, and technical assumptions in coordination with commercial teams.
• Conduct technical clarification sessions with customers and respond to technical queries during the sales cycle.
• Support Sales in developing solution strategies and value propositions.
• Participate in customer meetings, workshops, solution presentations, proof-of-concept (PoC), and product demonstrations.
• Identify technical risks, dependencies, and constraints before proposal submission.

C. Customer Engagement

• Act as a technical advisor to customers and Sales teams.
• Understand customer business challenges and identify opportunities for technology transformation.
• Conduct technical discovery sessions and workshops with customers.
• Present complex technical concepts in a clear and business-oriented manner to both technical and non-technical stakeholders.
• Establish trusted relationships with customer technical teams, decision makers, and key stakeholders.
• Identify opportunities for upselling, cross-selling, and expansion of existing solutions.

D. Solution Validation & Delivery Handover

• Collaborate with Engineering, Operations, Project Management, and Delivery teams to validate solution feasibility.
• Ensure proposed solutions can be effectively implemented and operated.
• Participate in solution reviews and technical design reviews.
• Provide a comprehensive technical handover to the delivery/project team after contract award.
• Support implementation teams during technical clarification and issue resolution when required.
• Capture lessons learned and incorporate them into future solution designs.

E. Technology & Industry Development

• Maintain strong knowledge of emerging ICT technologies and industry trends.
• Monitor developments in networking, cloud computing, cybersecurity, data center, AI infrastructure, automation, and digital services.
• Evaluate new products and technologies from vendors and technology partners.
• Develop reusable solution architectures, reference designs, technical documentation, and presales assets.
• Support internal capability development through knowledge sharing and technical mentoring.

F. Commercial & Business Support

• Work with Sales and Business Development teams to develop technically differentiated solutions.
• Ensure solution designs balance customer value, technical quality, delivery feasibility, and commercial viability.
• Support estimation of CAPEX, OPEX, implementation effort, and recurring service requirements.
• Contribute to deal strategy and solution optimization to improve win potential and business margins.
• Identify technical and commercial risks associated with proposed solutions.

3. Key Deliverables

• End-to-end solution architecture and design
• Technical proposals and RFP/RFQ responses
• Technical compliance matrices
• BoQ/BoM and solution costing inputs
• Network and solution diagrams
• Technical presentations and customer workshops
• PoC / solution demonstration
• Technical feasibility and risk assessment
• Solution design documentation
• Technical handover documentation
• Reusable solution/reference architectures
• Customer technical engagement and clarification support

4. Key Performance Indicators (KPIs)

AreaKPI Examples

Revenue Support

Revenue/value of opportunities supported

Presales Effectiveness

Technical contribution to successful opportunities

Proposal Quality

Accuracy, completeness, and timeliness of technical proposals

Solution Quality

Technical feasibility, scalability, security, and alignment with standards

Customer Engagement

Customer workshops, presentations, and technical engagements

Delivery Readiness

Quality of technical handover and reduction of design-related issues

Innovation

Adoption of new technologies and reusable solution designs

Collaboration

Effectiveness of coordination with Sales, Engineering, Product, Delivery, and Partners

5. Required Qualifications

Education

• Bachelor's degree in Computer Engineering, Electrical Engineering, Information Technology, Telecommunications, Computer Science, or related discipline.

Experience

• Minimum 5–8 years of experience in presales, solution engineering, network engineering, system integration, telecommunications, cloud, data center, or related ICT fields.
• Experience handling enterprise customers and complex ICT solutions.
• Experience in RFP/RFQ/tender and solution proposal processes.
• Experience working with multiple technology vendors and partners is preferred.

6. Technical Competencies

Strong knowledge in one or more of the following areas:

• Enterprise Network & Connectivity
• IP/MPLS, SD-WAN, SDN
• LAN/WAN/Wi-Fi
• Internet & Data Connectivity
• Cloud Computing & Hybrid Cloud
• Data Center Infrastructure
• Network & Cloud Security
• Managed Services
• Network Automation
• High-performance computing / AI infrastructure networking
• IT infrastructure and system integration

Preferred certifications:

• Cisco CCNP/CCIE or equivalent
• Fortinet / Palo Alto / other cybersecurity certifications
• VMware / AWS / Microsoft Azure / Google Cloud certifications
• ITIL
• TOGAF or equivalent architecture certification
• Other relevant vendor certifications

7. Behavioral Competencies

• Customer-oriented mindset
• Strong analytical and problem-solving skills
• Excellent communication and presentation skills
• Strong business and commercial awareness
• Ability to translate technical solutions into business value
• Strong stakeholder management
• Negotiation and influencing skills
• Structured and strategic thinking
• Ability to work under tight deadlines
• Strong collaboration and teamwork
• Proactive and continuous-learning mindset
• Ability to lead technical discussions and mentor junior engineers

8. Key Interfaces

Internal

• Sales & Account Management
• Product Management
• Solution Architecture
• Network & Cloud Engineering
• Cybersecurity
• Data Center
• Project Management / Delivery
• Operations
• Finance / Commercial
• Procurement

External

• Enterprise customers
• Technology vendors
• System integrators
• Cloud providers
• Technology partners

9. Role Profile

The Senior Presales Engineer is expected to operate as a bridge between customer business requirements, technology capabilities, and commercial objectives.

The position should be capable of moving beyond individual technology products and developing end-to-end solutions that address customer business outcomes, while ensuring technical feasibility, operational readiness, scalability, security, and commercial sustainability.

Core capability model:

Customer Requirement → Solution Architecture → Technical Proposal → Commercial Solution → Customer Presentation → Technical Validation → Delivery Handover