Lead Qualification – Software & SaaS

• Assess incoming ICT leads involving software platforms, SaaS solutions, and licensing requirements for technical and commercial feasibility

• Define qualification criteria for SaaS opportunities: deployment model, integration complexity, user volume, and total cost of ownership

• Coordinate with KAMs to ensure lead briefs contain sufficient technical information before Pre-Sales engagement

Solution Architecture & Proposal Design

• Design end-to-end SaaS and software solution architectures tailored to client requirements, including platform selection, integration points, and licensing structure

• Draft and deliver complete technical and commercial proposals for SaaS and Software opportunities, ensuring on-time submission.

• Cover key solution domains: CRM, ERP, collaboration and productivity platforms, and vertical SaaS applications

• Build detailed Bills of Materials (BOM) and cost models for software proposals, ensuring alignment with Horizon’s catalogue and margin thresholds

• Document solution designs clearly to support client presentations and internal review

Vendor & Pricing Coordination

• Trigger RFQ requests to the Partnerships team for SaaS and software vendor pricing

• Validate vendor quotes against reference pricing and flag discrepancies before integrating into proposals

• Support the Partnerships Manager in evaluating new SaaS vendors and assessing their commercial terms

Client Engagement & Pre-Sales

• Own proposals’ quality and completeness for all Software and SaaS submissions.

• Participate in client-facing technical discussions, solution presentations, and proof-of-concept scoping sessions alongside KAMs

• Address technical objections and adapt solution scope based on client feedback during the proposal stage

• Document lost deal feedback with root cause analysis (pricing, scope, competition) and submit to Product Management monthly

Experience

• 10+ years in ICT Pre-Sales, solution architecture, or technical consulting with a focus on SaaS and enterprise software

• Demonstrated experience designing and presenting SaaS-based solutions (CRM, ERP, productivity platforms) to B2B clients

• Background in telecommunications or managed ICT services

Certifications

• Sales Cloud Consultant or Salesforce Certified Administrator – Preferred

• Microsoft 365 Certified: Fundamentals (MS-900) or equivalent – Preferred

• SAP or Oracle SaaS certifications – A plus

Technical Skills

• In-depth knowledge of SaaS deployment models: multi-tenant, single-tenant, hybrid. Licensing and subscription structures

• Familiarity with CRM platforms (Salesforce, Microsoft Dynamics), ERP systems (SAP, Oracle), and collaboration tools (Microsoft 365, Google Workspace)

• Understanding of API integration concepts and SaaS-to-on-premise connectivity requirements

• Ability to build detailed BOMs and TCO models for software proposals

• Proficient in Microsoft 365 suite

Soft Skills

• Strong ability to translate complex technical concepts into clear client-facing language

• Collaborative and responsive: able to work under proposal deadline pressure

• Curious and self-updating: SaaS market evolves rapidly, continuous learning is essential

• Arabic and English, fluent