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K20S Information Technology LLC

Job Role: Cybersecurity Pre-Sales Consultant (Remote)
Experience: 5+ years
Location: Remote (supporting clients in Qatar as needed)
Department: Cybersecurity Services
Duration: Long-term 


Role Overview: The Cybersecurity Pre-Sales Consultant is a senior technical role responsible for translating client&nbsp;security requirements into viable, compliant, and competitive solution architectures. The role supports the sales pipeline by qualifying opportunities, designing reference architectures, coordinating with vendors, and ensuring technical alignment with bid requirements. Network&nbsp;discovery sessions, technical workshops, POCs, and proposal development, and will work closely with sales, vendors, and delivery teams without reliance on physical presence. 

Core Objectives: 1. Ensure early technical qualification of opportunities. 2. Align proposed solutions with client requirements and tender specifications. 3. Coordinate with vendors for pricing, BOQs, and technical responses. 4. Support the pipeline through architecture design, POCs, and technical proposals. 5. Develop reusable reference architectures and solution maps. 6. Produce accurate effort sizing, role estimation, and cost-aligned delivery models. 

Key Responsibilities:

1) Technical Qualification &amp; Technical Strategy • Review RFPs, RFQs, and client requirements to determine: o Technical feasibility o Compliance with mandatory specifications o Gaps or risks in proposed solutions • Provide early technical qualification of opportunities (go/no-go input). • Identify the most appropriate technologies, vendors, and solution stacks. • Define high-level architecture approaches and solution positioning.

2) Vendor Engagement &amp; Commercial Inputs • Act as the primary technical liaison with cybersecurity vendors. • Request and consolidate: o Bills of Quantity (BOQs) o Budgetary and formal quotations o Technical write-ups and compliance statements • Validate vendor responses against tender requirements. • Ensure technical consistency across multi-vendor solutions.

3) Solution Design &amp; Architecture • Create and maintain: o Reference architectures o Solution maps o Logical and physical design diagrams • Align architectures with: o Client environments o Regulatory requirements o Security frameworks (e.g., NIST, ISO 27001, CIS, Zero Trust) • Support proposal development with: o Technical narratives o Compliance matrices o Solution descriptions o Assumptions and dependencies

4) Effort Sizing, Role Estimation &amp; Cost Alignment • Develop high-level and detailed implementation effort estimates for proposed solutions. • With inputs from SMEs, confirm required: o Roles (e.g., architect, senior engineer, analyst, project manager) o Skill levels or grades o Number of resources o Man-days or man-months per activity • Break down effort across: o Design o Implementation o Integration o Testing o Knowledge transfer o Documentation o Support or transition phases • Create delivery effort models aligned with: o Project scope o Complexity o Client timelines o SLAs or contractual obligations • Work closely with delivery and project management teams to: o Validate assumptions o Confirm resource availability and skill alignment o Ensure estimates are realistic and executable • Support the commercial team by: o Aligning technical effort with pricing models o Identifying cost drivers and optimization opportunities o Providing inputs for services BOQs and cost breakdowns

5) POCs, POVs &amp; Pipeline Alignment • Plan and coordinate Proof of Concepts (POCs) and Proof of Value (POVs). • Define: o Scope o Success criteria o Test scenarios o Evaluation metrics • Work closely with sales and delivery teams to align POC activity with the annual&nbsp; pipeline. • Provide technical oversight during remote POC execution.

6) Client-Facing Technical Engagement (Remote) • Conduct technical discovery sessions with clients. • Lead remote technical workshops and solution walkthroughs. • Present architectures, security concepts, and solution value propositions. • Respond to technical clarifications during bid processes.

7) Proposal &amp; Documentation Support • Contribute to: o Technical proposals o Compliance responses o Solution diagrams o Executive summaries • Ensure proposals are: o Technically accurate o Competitive o Aligned with vendor capabilities • Support clarification responses and technical negotiations.

8) Internal Collaboration • Work closely with: o Sales teams on opportunity strategy o Delivery teams for feasibility and effort estimation o Vendor account managers • Maintain a repository of: o Reference architectures o Standard solution templates o Reusable technical assets o Estimation models and effort baselines

Key Deliverables: • Technical qualification reports (go/no-go input). • Solution architectures and reference designs. • Vendor-aligned BOQs and technical responses. • Effort sizing models with: o Role definitions o Grades or seniority levels o Man-day estimates • Services cost inputs aligned with delivery. • POC/POV plans and outcome summaries. • Technical sections of proposals and RFP responses.

Required Skills &amp; Competencies: 
Technical Expertise: Strong knowledge across multiple cybersecurity domains, such as: • Network security (NGFW, IPS, segmentation, SASE) • Endpoint and XDR • Identity and access management (IAM, PAM, MFA, Zero Trust) • SIEM, SOAR, and SOC architectures • Cloud security (AWS, Azure, GCP) • Data security and DLP • Vulnerability management • Email and web security 

Pre-Sales &amp; Architecture Skills: • RFP/RFQ analysis and compliance mapping. • Solution architecture and design documentation. • Multi-vendor solution integration. • Effort estimation and delivery sizing. • POC and evaluation planning. • Technical presentation and storytelling. 

Commercial &amp; Delivery Awareness: • Understanding of services pricing models. • Ability to translate technical scope into effort and cost. • Experience coordinating with delivery or professional services teams. 

Soft Skills: • Strong written and verbal communication. • Ability to run remote discovery sessions and workshops. • Stakeholder management across sales, vendors, and clients. • Structured problem-solving and decision-making. 

Minimum Qualifications:
<ul>
<li>Bachelor’s degree in Cybersecurity, Computer Science, or related field.</li>
<li>7+ years in cybersecurity engineering, architecture, and pre-sales roles.</li>
<li>3+ years in a customer-facing or pre-sales architecture capacity.</li>
<li>Experience supporting RFPs, tenders, or large enterprise bids</li>
<li>Demonstrated experience in effort estimation and services sizing.</li>
<li>Candidates with stronger experience in either Cybersecurity or Pre-Sales can be considered; however, both skillsets are mandatory, though the ratio of expertise may vary.</li>
<li>Candidate should be able to:
<ul>
<li>Design security solutions</li>
<li>Understand client requirements</li>
<li>Coordinate with SMEs</li>
<li>Handle service delivery and analysis</li>
</ul>
</li>
<li>Good understanding of the architecture lifecycle is required.</li>
<li>Strong communication skills are important.</li>
</ul>

Preferred Certifications: One or more of the following: • Cloud security certifications • Vendor certifications (e.g., Palo Alto, Fortinet, Cisco, Microsoft, CrowdStrike, etc.) • TOGAF or equivalent architecture certification (optional but desirable) 

Tools &amp; Working Model (Remote): • Comfortable with remote collaboration tools (Teams, Zoom, etc.). • Experience with: o Proposal tools o Diagramming tools (Visio, Draw.IO, etc.) o Effort estimation templates or costing models o RFP response platforms • Able to work across multiple time zones if needed. 

Key Performance Indicators (KPIs) • Technical win-rate on qualified opportunities. • Accuracy of effort and cost estimates vs. actual delivery. • Time to deliver vendor BOQs and solution architectures. • POC success rate. • Contribution to pipeline conversion.