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Presales Manager

Oficina Plaza España, Híbrido
Full-time
Permanent employee

About this role

The challenge

As a Presales Manager, you will play a critical role in helping Plenit scale its commercial success across international markets. Your mission will be to act as the technical bridge between Sales and prospective partners, ensuring that IT partners fully understand how Plenit's Sovereign Cloud, IT Management, and Marketplace solutions address their business and technical challenges.

You will work closely with Account Executives, Business Development Representatives, Partner Success, Product, and Marketing teams, supporting opportunities throughout the entire sales cycle. From technical discovery and solution design to product demonstrations, proofs of concept, and technical proposal responses, you will help partners envision how Plenit can support their growth and service delivery.

This role combines technical expertise, commercial awareness, and leadership capability. Initially, you may operate as an individual contributor while helping establish best practices and processes, with the opportunity to build and lead a global Presales team as the business continues to grow.

Beyond supporting sales opportunities, you will also serve as the voice of the market, helping Product and Marketing teams better understand partner requirements, competitive dynamics, and emerging industry needs.

We are looking for someone who can confidently engage technical and business stakeholders, guide complex discussions, translate technical concepts into commercial value, and build scalable presales processes that contribute directly to revenue growth.

Requirements that are important for us

Relevant experience and expected outcomes

  • 4+ years of experience in Presales, Solutions Engineering, Sales Engineering, or similar customer-facing technical roles, ideally within cloud, SaaS, infrastructure, managed services, or the MSP ecosystem.

  • Strong understanding of cloud infrastructure technologies, including virtualization, compute, storage, networking, backup, disaster recovery, and remote desktop or VDI environments.

  • Proven experience delivering technical demonstrations, solution presentations, proof-of-concepts, and architecture workshops in a B2B sales environment.

  • Experience managing or contributing to RFP, RFI, and technical proposal responses for prospective customers or partners.

  • Ability to conduct structured technical discovery sessions, understanding partner environments, business models, challenges, and technical requirements.

  • Experience working alongside commercial teams in a consultative, revenue-supporting role, contributing to opportunity progression and win rates.

  • Excellent communication skills with the ability to explain technical concepts to both technical and non-technical audiences.

  • Strong knowledge of solution architecture design and the ability to recommend scalable, commercially viable approaches.

  • Experience working within a channel ecosystem including MSPs, resellers, distributors, ISVs, or IT integrators will be highly valued.

  • Fluency in English and at least one of the following languages: Spanish, French, or Portuguese. Additional European languages are considered a plus.

Key skills and expected impact

  • Lead technical discovery: understand partner infrastructures, service offerings, customer profiles, and business goals to identify the most appropriate solutions.

  • Design tailored solutions: create solution architectures that align with partner requirements while demonstrating the value of Plenit's cloud and IT services portfolio.

  • Deliver impactful demonstrations: present products, technical capabilities, and business benefits through compelling demos and architecture walkthroughs.

  • Manage proof-of-concepts: coordinate and execute successful PoCs that help partners validate technical and commercial fit.

  • Support complex sales cycles: work closely with Sales teams to overcome technical objections and accelerate deal progression.

  • Own technical responses: lead RFPs, RFIs, technical questionnaires, and documentation requests from prospective partners.

  • Advise on cloud adoption: help partners evaluate migration strategies, infrastructure choices, and service delivery models.

  • Build presales excellence: define and continuously improve presales processes, playbooks, demo environments, and technical best practices.

  • Measure performance through KPIs: monitor metrics such as win rates, PoC conversion rates, and technical engagement effectiveness.

  • Develop and mentor talent: build and coach a growing Presales team, promoting collaboration, knowledge sharing, and technical excellence.

  • Act as the voice of the partner: provide Product teams with feedback regarding technical needs, competitive gaps, and roadmap opportunities.

  • Enable the commercial organization: train Sales and Account Management teams on product capabilities, technical positioning, and solution messaging.

  • Support successful onboarding: collaborate with Partner Success teams to ensure smooth technical handovers for newly signed partners.

  • Contribute to market intelligence: share insights on industry trends, partner challenges, competitor positioning, and emerging technologies.

Tools

  • CRM: Salesforce

  • Collaboration: Microsoft Teams, Office 365, Slack, Confluence

  • Presales & Documentation: PowerPoint, Visio/Lucidchart, RFP response platforms, technical documentation tools

  • Cloud & Infrastructure: VMware, Hyper-V, Microsoft Azure, cloud management platforms and related infrastructure technologies

  • Demo & Presentation: Demo environments, sandbox platforms, remote presentation tools

  • Project & Knowledge Management: Confluence, Jira, Office 365

Nice to have

  • Previous experience leading or mentoring a Presales, Solutions Engineering, or Sales Engineering team.

  • Familiarity with channel sales models and the IT distributor, reseller, and MSP ecosystem.

  • Experience working with hyperscalers or sovereign cloud providers.

  • Knowledge of ISO 27001, GDPR, data sovereignty, cybersecurity, or regulatory compliance frameworks relevant to cloud services.

  • Experience supporting international teams and working across multiple markets.

About us

Plenit (formerly Jotelulu) is the Operating Platform for IT Service Providers. We help MSPs, ISVs, VARs, and IT resellers run, scale, and grow their businesses on top of our own sovereign infrastructure, with footprint across Europe and the Americas.

We are a European cloud platform with a clear conviction: digital sovereignty matters, and the IT channel deserves a partner that speaks their language, builds for their reality, and stays close to the ground. We are not enterprise-y. We are simple, pragmatic, and obsessed with our partners’ success.

Five years in, we are 130 people, four countries, and growing fast — which is exactly why we are bringing this role on now.

 
We’re passionate about technology, but we’re also a bit geeky—we love Star Wars, video games, 90s movies, and pop culture. We work hard and with passion, but we also have a great time together. At Plenit, you’ll find a balance between work and fun, where teammates often become friends, and boredom is rare—there’s always something new, unexpected, and memorable happening.

What We Offer

At Plenit, we aim to create an environment where people can grow, enjoy what they do, and bring their best selves to work. That’s why we’ve designed a benefits package that reflects who we are, how we work, and what we value as a company.

Our Culture

Our culture is how we work, how we relate to one another, and how we build something meaningful together.
It’s not about “cool” values for a website — it’s about real behaviors we live every day: a positive atmosphere, accountability, trust, and effectiveness.

We are committed to:

A great working environment built on teamwork, optimism, joy and the drive to do things well.
Responsibility and ownership, because everyone knows what needs to be done and finds the way to make it happen.
Trust, as the foundation of teamwork and our relationships with partners.
Effectiveness, focusing on results and constantly challenging ourselves to ensure we’re on the right path.


Special Days       
You’ll enjoy:       
December 24th and 31st off,       
Your birthday off — because we believe your day should be yours.       
       
Competitive Salary           
We offer a competitive salary aligned with the market and reviewed periodically to ensure fairness and recognition.           
           
Continuous Learning           
We support your professional growth through internal training, learning resources, and development plans tailored to your career path.           
           
Private Health Insurance           
You’ll have access to private health coverage, giving you peace of mind and support in your day-to-day life.           
           
Informal Events           
We believe in celebrating achievements, strengthening team bonds, and having fun along the way. We regularly organize informal events and activities to enjoy time together and reinforce our team spirit.