Senior Presales Consultant

PFP Advisory (www.pfpadvisory.com) is an executive search, recruitment, and assessments company coordinating search, selection, and evaluation projects for the placement of top- and middle-level candidates across industries, as well as providing other human capital-related services.

We are looking for a Senior Presales Consultant in Bucharest for our client, a leading IT system integrator in Romania. The position is based in Bucharest.

THE ROLE

The Presales Consultant serves as the bridge between the retailer's operational needs and the solution that the organization can deliver. He/She translates in-store requirements—such as checkout waiting times, losses, stock accuracy, cash handling, and rollouts across hundreds of locations—into functional architectures, technical proposals, and business cases. Additionally, the Presales Consultant coordinates in-store demonstrations and pilots, ensuring that everything discussed with the Sales and Business Development teams during the commercial phase can be successfully delivered by the product and delivery teams.

His/Her core responsibility is centered on ensuring the technical-functional quality of the proposed solution, the accuracy of estimated costs, and the feasibility of commitments made to the client.

MAIN RESPONSIBILITIES

1. Solutioning and business analysis

• Conducts client discovery sessions and documents complex workflows;
• Defines the technical solution (software/hardware/services) and functional architecture, potentially replicable for large (multi-location) projects;
• Builds solid business cases (ROI, TCO, inventory optimization, and cash handling).

2. Commercial support, demos, and PoC

• Provides technical support to sales teams throughout the entire commercial cycle through technical validation, presentations, workshops, demos, and Proof of Concept (PoC);
• Defines with the main stakeholders the success criteria, deliverables, and scenarios for PoC.

3. Bidding, RFP, and tenders

• Prepares the drafting of technical proposals, specifications, and profitability estimations;
• Coordinates responses for complex public (SEAP/SICAP) and private tenders, ensuring compliance.

4. Interface with Product Management and Delivery

• Aligns major client requirements with the product roadmap and technical feasibility;
• Ensures a strategic handover to Project Management and Delivery teams at the kickoff of projects.

5. Partnerships and portfolio development

• Manages the technical and strategic relationship with manufacturers and suppliers of hardware and software solutions;
• Develops new solutions and services to expand the organization's commercial portfolio.

6. Internal enablement and materials

• Defines the client approach strategy and conducts internal demo/training sessions;
• Collaborates with Marketing to establish key messaging and competitive differentiators for the solutions.

INTERNAL STRUCTURE

The future Presales Consultant will be part of the Commercial team, reporting directly to the Presales & Product Management Manager. The role will work closely with key internal teams, including Sales, Product Management, Delivery, Project Management, QA, Marketing, and Service.

THE CANDIDATE

Experience

• Completed higher education – technical or economic profile, or equivalent through relevant experience;
• Minimum 5 years of experience with retail solutions, acquired within an IT solutions integrator (presales, solution consulting, business analysis, product management, or IT solutions implementation) or within a retail organization (with exposure to complex IT solutions – IT, operations, stores, logistics);
• Ability to understand an organization's business processes and translate them into functional requirements;
• Demonstrable experience in drafting structured documentation: analyses, specifications, tender books (RFP/RFIs), and technical proposals;
• English language – advanced level, both written and conversational (technical documentation and interaction with international suppliers); another foreign language is a plus;
• Strong presentation and interpersonal skills, including in front of a mixed audience (both business and IT);
• Availability to travel approximately 20% of the time to client locations, stores and warehouses across Romania; Category B driving license required.

Mindset

• Can-do attitude and self-learner;
• Ability to bring structure and compile information in complex business cases;
• Strong execution and follow-through;
• Ability to develop and empower people.

You are someone who:

• Is ambitious, digital and tech savvy;
• Communicates transparently and works well across functions, clients and partners;
• Is curious about new technologies and product lines in the field;
• Provides solutions in a structured way.

Why This Role:

• High-visibility role - direct contribution to what is included or excluded from the retail portfolio and the company roadmap;
• Clear ownership of a vertical: complete management of retail solutions, both owned and from international partners;
• Hybrid work schedule, with flexibility based on client agendas;
• Dedicated budget for training and certifications on solutions and technologies within the portfolio, as well as participation in industry events;
• Salary package aligned with experience, plus standard Company benefits (medical insurance, meal vouchers, etc.);
• An established Presales & Product Management team with clear governance processes—ensuring transparency on who decides what and based on which criteria.

For more details, contact Cristina Popa-Bochis at cristina.popa-bochis@pfpadvisory.com