What success looks like in this role:

The Presales Operations Lead is a hands-on operational role, designed to streamline, coordinate, and bring rigour to GDS Strategic Solutions' presales activity. Acting as the operational backbone to a team of Solution Architects (SAs), this role ensures deal flow is tracked, resources are aligned, artefacts are in place, and strategic presales capacity is freed up for higher-value activity. Continuous improvement of all existing processes will be expected and welcomed.

In addition to operational duties, the role includes light-touch solutioning responsibilities, such as assembling first-draft solution outlines, mapping GDS components to client needs, and coordinating artefact development for early-stage pursuits.

Core Responsibilities:

A. Intake & Deal Triage

Manage all deal qualified and early-stage deal intake

Represent GDS at Deal qualification sessions where needed

Confirm GDS requirements and expectations

Classify and update all deals in a tracker

Escalate blockers or gaps in qualification

B. Pipeline & Tracker Ownership

Maintain and update the Tracker and the presales Planner tools

Track deal status, owner, progress, blockers, and artefact readiness

Support backlog reviews and pipeline hygiene

Drive visibility into presales metrics (e.g. volume, flow, bottlenecks, conversion)

C. Resource & Project Coordination

Maintain accurate capacity view for the SA team

Suggest early resource assignments based on availability and deal stage

Flag overloads, conflicts, or idle capacity

Assist with succession and workload planning

D. Artefacts & Collateral Management

Organize and maintain reusable solution artefacts (e.g. scope outlines, assumptions, decks)

Prepare or chase inputs for deal review submissions

Support document versioning, consistency, and alignment with portfolio language

Align, create (if required), consolidate, and manage all sales collateral, ensuring it remains accurate and evergreen

Own RFx and proposal response updates for GDS content, ensuring all collateral is current, standardized, and accessible

E. Sales Process & Engagement Model Support

Review and internalize the GDS sales process

Work with team to define GDS engagement patterns

Manage and support the GDS engagement model and presales operating rhythm

Own the Go To Market (GTM) GDS Playbook

Accountable for the SOP process for Strategic Solutions

F. Communications & Inbox Management

Monitor the GDS Presales Mailbox

Ensure inbound requests are triaged and added to a tracker

Escalate urgent or ambiguous requests

Act as coordination point across the SA team for all opportunities

3. Additional Contributions (Light-Touch Solutioning)

Solutioning Support

Draft high-level solution overviews based on past deals or standard service catalogue

Coordinate with SAs to assemble assumptions, solution outlines, and costing inputs

Ensure solution artefacts align with sales messaging and positioning

Support quality control checks before deal reviews (fit for purpose/use, aligned to client need)

#LI-SP2

You will be successful in this role if you have:

Key Skills & Competencies:

Administrative & Organizational Skills

Highly structured and disciplined in managing workflows, trackers and inboxes

Strong ability to prioritize, follow up, and close actions across a dynamic pipeline

Comfortable coordinating across stakeholders and tools with minimal supervision

Confident managing workload intake for a compact, high-performing team, acting as a gatekeeper and enforcer where needed

Tools & Technical Proficiency

Excel / Smartsheet: Confident with formulas, filters, conditional formatting, pivot tables

PowerPoint: Capable of producing clear, engaging, and brand-aligned presentation decks

Power BI (Desirable): Understands dashboards, basic data modelling, and visual insight creation

SharePoint & Microsoft 365: Skilled at managing shared workspaces, templates, and document flow

Loopio (Desirable): Able to maintain and update GDS GTM collateral and knowledge base

Creative & Content Management Skills

Able to create, refine, and organize solution artefacts and slideware for reuse

Comfortable editing and aligning content to GTM messaging and solution storylines

Can turn complex solution input into concise, visual formats

Numeracy & Analytical Skills

Strong numeracy skills; confident with solution inputs, cost elements, and metrics tracking

Able to identify inconsistencies, gaps, or risks in data and artefacts

Comfortable summarizing and presenting deal trends and workload data

Communication & Interpersonal Skills

Comfortable engaging with all levels of the organization, from solution architects to senior leadership

Polite but firm, knows how to ask for what’s needed, chase without being abrasive, and push for outcomes

Skilled at saying “no” without saying no — e.g., “Yes, if…” or “I can do that when I receive X”

Build trust while holding the line on standards, timelines, and priorities

Calm and clear in ambiguous or high-pressure scenarios

Able to communicate blockers, priorities, and risks with clarity and confidence

Team Fit & Mindset

A natural organizer with high reliability and follow-through

Respected gatekeeper who protects team focus and ensures disciplined ways of working

Works well in a busy, compact team with high expectations and limited time

Curious, adaptable, and committed to supporting a strategic, high-value presales function

Essential

Strong background in operations, coordination, and presales support

Comfortable engaging and chasing across diverse stakeholder groups

Excellent attention to detail and organizational discipline

Confident using Excel, SharePoint, Smartsheet, Power BI, or similar tools

Familiarity with solution artefacts, sales process, and service management

Desirable

Exposure to ITIL4 or service-based solutioning

Understanding of GDS services such as SMO, T&T, OCM, PMO, MIM

Comfortable reviewing and lightly shaping service scopes or assumptions

Ability to speak the language of delivery, cost, and value

6. Working Model & Interfaces

Works closely with: GDS Strategic Solutions lead, GDS Solution Architects, Sales leads, Service Line Owners, Business Units, GTM, Sales Ops.

Tools used: Deal Tracker (Excel/Smartsheet SharePoint or ServiceNow), SharePoint, Teams, Workday, Loopio, Power BI, Loop, Planner

Regular syncs with GDS Strategic Solutions and updates to team on intake, resource load, and deal flow

Unisys is proud to be an equal opportunity employer that considers all qualified applicants without regard to age, blood type, caste, citizenship, color, disability, family medical history, family status, ethnicity, gender, gender expression, gender identity, genetic information, marital status, national origin, parental status, pregnancy, race, religion, sex, sexual orientation, transgender status, veteran status or any other category protected by law.

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