مدير ما قبل المبيعات والعروض في مجال الأمن السيبراني

You contribute directly to the development of the Cyber ​​portfolio, the quality of the pipeline and the conversion rate of opportunities. You intervene in the upstream phases to understand the client environment, build the value strategy and unite the contributors until the signing, then secure the transfer to the implementation teams.

You are responsible.

• Developing opportunities: promoting the Cyber ​​portfolio, supporting sales teams and partners, contributing to account plans, qualifying needs and feeding a realistic pipeline for Morocco and Africa.
• Build the capture strategy: analyze the customer ecosystem, competitors, decision criteria and risks; recommend positioning, partners, differentiation strategy and bid/no-bid decision.
• Manage offers from end to end: define governance, planning, responsibility matrix and production plan; coordinate internal and external contributors; guarantee compliance, quality, deadlines and traceability of commitments.
• Designing the solution: translating business and technical requirements into target architecture, service model and transformation roadmap; mobilizing experts to detail the design, flows, dependencies, prerequisites, high availability and business continuity.
• Develop the cost estimate and business case: consolidate charges, unit work, costs, assumptions, risks and margins; challenge delivery scenarios and ensure consistency between solution, price, schedule and contractual commitments.
• Produce a winning proposition: structure the value message, write or coordinate technical and commercial contributions, establish compliance matrices and prepare internal reviews.
• Presenting the offer to the client: conducting workshops, presentations and defenses, handling clarifications, contributing to negotiations and supporting the finalization until the signing.
• Securing the start: organize the transfer to the project and delivery teams, share the context and commitments, validate the prerequisites and contribute to the first design reviews.
• Industrialize and share: enrich the repository of answers, capitalize on feedback, standardize offers and contribute to technological, regulatory and competitive intelligence.

P rim tre cybers curit

• Digital trust and identity management: PKI, HSM, certificates, identity federation, SSO, MFA, IAM and PAM.
• Data protection and cryptography: encryption, key and secret management, KMS and protection of sensitive data.
• Infrastructure security: Active Directory, networks and segmentation, Windows/Linux environments, virtualization and hybrid platforms.
• S curit applicative : WAF, API Security, reverse proxy et TLS/SSL.
• SOC and security operations: SIEM, UEBA, SOAR, threat detection and log management.
• Cloud Security : Azure, AWS, GCP, architectures hybrides et Zero Trust.
• Associated services: integration, audit and diagnostics, consulting, management services, remediation, technical governance and transformation support.

Success indicators

• Quality and progression of the Cyber ​​pipeline in Morocco and Africa.
• Conversion rate and contribution to order intake.
• Adherence to milestones, governance and bid compliance requirements.
• Relevance, competitiveness and risk management of the proposed solutions.
• Quality of the transfer to delivery and satisfaction of stakeholders.
• Capitalization and reuse of pre-sales assets.

Desired Candidate Profile

Who are you?

• Bac+5 level education, engineering school, or equivalent, with a strong technological background.
• Proven experience, ideally 8-15 years, in pre-sales, bid management, solution architecture or business development in cybersecurity.
• Demonstrated ability to manage complex and multi-stakeholder responses, from qualification to negotiation and transfer to delivery.
• Good understanding of cybersecurity architectures, solution integration, managed services and associated economic models.
• Mastery of requirements analysis, cost estimation, risk management, design reviews and partner or supplier management.
• Knowledge of the ISO 27001, ISO 27005, ISO 22301, NIST Cybersecurity Framework standards, as well as the regulatory requirements applicable in Morocco and in the countries addressed.
• Cross-functional leadership, ability to unite, customer focus, listening skills, negotiation skills, synthesis skills and excellent communication and presentation skills.
• Autonomy, rigor, responsiveness, results orientation and ease in a multicultural, multi-country and multi-project environment.
• Professional French and English are essential; Arabic is an asset.
• Occasional mobility in Africa.