Senior Presales Operations Analyst

Presales Operations Lead

The Presales Operations Lead is a hands-on operational role, designed to streamline, coordinate, and bring rigor 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, artifacts 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 artifact 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 artifact 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. Artifacts & Collateral Management:

• Organize and maintain reusable solution artifacts (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 artifacts align with sales messaging and positioning
• Support quality control checks before deal reviews (fit for purpose/use, aligned to client need)

You will be successful in this role if you have:

Key Skills & Competencies:

• 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 modeling, 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 artifacts 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 artifacts
• 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 artifacts, 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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