MidFull TimeEN
At KMS Technology Mexico, we are passionate about building innovative software solutions that drive impact. As part of an international tech company, we offer a collaborative and inclusive environment where your ideas matter and your growth is our priority.
As a Technical Project Manager dedicated to our Presales organization, you are the operational driver behind every new customer pursuit. You partner closely with Solutions Architects and the presales team to convert opportunities into wins — owning the rhythm, structure, and quality of how we respond to prospects. You act as the bridge between commercial intent and technical execution, translating ambiguous customer needs into structured responses, coordinating cross-functional contributors, and ensuring every proposal reflects KMS's full technical depth. Your mission is to run the presales engine with discipline while bringing enough technical fluency to challenge assumptions, sharpen solutioning, and represent KMS credibly in front of prospective clients. This is a dedicated presales career track — you stay focused on new business, building deep expertise in how KMS wins.
Pursuit & Opportunity Management
Deal Ownership: Own end-to-end project management for new customer pursuits from qualification through proposal submission, including kickoff, planning, execution, and handoff to delivery.
Pursuit Strategy: Partner with Sales and Solutions Architects to define win themes, response strategy, and resource needs for each opportunity.
Pipeline Coordination: Manage multiple concurrent pursuits at varying stages, prioritizing based on deal value, strategic fit, and submission timelines.
Qualification Support: Help the team apply consistent qualification criteria, ensuring effort is invested in opportunities with strong win probability.
RFI / RFP / RFQ Process Leadership
Process Ownership: Lead the full lifecycle of RFI, RFP, and RFQ responses — from intake and decomposition through compliance review, writing coordination, and final submission.
Response Architecture: Break down complex requirements documents into structured response plans, assigning sections to the right contributors and tracking progress relentlessly.
Quality Control: Drive review cycles with Solutions Architects, SMEs, and leadership to ensure responses are technically accurate, commercially sound, and on-message.
Compliance & Risk: Identify mandatory requirements, scoring criteria, and contractual red flags early, escalating issues that need legal, commercial, or executive attention.
Knowledge Reuse: Build and maintain a structured library of reusable response content, case studies, and technical assets to accelerate future pursuits.
Solutions Architecture Partnership
Technical Coordination: Coordinate Solutions Architects across pursuits, ensuring their time is focused on solutioning rather than administrative work.
Solutioning Workshops: Facilitate internal solutioning sessions, capturing decisions, assumptions, and open questions with clarity.
Technical Translation: Engage substantively with the technical solution — challenging assumptions, asking the right questions, and ensuring the response reflects what we actually intend to build.
Estimation Discipline: Drive estimation rigor across pursuits, ensuring effort, timelines, and risk are grounded in delivery reality, not optimism.
Client-Facing Presales Engagement
Discovery Leadership: Co-lead discovery sessions with prospective clients, capturing requirements, business context, and decision criteria.
Demo & Workshop Coordination: Plan and orchestrate technical demos, proof-of-concept engagements, and solutioning workshops with prospects.
Stakeholder Communication: Maintain crisp, professional communication with prospect stakeholders throughout the pursuit, representing KMS with credibility.
Proposal Presentations: Support or lead proposal walkthroughs, orals, and bid defense sessions alongside Sales and Solutions Architects.
Operational Excellence
Presales Metrics: Track and report on pursuit performance — win rates, response times, effort invested, and deal velocity — to inform continuous improvement.
Process Improvement: Continuously refine the presales playbook, templates, and tooling to scale the team's output.
Cross-Functional Alignment: Partner with Delivery, Finance, Legal, and Marketing to ensure presales operates as a connected function, not a silo.
Handoff to Delivery: Lead structured deal handoffs to the delivery organization, ensuring nothing is lost between sale and execution.
Professional Competencies
Technical Depth: Strong understanding of modern software engineering — architectures, cloud platforms, integration patterns, data, AI/ML, SDLC practices — sufficient to engage credibly with Solutions Architects and prospect CTOs without writing code yourself.
Presales Acumen: Deep familiarity with how technology services deals are structured, qualified, scoped, estimated, and won.
Program Thinking: Ability to manage multiple concurrent pursuits with different stakeholders, timelines, and complexity profiles without losing the thread on any of them.
Executive Communication: Exceptional written and verbal communication skills in English and Spanish, with the ability to write proposal content that wins and present confidently to senior client stakeholders.
Commercial Awareness: Strong instinct for the commercial side of deals — pricing, margins, risk, contract terms — and how technical decisions affect them.
Judgment Under Pressure: Calm and effective under tight RFP deadlines and shifting priorities; able to make decisions with incomplete information.
Influence Without Authority: Able to drive contributors who don't report to you — SAs, SMEs, leadership — toward submission deadlines with quality intact.
Education & Experience
Education: Minimum 4-year university/college degree in a technical discipline (Computer Science, Engineering, or equivalent) strongly preferred.
Presales Experience: 7+ years of progressive experience, with at least 3-4 years dedicated to presales, solutions consulting, or technical pursuit management in a software services or consulting environment.
RFP Experience: Demonstrated track record managing complex RFI/RFP/RFQ responses end-to-end, including responses to enterprise and Fortune-class clients.
Technical Services Background: Prior experience in technology services delivery is required — you need to have lived inside delivery to scope it credibly.
Solutions Architect Partnership: Demonstrated success partnering with technical architects on solutioning, estimation, and proposal development.
Tools Proficiency: Strong working knowledge of proposal management, CRM, and collaboration tools (Salesforce, RFPIO/Responsive, Loopio, Confluence, Jira, or similar).
Certifications: PMP, PMI-ACP, or APMP certifications are a plus.
Travel: Willingness to travel for prospect meetings, orals, and customer engagements as required.
Location: Guadalajara, Jalisco, Mexico (Hybrid)
Benefits and Perks
Perks you enjoy at KMS Mexico
