Pre-Sales Engineer – Cybersecurity _MSSP

The Pre-Sales Engineer – Cybersecurity is a technical sales enablement role responsible for driving revenue growth

through consultative engagement with prospective and existing clients. This role bridges the gap between Lumora's

cybersecurity MSSP portfolio and client business requirements — translating complex security challenges into compelling,

commercially viable solutions. Working closely with the COO and the Sales team, the Pre-Sales Engineer leads solution

design, RFP/RFQ responses, proof-of-concept engagements, and technical presentations across Lumora's managed

security services and technology stack and provide sales enablement sessions for the sales team.

Key Performance Indicators (KPIs):

SALES ENABLEMENT & PIPELINE

• 100% on-time delivery of technical proposals, RFP responses, and solution architectures.

• ≥ 75% proposal-to-shortlist conversion rate across qualified opportunities.

• Monthly pipeline contribution: Minimum 10 active qualified technical opportunities.

• 100% alignment of proposed solutions with Lumora's approved vendor stack and service tiers.

• __Nos. of Proof-of-Concept (PoC) engagements successfully executed per quarter.

TECHNICAL QUALITY & ACCURACY

• 100% accuracy in Bill of Materials (BoM) and commercial pricing submitted for client proposals.

• Zero post-award scope gaps attributable to pre-sales documentation errors.

• 100% completion of required vendor certifications and product training per quarter.

• ___% of proposals incorporating UAE regulatory requirements (PDPL, NESA, ADHICS, CBUAE) where applicable.

CLIENT & STAKEHOLDER ENGAGEMENT

• 100% on-time response to RFP/RFQ deadlines.

• Expertise in analyzing the customer requirements and expectations .

• Deliver impactful and effective technical demonstrations that drive prospective customer engagement and contribute to successful

deal closures.

• Client satisfaction score ≥ 4.0/5.0 for technical presentations and workshops.

• 100% collaboration with delivery and customer success teams for seamless handover post-award.

• ___ Nos. of client-facing security workshops or lunch-and-learn sessions conducted per quarter.

REPORTING & REVIEWS

• Weekly pre-sales activity report to be submitted by end of business every Sunday.

• Weekly pipeline and win/loss analysis report to be submitted before every Friday.

• Weekly review meeting MoM to be mailed within 24 hours of meeting.

• Monthly review meeting and action plan with MoM to be submitted before the 3rd of each month

DETAILED JOB RESPONSIBILITIES

SOLUTION DESIGN & TECHNICAL PROPOSAL

• Lead the design of end-to-end cybersecurity solutions aligned to client requirements, using Lumora's managed service tiers (Lumora X,

Lumora+, Lumora Infinity) and technology stack.

• Develop technically accurate and commercially compelling proposals, solution architectures, and Statements of Work (SoW).

• Create and maintain Bill of Materials (BoM) with accurate vendor pricing for Sophos, FortiMail, Zscaler, BeyondTrust, Vicarius, SpinAI,

Acronis, iZOOlogic, BluSapphire, and other portfolio vendors.

• Translate client pain points and risk profiles into structured security roadmaps aligned to People / Devices / Applications frameworks.

• Respond to RFP/RFQ/RFI submissions with tailored, regulation-aware technical documentation.

PRESALES ENGAGEMENT & CLIENT INTERACTION

• Conduct discovery calls and technical workshops to understand client IT and security posture.

• Deliver polished technical presentations, product demonstrations, and solution walkthroughs to C-level, IT, and procurement

stakeholders.

• Lead and manage Proof-of-Concept (PoC) and Proof-of-Value (PoV) engagements with clients and vendor partners.

• Serve as the primary technical point of contact during the sales cycle from qualification through contract award.

• Build and maintain trusted relationships with key client IT and security decision-makers.

REGULATORY & COMPLIANCE ALIGNMENT

• Ensure all proposed solutions address applicable UAE and GCC regulatory frameworks including PDPL, NESA/SIA, ADHICS v2, CBUAE,

and PCI-DSS.

• Incorporate compliance posture requirements into solution design and client advisory conversations.

• Support clients in mapping security investments to recognised frameworks such as ISO 27001:2022, CIS Controls, and NIST CSF.

VENDOR & PARTNER MANAGEMENT

• Maintain active relationships with Lumora's vendor and distribution partners for deal registration, commercial support, and technical

escalation.

• Coordinate with vendors for demo environments, PoC licensing, co-selling support, and competitive displacement intelligence.

• Stay current on vendor roadmaps, product updates, and competitive positioning across the cybersecurity landscape.

• Attend vendor training programmes and maintain required certifications (see Qualifications section).

COLLABORATION & HANDOVER

• Work closely with the delivery and customer success teams to ensure accurate technical handover post-award, including SoW,

architecture diagrams, and configuration requirements.

• Participate in post-implementation reviews to incorporate lessons learned into future proposals.

• Support the marketing team with technical content for case studies, thought-leadership materials, and service collateral.

• Collaborate with the COO on pricing strategy, margin analysis, and competitive positioning for strategic deals.

SALES TEAM TRAINING & ENABLEMENT

• Develop and deliver structured cybersecurity product and solution training programmes for the Lumora sales team, covering the full

vendor stack, service tiers, and competitive positioning.

• Maintain an up-to-date sales enablement library — including battle cards, solution briefs, objection-handling guides, and product

comparison sheets — and conduct regular knowledge refresh sessions.

• Coach sales team members on conducting effective discovery conversations, qualifying technical requirements, and positioning Lumora

services against client pain points.

• Conduct role-play and mock presentation sessions to build the sales team confidence in technical discussions with client stakeholders.

• Onboard new sales hires with a structured technical orientation covering Lumora portfolio, vendor stack, and regulatory context

relevant to the UAE and GCC market.

• Identify skills gaps within the sales team and recommend targeted training or certification paths to address them.

TECHNICAL TEAM GUIDANCE & DELIVERABLES

• Serve as the primary bridge between pre-sales commitments and technical delivery — providing the delivery and engineering teams

with clear, accurate technical specifications, architecture diagrams, and scoping documentation post-award.

• Define and own the standards for pre-sales technical deliverables including solution architectures, BoMs, SoWs, and RFP response

packs, ensuring consistency and quality across all submissions.

• Guide the technical team on expected deliverable formats, client communication standards, and documentation quality required for

enterprise engagements.

• Participate in technical review sessions with the delivery team to validate that proposed solutions are feasible, properly scoped, and

aligned to client expectations.

• Provide technical mentorship to junior engineers on solution design principles, vendor product capabilities, and UAE regulatory

compliance requirements.

• Escalate and resolve technical scope ambiguities identified during delivery, working with both the client and internal teams to align on

outcomes.

DOCUMENTATION & REPORTING

• Maintain an up-to-date pre-sales library including proposal templates, architecture reference designs, BoM templates, and RFP response

packs.

• Document win/loss analysis for all qualified opportunities and present findings monthly.

• Ensure accurate opportunity and pipeline data is maintained within Lumora's CRM (Zoho CRM).

• Responsible for the accurate and timely submission of all required reports as per the KPI section above.

Required Skills:

Technical Skills

• Proficiency in solution architecture across network security, endpoint, email, identity, and cloud domains.

• Ability to design and present multi-vendor security architectures.

• Solid understanding of SIEM/SOAR, EDR/XDR, PAM, email security,DMARC and DLP technologies.

Soft Skills

• Exceptional written and verbal communication in English (Arabic an advantage).

• Strong consultative selling and stakeholder management skills.

Ability to work independently and manage multiple concurrent pursuits.

Tools & Platforms

• CRM experience — Zoho CRM preferred.

• Proficiency in Microsoft Office / 365 for proposal and presentation creation.

Familiarity with diagramming tools (Visio, Lucidchart, or equivalent).

Market Knowledge

• Experience selling into banking, healthcare, or critical infrastructure sectors in the UAE.

Familiarity with UAE regulatory frameworks: PDPL, NESA, ADHICS, CBUAE, PCI-DSS.

Vendor Certifications

• Sophos (Partner Certified or higher).

• Zscaler (ZSFE or equivalent).

• Microsoft Security (SC-200, SC-300, or AZ-500).

• Fortinet NSE 4+.