Pitney Bowes Director Pre-Sales in Hartford, Connecticut

About the Opportunity

As the Director Pre-Sales at Pitney Bowes, you thrive on shaping a best in class presales org with reach into both the enterprise and SMB worlds. You will lead a team that supports over 200 Sales personal in North America in addition to assisting internationally to help the SMB organization reach its full potential.

Responsibilities include, but are not limited to:

  • Partnering directly with senior sales leadership to deliver 60M in direct revenue across presales teams that support all segments of our market

  • Creation of a business strategy which enables both near term (2017) and long term (3-5 year) exceptional results

  • Creation of a best in class KPI’s to enable real time handle on the state of the business and manage expectations of monthly / quarterly / year end goals

  • Implementing new strategies to assist sales in the identification and discovery stages of client development

  • Ability to identify and execute programs that create best in class business analysts. From this will create a culture of high performers able to lead our business

  • Lead cross functional teams of Sales, IT, project managers, solution architects, and installation professionals on scope, solutions requirements, success, constraints, deployment requirements and defined risks.

  • Coaches and mentors managers of pre-sales teams to build best-in-class support structure to ensure optimal day to day results

  • Increase delivery assurance through implementing deal review process, tools development ( i.e. reuse repository, ROI, vertical SOWs / automated estimation tools)

  • Increase sales partnership and revenue growth in LOB via cultivating high ROI solutions.

  • Able to monitor and ensure the ‘competitive differentiator’ is delivered to the field sales organization for all deals. Accomplished via proper coaching to deliver increased team professionalism, deep product and industry expertise, and competitive and consistent estimation.

  • Define success & quality attributes, external interfaces, constraints, and other nonfunctional requirements for the solution.

  • Lead the requirements analysis and verification process, ensuring that requirement statements are complete, consistent, concise, comprehensible, traceable, feasible, unambiguous, and verifiable, and that they conform to Pitney Bowes standards.

  • Recommend, propose, and present solutions consisting of Pitney Bowes software, integrated hardware, and professional service offerings based on customer need & business analysis.


  • The ideal candidates should possess:

  • Minimum 15 years’ experience in business management with strong requirements analysis related professional experience

  • Bachelor’s degree in computer science, engineering or technology, or business is strongly preferred

  • Strong interpersonal skills, collaboration with external customer IT teams, end users, sales, C-Suite executives and other senior business leaders on a daily basis.

  • Strong oral, written and presentation skills with the ability to facilitate, create, and drive change.

  • Mastery of the Microsoft Office Suite including Visio, Excel, Word & PowerPoint to drive communication to internal & external stakeholders.

  • Training and participation in a solution selling model for software and integrated hardware product mix.

  • Strong Process Management skills including relevant work in Six Sigma, Lean, Use Case, or other process management methodologies.

  • Experience and training in project management methodologies for enterprise engagements is preferred.

  • IT/IS background in technologies such as: Server Operating Systems, Microsoft SQL Server, the SQL language, Visual Basic, .NET, VMware, Report Design Tools and Web Technologies (IIS, ASP, XML, Web Services)

  • Technology and IT industry related certifications are preferred.

  • Management, Supply Chain, Logistics Technologies is highly preferred.

  • CSCMP, CBAP, Certified Business Analyst Professional, preferred.

  • Overnight travel (up to 50% of your time) will be required.

The Team

Within our Small/Medium Business (SMB) Solutions team, we provide a full range of mailing equipment and postage meters, maintenance and support services and supplies that enable our clients to efficiently create mail and evidence postage. We are a leading global provider of postage meters and have approximately one million meters installed in North America and over three-hundred thousand meters installed in other international markets.

Pitney Bowes is an Equal Employment Opportunity/Affirmative Action Employer that values diversity and inclusiveness in the workplace.

W/M/Veterans/Individuals with Disabilities/LGBT are encouraged to apply.

All interested individuals must apply online. Individuals with disabilities who cannot apply via our online application should refer to the alternate application options via our Individuals with Disabilities link.

Job: Engineering

Title: Director Pre-Sales

Location: CT-Hartford

Requisition ID: 166664