Presales Manager

Role Purpose

The Assistant Manager – Presales plays a critical sales enablement and demo operations role, acting as a bridge between Sales, Business Development, Marketing, Product, Development, QA, and Vendors. The role ensures that sales demos, collateral, tools, and workflows are always demo-ready, accurate, up to date, and aligned with revenue goals.

This position is high-impact and accountability driven, directly influencing sales pipeline conversion through flawless demo readiness, strong SDR support, and proactive coordination across teams.

Key Responsibilities

1. Marketing & Sales Collateral Support

• Review and validate all case studies, feature brochures, flyers, and prospect-facing marketing content for accuracy and relevance.
• Coordinate with Product and Development teams to source latest product screenshots for marketing, events, webinars, and sales decks.
• Update and maintain sales and product presentations with the latest features and workflow changes.
• Manage periodic approval and renewal of integration flyers, ensuring written sign-offs from stakeholders.

2. Business Development & SDR Support

• Review and support agreements, proposals, and amendments in coordination with Business Development.
• Manage and oversee SDR operations, including:
• Reviewing email sequences, messaging templates, and outreach content
• Creating and monitoring lead generation calendars
• Planning nurture and re-engagement campaigns for dormant opportunities
• Coordinating with Marketing to avoid database overlap across campaigns
• Own and publish pipeline reports, including hot/open lead status, opportunity conversions, and SDR lead trackers.
• Ensure all SDR sales requirements are fulfilled on time.

3. Sales Support & Knowledge Assets

• Coordinate with Development teams to obtain latest screenshots and feature updates for sales use.
• Biannual updates of core sales presentations.
• Maintain, review, and refresh critical sales assets annually, including:
• Specialty standard workflows
• Integrated EHR sales decks (Intergy, athenaOne, Veradigm, Cerner)
• Assessment and scoring workflows
• Standard form and PDF repositories

4. Sales Demo Preparation & Execution (Critical Responsibility)

• Own end-to-end sales demo readiness, ensuring systems are fully functional, stable, and tested ahead of every demo.
• Coordinate with QA, Development, CA Support, and Product teams to identify and mitigate any demo-impacting changes.
• Understand demo focus areas from Sales/BD and thoroughly test demo environments at least 2 days in advance.
• Ensure SSO mapping, patient setup, and demo scenarios are configured correctly across EHRs.
• Escalate recurring issues formally to Development, maintaining proper documentation and leadership visibility.
• Share pre-demo test reports with Sales and BD and ensure stakeholders are informed of any risks.
• Be fully accountable for demo sanity, recognizing demos as a key driver of sales pipeline success.

5. Sales Demo Upgrades & Enhancements

• Ensure the latest product versions are available and tested in sales demo environments.
• Coordinate upgrade timelines with Sales, BD, and Product teams based on upcoming prospect calls.
• Execute, document, and communicate demo upgrade testing results within 24 hours.
• Track, follow up, and log all demo-related issues post-upgrade for closure and auditability.

6. New Workflow & Assessment Enablement

• Assess feasibility of new demo requirements in collaboration with Development.
• Conduct cross-EHR testing of new workflows or assessments.
• Present new capabilities internally and create PPT documentation for Sales and BD consumption.

7. Sales Demo Maintenance

• Conduct quarterly health checks of demo dashboards and environments.
• Maintain accurate records of EHR mappings, fields, and configurations.
• Test demos using both new and existing patients to ensure reliability.

8. Vendor & Tool Ownership Management

• Oversee vendor-related operational ownership, including hardware orders and portal access.

Good to Have:

Manage ownership transitions and ensure historical continuity for tools such as:

• DocuSign
• Zoho CRM
• RingCentral
• Demo credential repositories and sandbox environments

Stakeholder Management

• Internal: Sales, Business Development, Marketing, Product, Development, QA, Support
• External: EHR Vendors, Platform partners
• Key accountability stakeholders: Sales Leadership, Business Leadership

Skills & Competencies

Functional Skills

• Strong understanding of sales cycles, demos, and pipeline management
• Experience with healthtech / EHR-integrated products (preferred)
• Ability to translate technical workflows into sales-friendly narratives
• Strong documentation, reporting, and stakeholder communication skills

Behavioral Competencies

• High ownership and accountability
• Excellent cross-functional coordination
• Detail-oriented with strong problem-solving ability
• Ability to work under tight timelines and high demo pressure
• Proactive, structured, and process-driven

Educational & Experience Requirements

• Bachelor’s degree in business, Engineering, Life Sciences, or related field
• 6–9 years of experience in Business Development Support, Sales Enablement, Product Operations, or Demo Management
• Prior experience working closely with Sales and Product teams is highly desirable