Vice President Pre Sales

The Vice President, Pre Sales is responsible for leading and optimizing Access’ national presales organization across its Core, Energy, and Healthcare portfolios.This leader ensures disciplined technical engagement, strong solution governance, and streamlined deal execution that accelerates sales velocity and improves win rates. The VP partners closely with Sales, Product, and Delivery to ensure solution quality, consistency, and operational alignment.This role is accountable for turning technical engagement into a scalable competitive advantage.

1. Presales Strategy & Organizational Leadership

- Lead and scale the presales organization across segments and verticals.- Define clear coverage models aligned to sales segmentation (Enterprise, Mid-Market, SMB, Energy, Healthcare).- Establish performance standards, utilization expectations, and operating rhythms.- Build vertical specialization within Healthcare and Energy.

2. Deal Governance & Approval Processes

- Own the technical review and approval process for complex and enterprise deals.- Establish structured deal qualification gates and solution validation checkpoints.- Lead technical deal reviews for strategic pursuits.- Ensure pricing, scope, and solution architecture are commercially and operationally sound.- Partner with Legal, Finance, and Delivery to reduce friction in contract structuring.The VP is accountable for ensuring the right deals move forward — and move forward efficiently.

3. Process Optimization & Sales Velocity

- Design and implement standardized discovery frameworks.- Reduce technical validation cycle time.- Streamline demo, proposal, and solution documentation processes.- Eliminate bottlenecks across Sales → Presales → Delivery handoffs.- Establish metrics that track deal progression and presales impact.Primary goal: accelerate time from qualification to close.

4. Revenue Enablement & Win Rate Improvement

- Partner with Sales leadership to improve win rates, ACV growth, and cross-sell penetration.- Ensure presales engagement aligns to qualified pipeline, not unvetted opportunities.- Provide technical leadership for the company’s most strategic enterprise deals.

5. Solution Excellence & Vertical Expertise

- Maintain strong expertise across information governance, digital transformation initiatives, and regulated data environments in Healthcare and Energy.- Translate regulatory and operational complexity into clear solution narratives.- Ensure consistent technical accuracy and quality across all customer-facing deliverables.

Required

- 12–15+ years in presales, solution engineering, or enterprise technical sales leadership.- Demonstrated success improving deal discipline and win rates in complex environments.- Experience supporting multi-product solution portfolios.- Strong operational leadership and cross-functional collaboration skills.- Executive presence with the ability to engage senior customer stakeholders.

Preferred

- Experience in Healthcare or Energy verticals.- Background in information management or regulated industries.- Experience leading presales governance or technical approval frameworks.

Success Measures (Year 1)

- Improved win rate across enterprise and vertical segments.- Reduced average technical validation cycle time.- Increased presales productivity and alignment to qualified pipeline.- Established standardized deal governance and approval processes.- Improved cross-functional handoffs from Sales to Delivery.

Why This Role Matters

As Access scales enterprise pursuits and vertical specialization, disciplined technical governance and streamlined deal processes become critical.This leader ensures:- Complex deals are structured correctly.- Technical engagement accelerates rather than slows sales cycles.- Solution quality is consistent across regions and verticals.- Presales capacity is deployed where it drives the greatest impact.