Where can I go after a role in Software Presales?
This has been a fairly common question over the years as I have interacted with team members and colleagues. The obvious answer is that Presales is the best job in the world, so there is no need to even consider a different role.
A more nuanced answer is that while there are some well-trodden paths to roles outside of Presales, often the available openings are limited. For many Presales professionals, their future Career Path is not clear or well defined. As a people manager, this can create challenges with how you develop and motivate your top performers.
I want to consider some of these paths further in future posts. For now, let’s briefly look at the Pros and Cons of the most common steps I have seen people take, both internal and external to a Presales career path.
Internal to Presales Career Steps
Solution Architect
Broaden your portfolio knowledge and move from a technical or product specialist to a solution generalist.
Pros: Logical progression for an experienced presales professional. Take the lead on complex opportunities and proposals. Is typically a more senior role within the team.
Cons: You become less hands-on with the technology.
Practice / Regional Lead
Different names in different organisations. A central leadership role as a subject matter expert. Set direction, enable others, assist where needed.
Pros: Gives you a leadership position while still retaining involvement in technical activites. Can raise your profile with product or other worldwide teams, giving you more direct links to senior people.
Cons: Can involve a lot of travel (at least pre-Covid) or calls at weird hours with peers and contacts in Americas or Europe. Openings for this type of role are limited.
Portfolio Change (at same or new company)
This is a fairly common step and a good one for giving you new things to learn. If you work for a large software vendor, there will be opportunities in other product portfolios or business units. Often Presales will take on a similar role at a new company – maybe in an adjacent solution space or maybe in something completely new.
Pros: Learn a new technology. Broaden your solution skills and experience. Good preparation and experience to set you for a solution architect or manager role. Lots of vendors in the market so usually plenty of job openings.
Cons: An internal sideways move may not increase your salary. Better pay is more likely if you move to a different company but applying for jobs can be time consuming and stressful.
Presales Manager
Become a people manager and lead a team of Presales professionals.
Pros: leadership role. Develop different skills and experience which can lead to future opportunities. Managers get more insights into business planning and can have more influence. Can provide deep personal and job satisfaction by sharing your expertise and developing others.
Cons: Only limited openings for such roles. Risk of losing contact with customers if all your time becomes internally focused. Managing people can be hard work and stressful.
External to Presales Career Steps
Sales Rep
Cross over to the dark side, pick up that bag and start selling. Show those annoying Sales People how it should be done. Presales often talk about taking this step but it may or may not pay off.
Pros: Can earn a lot more money. You have more control over the sales strategy. Presales can be extremely succesful as Sales Reps because they bring solution depth and credibility.
Cons: High stress and more pressure with less job security. Important to have a good mentor and/or good sales manager to help you transition.
Product Manager
Get more involved in the product direction and development.
Pros: Good way to utilise your solution expertise and customer-facing experience. Interact with many different teams and customers around the world.
Cons: Limited openings. May need to relocate and travel heavily. May need to take a pay cut.
Enablement / Training
Make use of your experience and teach others.
Pros: A great way to build on your expertise. Keeps you connected with the product while offering new activities and skills to learn.
Cons: Limited openings. Less technical hands on. May need to take a pay cut.
That’s a decent list for now. There are other steps and roles that a Software Presales team member may consider, including Value Consultant, Channel/Partner Sales, Chief Technologist supporting Alliances, or moving into Services Delivery or Sales.
The good news is that there are multiple career paths and options available for Presales. What can be challenging for an individual is to identify what interests them, where their passion is, and what their goals are.
What is your ideal next role after Presales?
Thoughtful Presales 