The Astra Group of IT companies is looking for a Deputy Head of Presale.

Astra Group is one of the leaders in the Russian IT industry and a leading developer of secure infrastructure software. The company creates system and application software, service and consulting solutions that help customers build secure, fault-tolerant, and import-independent IT infrastructure.

The Astra Group ecosystem is built on the Astra Linux OS and includes solutions for server and client infrastructure, virtualization and private clouds, data management, backup, corporate communications, IT operations automation, monitoring, containerization, and secure development.

They are looking for a Deputy Head of Technical Presale who will build a systematic team operation and provide technical support for the sales of Astra Group products and complex solutions.

Main Goal:

Increase sales performance through high-quality technical presales: identifying customer needs, forming solution architectures, demonstrating product value, conducting pilot projects, and managing the technical aspects of a deal until its successful completion.

Responsibilities:

• Manage the technical presales department: build a team, allocate resources, develop expertise, and ensure target indicators are met.
• Manage the technical part of the sales funnel for Astra Group products and complex solutions.
• Develop product and cross-product offerings based on the Astra Group ecosystem.
• Support sales of solutions for migration from foreign platforms, building trusted infrastructure, and transitioning to domestic software.
• Develop upsell and cross-sell practices for ecosystem products within the existing client base.
• Train sales teams and partners on product positioning, use cases, and competitive advantages of solutions.
• Ensure interaction between presales and product teams, development, marketing, consulting, implementation, and technical support.
• Provide feedback from the market, customer requirements, and product development suggestions to product divisions.
• Conduct analytics on presales activities, reasons for wins and losses, pilot project conversion rates, and team impact on revenue.

Areas of Responsibility:

• Achievement of commercial goals supported by the technical presales department.
• Conversion of technically qualified opportunities into deals.
• Quality of product and architectural positioning.
• Timeliness of preparing technical solutions and proposals.
• Effectiveness of pilot projects and demonstrations.
• Development of cross-product ecosystem sales.
• Expert level and workload of the team.

Candidate Expectations:

• Experience in managing technical presales, systems engineering, architectural, or product teams in B2B/B2G IT.
• Experience selling infrastructure software or complex IT solutions to large corporate and government customers.
• Understanding of the full corporate sales cycle: from qualifying needs and forming solutions to piloting, proposal defense, and contract signing.
• Ability to link product technical characteristics with business value, risk reduction, total cost of ownership, and information security requirements.
• Strong leadership skills: goal setting, employee development, feedback, performance management.
• Higher technical education.

Technical Expertise:

Systemic understanding in several areas is expected:

• Linux and server operating systems
• Virtualization and virtual desktop infrastructure
• Private and hybrid clouds
• Kubernetes and container platforms
• Directory services and centralized management
• Backup and recovery systems
• DBMS and data management platforms
• Building secure and fault-tolerant infrastructures
• Migration from foreign software platforms

Company Offers:

• Opportunity to influence sales and development of one of the largest ecosystems of domestic infrastructure software.
• Work on large-scale projects for major companies, government organizations, and critical industries.
• Direct interaction with product teams, development, sales, and business unit leaders.
• Opportunity to shape technical presales standards and develop your own team.
• Official employment and stable, transparent income.
• Motivation system linked to business results and achievement of target indicators.
• Voluntary medical insurance and corporate employee support programs.
• Professional training, certification, and access to the expertise of product teams.
• Work in a company that creates an independent technological stack and changes the course of Russian IT.