Software Product Management Pre Sales Assoc. Director - Health & Human Services Software

Description

The company helps large enterprises reinvent themselves through their digital core and AI, with roughly 814,000 people, about 9,000 clients and approximately $74 billion in FY26 revenue.

This is an Associate Director pre-sales role in the Health & Human Services software team, covering software product management and sales support.

You will lead the technical and functional side of complex software sales, owning the solution story that helps the sales team close enterprise deals, working on both direct client work and partner-led opportunities, and balancing hands-on work with enabling the team.

Responsibilities

• Own pre-sales work on strategic opportunities from first discovery through proposal, demonstration and oral defence.
• Run client workshops and proofs of concept that show how product capabilities produce measurable client results.
• Set solution scope, integration architecture and deployment approach to fit client needs and delivery standards.
• Create solution narratives that work for both executives and technical audiences.
• Act as the main technical and functional contact for the client during pre-sales, often working directly with them alongside the sales lead and account teams to qualify opportunities and shape the approach early.
• Enable channel and technology partners on product capabilities and solution design, building their demo skills and serving as the escalation point for complex partner-led pre-sales work.
• Support co-sell work with partners and hyperscalers with technical depth and shared solution framing.
• Build and maintain reusable pre-sales assets such as demo environments, solution blueprints, RFP response modules, ROI models and competitive battle cards.
• Contribute to win/loss reviews and keep the pre-sales playbook for your product cluster current.
• Coach junior pre-sales staff on positioning, objection handling and technical storytelling.
• Present tailored demonstrations at industry events and client briefings, engaging technical and business stakeholders on site and passing competitive intelligence back into the playbook.
• Keep accurate records of pre-sales activity, solution configurations and proposal inputs in the CRM and related systems.
• Prioritise concurrent opportunities by deal size, strategic fit and win probability.

Requirements

• Knowledge of the U.S. Health & Human Services and integrated eligibility market, including Medicaid, SNAP, TANF, CHIP and related assistance programs.
• Understanding of benefits management systems, including eligibility administration, case management, citizen self-service, configurable rules, federal interfaces and reporting.
• Ability to explain product value across modernization, caseworker productivity, citizen experience, program integrity and policy agility.
• Experience engaging state agency executives, Medicaid and HHS leaders, State CIO and CTO offices, and procurement and finance stakeholders.
• Knowledge of the competitive landscape, including system integrators and ecosystem platform competitors.
• Ability to position the product for full-system modernization, modular transformation and AI-enabled worker experience work.
• Ability to build business cases around operational efficiency, risk reduction, citizen outcomes and total cost of ownership.
• Ability to position and demonstrate AI-enabled capabilities while keeping eligibility processing deterministic, auditable and under human oversight.
• Knowledge of cloud software commercial models, including SaaS, subscription licensing, consumption-based pricing, implementation services and managed services.
• Ability to work with product, engineering, implementation and partner teams to build winning pursuit strategies and deliver client outcomes.
• Minimum 12+ years in pre-sales, solution consulting or technical sales in enterprise software.
• Minimum 12+ years with a proven record of supporting the closing of seven-figure TCV deals in complex, multi-stakeholder settings.
• Deep expertise in at least one enterprise software domain relevant to the product portfolio.
• Minimum 5+ years of functional understanding of enterprise architecture, SaaS deployment models, API integration and cloud infrastructure.
• Minimum 5+ years developing reusable proposal and demo assets that lift team-wide win rates.
• Minimum 6+ months supporting pre-sales for AI-native software built on LLMs, agentic workflows or machine learning platforms, with evidence of demos, RFP contributions or proofs of concept.
• Bachelor's degree or equivalent (minimum 12 years) work experience. If you hold an Associate's degree, you must have minimum 6 years work experience.
• Bonus if you have: a technical certification in a relevant domain is a plus, and AI certifications (e.g. Microsoft AI-102, Google Cloud Professional ML Engineer, AWS Certified ML Specialty, DeepLearning.AI specialisations) are valued.
• Bonus if you have: exceptional presentation and facilitation skills, able to engage and persuade technical and executive audiences.

Conditions

Travel may be required, from 25% to 100% depending on business need and client requirements.

Pay varies by location, role, skill set and experience. Salary ranges by state: California $163,000 to $369,800; Colorado $163,000 to $319,500; Connecticut $163,000 to $319,500; District of Columbia $173,500 to $340,200; Illinois $150,900 to $319,500; Maine $138,800 to $272,100; Maryland $163,000 to $319,500; Massachusetts $163,000 to $340,200; Minnesota $163,000 to $319,500; New York $150,900 to $369,800; New Jersey $173,500 to $369,800; Ohio $150,900 to $295,800; Virginia $150,900 to $340,200; Washington $173,500 to $340,200.

This posting will remain open until 12/17/2026.

The company is committed to diversity and equal opportunity for all employees.

Benefits

• Market-competitive benefits include medical, dental, vision, life and long-term disability cover, a 401(k) plan, bonus opportunities, paid holidays and paid time off.