About CDM

Communications Design & Management Pty Limited (CDM) is an Australian-owned ICT services and solutions provider delivering technology solutions to enterprise and government customers across Australia. We work closely with our customers from initial discovery and solution development through to implementation, project delivery and ongoing support. Our approach is built around understanding the customer's business first and then developing technology solutions that deliver practical, measurable outcomes.

As we continue to grow our Solutions capability, we are looking for an experienced Pre-Sales Solutions Engineer to join our Sydney team. The Opportunity

This is a customer-facing Pre-Sales Solutions role for someone who enjoys turning business challenges into well-designed technology solutions. You will work alongside CDM's Sales, Engineering, Project and Managed Services teams to understand customer requirements, develop solutions, prepare proposals and help take opportunities from initial conversation through to successful handover to delivery. While robust technical capability is important, customer engagement is at the heart of this position.

We are looking for someone who can walk into a customer meeting, establish credibility, ask the right questions, understand both the business and technical requirements, and build a professional relationship based on trust. You should be equally comfortable speaking with a technical engineer, IT Manager, CIO or senior business stakeholder. Microsoft & Software Solutions Focus

This position has a particular focus on software, cloud and Microsoft-based solutions We are particularly interested in candidates with experience across areas such as:

- Microsoft Azure
- Microsoft 365
- Azure cloud services and architecture
- Microsoft security and identity solutions
- Entra ID
- Intune and endpoint management
- Microsoft Defender
- Azure Virtual Desktop
- Microsoft data and integration services
- Power Platform
- Microsoft Copilot and emerging AI technologies
- Cloud migration and modernisation
- Application and systems integration
- Software and cloud licensing solutions You do not need to be the technical expert in every Microsoft technology. What is important is having sufficient technical depth to understand the customer's requirements, identify the right solution, engage the appropriate technical specialists and bring everything together into a professional and commercially viable solution.

What You Will Be

Doing

Working closely with our Sales and technical teams, you will:

- Lead technical discovery sessions with customers.
- Understand customer business objectives, existing environments, challenges and future technology requirements.
- Translate business requirements into clear technical solutions.
- Develop solution architectures and recommended technology approaches.
- Work with CDM engineers and subject matter experts to validate detailed technical designs.




- Develop Bills of Materials, licensing requirements, implementation estimates and solution costs.
- Prepare professional proposals, Statements of Work and solution documentation.
- Support RFT, RFP and tender responses.
- Deliver customer presentations, demonstrations and solution workshops.
- Assist Sales throughout the opportunity lifecycle by providing technical leadership and credibility.
- Present proposed solutions to both technical and non-technical stakeholders.
- Work with vendors and technology partners where specialist input is required.
- Ensure solutions are technically achievable, commercially sensible and capable of being successfully delivered and supported by CDM.
- Provide a structured handover from Pre-Sales into Projects, Engineering and Managed Services following a successful sale.
- Maintain awareness of developments across Microsoft technologies, cloud, software and emerging technology.

Customer

Engagement

This is one of the most important aspects of the role. We are looking for someone who genuinely enjoys working with customers and understands that successful Pre-Sales is about more than simply knowing the technology. You will need the ability to:

- Build strong and professional relationships with customers.
- Listen and understand before recommending a solution.
- Ask effective discovery questions and identify requirements the customer may not initially recognise.
- Explain complex technology in clear business language.
- Present confidently to technical teams and senior executives.
- Challenge customer thinking professionally where there may be a better solution.
- Establish yourself as a trusted technical adviser rather than simply selling a product.
- Maintain customer confidence from the initial discovery meeting through to proposal and delivery.

The ability to build quality, long-term professional customer relationships will be a major measure of success in this position.

What We Are Looking

For

Ideally, you will have:

- Demonstrated experience in Pre-Sales, Solutions Engineering, Solution Architecture or Technical Consulting.
- Strong experience within the Microsoft technology ecosystem.
- Experience developing Azure, cloud, software or application-based solutions.
- Strong customer discovery and requirements-gathering capability.
- Experience working alongside Account Managers and Sales teams.
- Experience preparing proposals, Statements of Work, solution documentation and tender responses.




- Strong commercial awareness and an understanding that solutions need to be both technically sound and commercially viable.
- Excellent written and verbal communication skills.
- Strong presentation and workshop facilitation skills.
- The ability to communicate technical concepts to non-technical audiences.
- The confidence to engage professionally with senior customer stakeholders.
- The ability to manage multiple opportunities concurrently.
- A collaborative approach when working with engineering, project and operational teams.

Experience within an Australian ICT integrator, MSP, Microsoft Partner or technology consultancy would be highly regarded.

Technical

Background

We are primarily looking for a Solutions person rather than a pure Sales or Engineering person. You should have enough technical experience to develop and defend a solution while also recognising when to engage specialist engineers for deeper technical design. Microsoft certifications across Azure, Microsoft 365, Security, Power Platform, Data or AI would be highly regarded.

Experience across networking, cybersecurity, infrastructure, managed services or other complementary technologies would also be beneficial, but the primary focus of this position is Microsoft, cloud and software solutions.

About

You

You are likely someone who:

- Enjoys meeting customers and solving problems.
- Can quickly understand how a customer's business operates.
- Is technically curious and keeps up with emerging technology.
- Takes pride in producing professional proposals and customer presentations.
- Can work independently but knows when to bring specialists into an opportunity.
- Is comfortable taking ownership of an opportunity from discovery through to solution development.
- Understands the commercial side of technology solutions.
- Communicates clearly and professionally.
- Builds relationships naturally and enjoys becoming a trusted adviser to customers. Most importantly, you understand that great Pre-Sales starts with the customer, not the technology. Location & Eligibility

This is a full-time Sydney-based position working closely with our Sydney Sales and technical teams. The position involves regular face-to-face customer engagement, workshops and meetings. Due to the nature of some of CDM's customers and projects, applicants must be Australian Citizens and be capable of meeting customer security and background requirements where applicable. Interested?

If you are an experienced Pre-Sales Solutions Engineer, Solutions Architect or Technical Consultant with a strong Microsoft background and you enjoy working directly with customers, we would like to hear from you. If you don't tick every technical box but have strong Microsoft solution experience, excellent customer engagement skills and the ability to learn quickly, we would still encourage you to apply. At CDM, we are looking for someone who can understand the customer, build the relationship and develop the right solution.

📌 Pre-Sales Solutions Engineer (Sydney)
🏢 Communications Design u0026 Management Pty
📍 Sydney