Pre-Sales Manager - RFP, Solutions Strategy & LED Systems

Company Overview

SmartSource®, an ABCOM Technology Group company, brings over 35 years of experience delivering innovative business technology solutions across events, staffing, legal, government, finance, education, and entertainment industries. With offices in major metropolitan markets across North America, SmartSource provides industry-leading audio-visual and digital solutions for meetings, conventions, trade shows, and specialty events. Our team is driven by a passion for creating impactful experiences that support our clients’ goals and elevate engagement for their audiences.

Role Overview

The Pre-Sales Manager – RFP, Solutions Strategy & LED Systems is a highly experienced individual contributor responsible for leading the development of complex proposals, pricing strategies, and technical solutions in support of new and existing business opportunities. This role partners closely with Account Executives (Hunters) and Account Managers (Farmers) to design competitive, profitable, and executable solutions. In addition to core AV expertise, this role serves as a subject matter expert in LED display solutions, including system design, pricing, and application across events and installations. The ideal candidate brings hands-on experience selling and scoping LED walls, video systems, and large-format display solutions, ensuring accuracy, profitability, and technical feasibility across all opportunities.

Key Responsibilities:

RFP Ownership & Proposal Development

• Lead end-to-end development of RFP responses, from discovery through final submission
• Analyze client requirements, event scope, and historical data to build tailored, competitive proposals
• Partner with sales to support opportunity strategy, positioning, and solution design
• Ensure all proposals are accurate, complete, and delivered within required deadlines

Pricing Strategy & Solution Design

• Develop detailed pricing models that align with company margin targets and client expectations
• Lead pricing strategy for LED display solutions, including wall configurations, processing, rigging, and support
• Leverage historical data and event experience to optimize resource allocation and profitability
• Validate equipment, labor, and technical solutions in collaboration with operations and vendor partners
• Coordinate sub-rentals and third-party services, including LED vendors and specialty providers

LED Solutions Expertise (NEW CORE FOCUS)

• Design and scope LED display systems including: 
  • Indoor/outdoor LED walls
  • Pixel pitch selection and resolution planning
  • Processing, signal flow, and content requirements
  • Rigging, power, and environmental considerations
• Provide accurate cost modeling for LED builds, including: 
  • Panel counts and configurations
  • Labor, install/dismantle, and engineering requirements
  • Logistics, transport, and contingency planning
• Advise sales and clients on best-fit LED solutions based on: 
  • Budget constraints
  • Venue limitations
  • Viewing distances and audience experience
• Partner with internal and external LED vendors to ensure solution feasibility and pricing accuracy

Technical Expertise & Sales Enablement

• Provide advanced AV and LED technical guidance to sales teams and, when appropriate, directly to clients
• Participate in discovery calls, solution discussions, and proposal reviews
• Support client follow-up by addressing technical questions, clarifying scope, and refining solutions
• Act as a subject matter expert for complex or high-visibility opportunities

Cross-Functional Collaboration

• Work closely with Operations, Project Management, Sales, and leadership teams to align on scope, resources, and delivery expectations
• Communicate staffing and equipment needs to support forecasting and operational readiness
• Ensure all stakeholders are aligned prior to proposal submission

Process Execution & Continuous Improvement

• Maintain accurate documentation, pricing details, and proposal records within CRM/ERP systems
• Support standardization of proposal processes, templates, and pricing methodologies
• Share best practices and provide guidance to Pre-Sales Support team members on complex opportunities
• Ensure smooth transition of awarded business to Account Management and Operations teams

Key Performance Indicators (KPIs)

• Win rate on supported RFP opportunities
• Accuracy and completeness of proposals and pricing
• Margin performance across submitted opportunities
• LED solution profitability and pricing accuracy
• On-time delivery of RFPs and proposals
• Contribution to pipeline conversion and revenue growth
• Internal stakeholder (sales and operations) satisfaction

Qualifications & Experience:

• 5 years of experience in pre-sales, sales support, or solution development within B2B environments (event production, AV, or related industry preferred)
• Direct experience selling, pricing, or designing LED display solutions required
• Demonstrated experience managing complex RFPs and high-value proposals
• Strong understanding of pricing strategy, cost structures, and margin management
• Advanced knowledge of AV equipment, event production, and technical solution design
• Strong understanding of LED technologies, including pixel pitch, processing, and deployment considerations
• Ability to operate independently while collaborating across multiple teams
• Excellent written and verbal communication skills
• Strong organizational and project management skills in a deadline-driven environment
• Proficiency in Office 365 (Outlook, Excel, Teams)
• Experience with CRM, ERP, and order/inventory systems

Additional Requirements:

• Ability to travel as needed for client meetings and internal collaboration
• Positive, solutions-oriented mindset with strong attention to detail and accountability

What Success Looks Like:

• Consistently delivering high-quality, competitive proposals that improve win rates
• Acting as a trusted expert for complex opportunities, particularly LED-driven solutions
• Driving alignment across sales and operations to ensure executable, profitable solutions
• Elevating the overall quality and consistency of pre-sales output across the team
• Improving LED solution attach rate and profitability across opportunities

How This Role Fits in the Sales Organization:

• Account Executives (Hunters): Generate new opportunities
• Account Managers (Farmers): Grow and retain client relationships
• Pre-Sales Support: Execute quoting and proposal development
• Pre-Sales Manager (this role): Owns complex deals, LED strategy, pricing integrity, and solution quality

SmartSource is an equal opportunity/affirmative action employer. We are committed to creating an inclusive environment for all employees and do not discriminate on the basis of race, color, religion, gender (including gender identity or expression), sexual orientation, national origin, age, disability, veteran status, or any other protected characteristic in accordance with applicable laws.