Regional Pre-Sales, Value Engineering & Demo Excellence Lead

Enterprise Solutions for Leading Consumer Goods Companies in Latin America

We are looking for an exceptional Regional Pre-Sales, Value Engineering & Demo Excellence Lead with strong experience working with leading consumer goods / FMCG companies in Latin America.

This role is specifically focused on complex enterprise sales to major regional and multinational consumer goods companies — organizations such as Unilever, Mondelez, Clorox, Abbott, Nestlé, Alicorp, Kimberly-Clark, Softys, Beiersdorf, and other leading brands operating across the region.

We are not looking for a generalist pre-sales profile.

We want someone who understands how large consumer goods companies operate: regional structures, country operations, commercial teams, distributors, sell-in and sell-out, field execution, trade marketing, route-to-market, analytics, data integration, sales productivity, and the complexity of making decisions across multiple markets.

This is a senior role that combines pre-sales engineering, value engineering, commercial strategy, pricing, proposals, ROI, executive storytelling, and high-impact demonstrations.

The mission The mission of this role is to help us win larger, more strategic, and more valuable enterprise deals with the leading consumer goods companies in Latin America.

The successful candidate will help us:

- Increase the perceived and measurable value of our solutions.
- Build stronger enterprise proposals.
- Quantify ROI and financial impact.
- Develop better pricing strategies.
- Defend premium pricing.
- Increase deal size.
- Identify cross-sell and expansion opportunities.
- Improve executive presentations and demos.
- Strengthen the entire commercial and pre-sales team.
- Position our solutions as strategic regional platforms rather than isolated software tools.

What you will doStrategic Discovery Lead discovery sessions with customers to understand:
- Commercial strategy.
- Route-to-market models.
- Distributor operations.
- Sell-in and sell-out processes.
- Sales force productivity.
- Trade marketing execution.
- Incentives and promotions.
- Inventory and availability.
- Commercial analytics.
- Data integration.
- Decision-making processes.
- Regional versus local requirements.
- Existing technology landscape.
- Business KPIs and strategic priorities.

The goal is not simply to collect requirements. The goal is to understand where the customer is losing money, productivity, visibility, control, or growth opportunities.

Value Engineering & ROI

Build strong financial and strategic business cases for our solutions.

You will be expected to develop and defend:

- ROI models.
- TCO analysis.
- Payback calculations.
- Productivity improvements.
- Revenue uplift scenarios.
- Cost reduction scenarios.
- Sales execution improvements.
- Distribution efficiency improvements.
- Commercial visibility gains.
- Business cases for regional deployment.
- Value realization models.

You must be capable of explaining to a CFO, VP, Country Manager, or Procurement team why the investment makes financial sense. More importantly, you must help the commercial team understand how much value the solution creates and therefore how it should be priced.

Enterprise Proposals

Lead or support the development of high-value enterprise proposals for strategic customers.

This includes

- Executive presentations.
- Commercial proposals.
- Technical proposals.
- Solution architecture.
- Scope definition.
- Implementation approach.
- Business cases.
- ROI justification.
- Pricing models.
- Multi-year agreements.
- Regional rollout strategies.




- Pilot-to-enterprise conversion strategies.

Our contracts can involve several countries, business units, distributors, hundreds of users, multiple solutions, and multi-year commitments. The successful candidate must be comfortable operating in this environment.

Pricing & Commercial Strategy

Work with the commercial team to define pricing based on the value delivered to the customer.

You will help determine

- Setup fees.
- Recurring fees.
- Enterprise pricing.
- Multi-country pricing.
- Multi-year pricing.
- Usage-based components.
- Implementation fees.
- Pilot structures.
- Expansion models.
- Cross-sell opportunities.
- Bundled solutions.

You will also challenge proposals that are underpriced or poorly positioned. We expect this role to help us answer a critical question:

What is this solution really worth to the customer?

Demo Excellence

Design and lead highly personalized demonstrations for strategic accounts.

Every important demo should be built around the customer's reality.

That means understanding

- Their market.
- Their brands.
- Their distribution model.
- Their commercial organization.
- Their KPIs.
- Their current problems.
- Their regional priorities.

The demonstration should not feel like a product tour. It should feel like the solution was designed specifically for that customer.

You will prepare

- Demo narratives.
- Scripts.
- Speeches.
- Executive messages.
- Discovery questions.
- Customer-specific scenarios.
- Use cases.
- Stories.
- Objection handling.
- Closing messages.
- Proof points.

Executive Communication You must be comfortable presenting to:
- Sales Directors.
- Commercial Directors.
- CIOs.
- CFOs.
- Country Managers.
- General Managers.
- Regional VPs.
- Digital Transformation leaders.
- Procurement.
- Data & Analytics teams.
- Executive committees.

You must be able to change the conversation depending on the audience. A CIO should hear a different story than a Sales Director.

A CFO should see different value than a Trade Marketing Manager.

A Regional VP should understand how the solution scales across countries.

Opportunity Development

We expect this role to actively detect opportunities during customer conversations.

A strong candidate should be able to identify:

- Problems the customer has not formally expressed.
- Additional use cases.
- Opportunities for regional expansion.
- Additional business units.
- Additional countries.
- Additional products.
- Adjacent problems we can solve.
- Opportunities to increase the strategic importance of the engagement.

The role should help transform a small opportunity into a larger enterprise relationship when the business case supports it. The profile we are looking for

We are looking for someone who has already operated in complex enterprise sales environments.

Ideally, you have worked directly with large multinational or regional consumer goods companies in Latin America.

Experience working with companies comparable to:

Unilever, Mondelez, Clorox, Abbott, Nestlé, Kimberly-Clark, Beiersdorf, Alicorp, Softys, P&G;, Coca-Cola, PepsiCo, AB InBev, Colgate-Palmolive, or similar FMCG organizations is highly valuable.

You should understand the dynamics of enterprise sales where:





- Opportunities can last several months.
- Multiple countries are involved.
- Local teams influence the decision.
- Regional teams approve the investment.
- IT validates architecture and security.
- Procurement negotiates commercial conditions.
- Business teams justify ROI.
- Senior executives ultimately decide whether the initiative is strategic enough to fund.

Ideal backgrounds

Relevant backgrounds may include

- Senior Solutions Consultant
- Senior Sales Engineer
- Value Engineer
- Value Consultant
- Enterprise Pre-Sales Lead
- Solutions Engineering Lead
- Head of Pre-Sales
- Strategic Solutions Consultant
- Enterprise Account Executive with strong technical and financial capabilities

Experience with enterprise software, SaaS, analytics, AI, ERP, CRM, BI, data platforms, sales execution, route-to-market, trade marketing, distributor management, or commercial intelligence solutions is highly desirable.

Required capabilities

- Strong knowledge of the consumer goods / FMCG industry in Latin America.
- Experience dealing with large regional and multinational customers.
- Strong enterprise consultative selling experience.
- Strong pre-sales engineering capabilities.
- Proven experience building complex business cases.
- Advanced understanding of ROI, TCO, payback, and value realization.
- Strong pricing and commercial judgment.
- Ability to defend premium pricing through measurable value.
- Experience with multi-year enterprise contracts.
- Experience with regional and multi-country opportunities.
- Excellent storytelling.
- Strong executive presence.
- Excellent presentation and demonstration skills.
- Ability to understand complex business processes quickly.
- Ability to identify hidden needs and commercial opportunities.
- Technical understanding of enterprise systems, data, integrations, analytics, and AI.
- Ability to translate technology into financial and strategic business outcomes.
- Strong objection-handling capabilities.
- Strong negotiation support skills.
- Ability to coach and train an entire commercial organization.
- High attention to detail in proposals, messaging, pricing, and presentations.
- Fluent English and Spanish, written and spoken.

Team Development This person will also be responsible for raising the level of our commercial organization.

You will coach and train the team on:

- Discovery.
- Consultative selling.
- Storytelling.
- Executive communication.
- Value selling.
- ROI.
- Pricing.
- Proposal development.
- Demo preparation.
- Objection handling.
- Opportunity expansion.
- Competitive positioning.

The goal is not only for you to be exceptional. The goal is for you to build an exceptional pre-sales culture across the company.

What success looks like

Success in this position means that our strategic opportunities with the largest consumer goods companies in Latin America have:

- Better discovery.
- Stronger business cases.
- Higher-value proposals.
- Measurable ROI.
- More sophisticated pricing.
- Better executive presentations.
- More compelling demos.
- Higher deal values.
- More cross-sell and expansion.
- Stronger regional positioning.
- Better conversion rates.

The adecuado candidate should be equally comfortable discussing architecture with an IT team, commercial execution with a Sales Director, ROI with a CFO, pricing with Procurement, and regional strategy with a VP. We are looking for a true pre-sales and value engineering expert capable of helping us win and expand strategic relationships with the leading consumer goods companies in Latin America.

Job Types: Full-time, Permanent

Work Location: In person

📌 Regional Pre-Sales, Value Engineering & Demo Excellence Lead (Lima)
🏢 Vida Software
📍 Lima