MANAGER – PRESALES

Key Responsibilities

1. Presales Leadership & Strategic Direction

• ·         Lead the presales function, providing strategic direction, technical oversight, and leadership to the team.
• ·         Align presales activities with business growth objectives and sales strategies.
• ·         Monitor performance, productivity, and innovation across presales processes.

2. Bid & Proposal Management

• ·         Manage the full bid lifecycle, ensuring timely preparation and submission of compliant, high-quality proposals.
• ·         Coordinate with technical, delivery, and sales teams to develop winning bids and proposals.
• ·         Review and vet all presales documentation, including concept notes, EOIs, and RFP responses.

3. Solution Design & Client Engagement

• ·         Participate in client meetings to understand business requirements and translate them into solution designs.
• ·         Conduct product demonstrations, Proof of Concepts (PoCs), and technical presentations.
• ·         Deliver strong technical expertise to support the sales process and enhance win probability.

4. Repository & Knowledge Management

• ·         Maintain an organized repository of proposals, presentations, case studies, collaterals, and pricing models.
• ·         Ensure all presales materials are current, standardized, and accessible.
• ·         Implement best practices to enhance knowledge sharing and document quality.

5. Team Leadership & Mentorship

• ·         Coach, train, and mentor presales team members to improve their performance and technical communication skills.
• ·         Foster collaboration, accountability, and professional development within the team.
• ·         Evaluate individual and team outputs to ensure consistency and excellence.

6. Financial & Market Analysis

• ·         Understand project economics and develop project cost estimates for sales and bid proposals.
• ·         Analyze market trends, competitor strategies, and client needs to guide business development.
• ·         Provide insights and recommendations to management for market positioning.

7. Reporting & Continuous Improvement

• ·         Innovate and implement new presales tools, templates, and processes to enhance efficiency.
• ·         Report presales performance, bid success rates, and productivity metrics to senior management.
• ·         Collaborate with marketing and sales teams to prepare case studies, collateral, and technical content.

Qualifications

• ·         Bachelor's degree in engineering (B.E/B.Tech) or master's degree (MBA/PGDM) in Business, IT, or related field.
• ·         12–15 years’ experience in presales, solution consulting, or bid management, with at least 5 years in a leadership role.
• ·         Experience in handling Middle East and African clients.
• ·         Proven ability to engage with executive-level clients and communicate business and technical concepts clearly.
• ·         Strong problem-solving, financial analysis, and presentation skills.
• ·         Excellent leadership, interpersonal, and communication abilities.

Core Competencies

• ·         Strategic leadership and presales management
• ·         Proposal and bid management excellence
• ·         Solution design and technical communication
• ·         Client engagement and relationship building
• ·         Team mentorship and coaching
• ·         Market analysis and pricing model development
• ·         Cross-functional collaboration and process innovation