Manager-Presales & Deal Solutions

  • Bangalore
  • 15-25 lakh
  • 10-20 years
  • Views
  • 12 Jan 2017

  • IT/ Information Technology

  • IT/ Technology - Software/ Services
Job Description

The Presales & Solutions professional will work with the sales and delivery teams.

- Translate a strong understanding of the customer context into defining and building a strong, winning proposition that address the pain-points

- Put together winning solutions in response to RFPs, working closely with delivery owners for delivery imperatives and cost inputs and sales / account owners for client imperatives and support closure of business worth $XX mn per year

- Demonstrate a strong ability to position offerings in the context of the customer's industry and the customer's own performance

- Contribute to RFI and RFP responses

- Create impactful presentations, backed by market intelligence, to support the sales / business directors on specific pursuits

- Manage solution approach discussions and demonstrations at customer visits by bringing together all the capabilities and functions to showcase global capabilities

- Actively participate and contribute to account mining / cross-sell activities and follow them up by pitching relevant capabilities to help create new opportunities

- Create and maintain an effective knowledge management system to support all the phases of the opportunity lifecycle. Additionally update the sales team on the new solution offerings

- Create collaterals and case studies based on offerings and work delivered, demonstrating the ability to address customers- specific business needs

- Contribute to development of white papers / thought papers on emerging areas

Experience :

- The Presales & Solutions manager must understand how our solutions are applicable in the customers- business context.

- The individual must keep up-to-date with the customers - industry and competitive landscape while simultaneously keeping abreast with the technology landscape. The individual must possess -

- Prior presales and / or Solutioning experience or significant experience in delivering customer engagements in a particular industry context

- Experience of engaging with business and IT functions in customer organisations and a strong appreciation of their business reality and strategic needs

- A deep functional understanding of at least one industry and / or a major technology area

- Understanding of opportunity management lifecycle, IT development lifecycle and various methodologies

- Interfacing with multiple internal teams to cover each facet of the solution beyond just the technical component

- Ability to work in dynamic situations, short timelines and with strict deadlines

- Strong written and oral communication skills

- A strong financial acumen would be preferred

Competencies/Skill sets for this job

Opportunity Management Cross-sell Knowledge Management Presales

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