Presales Business Analyst

Role & responsibilities

Client Discovery & Solution Fitment (15%)

• Conduct discovery sessions/workshops with clients
  
• Prepare BRD/FSD based on business goals and technical inputs
  
• Collaborate with solution architects to ensure feasibility and scalability
  
• Identify integration opportunities and process transformation areas
  

2. Proposal, RFP/RFI, SoW & ROI Documents (15%)

• Craft customized proposals with clear scope, commercials, and delivery plans
  
• Respond to RFPs/RFIs in collaboration with technical and delivery teams
  
• Build SoWs and ROI/value realization models
  
• Maintain reusable templates and pricing libraries
  

3. Sales & Marketing Collateral Creation (10%)

• Develop pitch decks, brochures, and industry-specific case studies
  
• Create client-facing demos and walkthroughs
  
• Maintain a central repository of updated assets
  

4. Pipeline & Opportunity Management (10%)

• Keep CRM/pipeline updated with opportunity stages and notes
  
• Conduct win/loss analysis and document learnings
  
• Share regular updates and dashboards with leadership
  

5. Cross-Team Coordination & Sales Enablement (10%)

• Act as a liaison between sales, delivery, and tech teams
  
• Deliver enablement sessions to support solution positioning
  
• Provide handover packs and maintain stakeholder alignment
  

6. Team Leadership & Process Improvement (10%)

• Mentor junior analysts or interns
  
• Improve templates, workflows, and adopt automation tools
  
• Drive retrospectives and knowledge-sharing sessions
  

7. Account Mining & Upsell Opportunity Identification (10%)

• Identify cross-sell and upsell opportunities during discovery
  
• Work with account managers to nurture new opportunities
  
• Track dormant accounts for potential reactivation
  

8. Business Responsiveness & Prioritization (10%)

• Act promptly on high-priority business needs and deadlines
  
• Balance short-term RFPs with long-term enablement efforts
  
• Align efforts with sales strategy and leadership directives
  

9. Industry, Market & Competitor Intelligence (5%)

• Track market trends, competitor offerings, and buyer behavior
  
• Share insights and incorporate them into proposals and positioning
  

10. Early Risk Identification & Mitigation (5%)

• Identify and document presales risks early in the cycle
  
• Create mitigation strategies and raise alerts to leadership
  
• Maintain a risk register and drive lessons learned

Preferred candidate profile

Skills (Trainable):

• Proposal writing & SoW drafting
  
• BRD/FSD preparation
  
• ROI modeling & storytelling
  
• Pipeline tracking (CRM)
  
• Canva/design tools for collateral
  
• Efficient use of LLMs / ChatGPT for drafting & research
  
• Risk documentation & communication
  
• Strong presentation & research abilities
  

Knowledge (Deep Understanding):

• Data Engineering, BI, and AI/ML fundamentals
  
• Industry use cases in Retail, Real Estate, Manufacturing
  
• Presales lifecycle, solutioning frameworks, and estimation techniques
  
• Client decision-making patterns
  
• Delivery team capabilities and constraints
  

Traits (Natural Behaviors):

• Proactive, ownership-driven mindset
  
• Strategic yet detail-oriented
  
• Adaptive and collaborative under pressure
  
• Empathetic communicator
  
• Passionate about learning and solving business challenges