Presales Consultant

Role Summary

• Deep knowledge of OT/ICS/SCADA systems and their security requirements
• In-depth knowledge of IEC 62443, NIST standards and security-related ISO standards
• Owns bid management end to end, right from initial RFI / RFP till submission and handover to delivery in a smooth and streamlined manner as per the defined bid plan
• Understanding and capture business and technical requirements to define an appropriate solution.
• Would be involved in bid storyboarding, bid proposal creation, Bid pricing and final bid submission within deadlines.
• Would be required to work with the multiple SMEs, Technology practices, delivery to get the integrated bid proposal created
• Ability to understand RFP & customer requirements, map the right solutions, identify win themes and competitive differentiators to put a winning proposal
• Own end-to-end pricing, understand the various price optimization levers to help put up a competitive bid price
• Work with the legal team to ensure all the terms and conditions are signed off and legal approval is in place before the bid is submitted.
• Work and/or review documents such as MSA, SOW, NDA and others
• Need to support sales and field force with all business development activities, collaterals, customer support, presentations.
• Actively work with the field force in generating leads and winning new business
• Collaborate with practices to create business collaterals, value prop documents

Responsibilities

• Leads customer presentations and participates in other customer engagement activities
• Coordinates with alliance partners, analysts and internal teams to generate leads and achieve a state of preparedness to respond to RFPs
• Maintains competitive intelligence resource library
• Focuses on activities like research to build further capability in the team
• Creates documents that can be reused by the team
• Creates standardized templates for replicating across RFPs
• Work on case studies with the help of Delivery Managers to be published internally and possibly to the external world
• Works closely with other teams such as Delivery, Product Management, Product Support etc.
• Prospecting and Market Research industry and company specific analysis

Qualifications

• Minimum of 5 years of experience in similar roles
• Undergraduate or Postgraduate in Engineering or Business Management
• Excellent verbal, written communication and presentation skills

Security Certifications are good to have