Presales Manager

Role & responsibilities

• Conduct and lead software demonstrations and solution walkthroughs tailored to customer requirements.
• Collaborate with the sales team to understand customer needs and deliver product/service presentations that address business challenges.
• Manage the end-to-end pre-sales lifecycle including deal qualification, proposal preparation, RFP/RFI responses, and bid management.
• Co-ordinate with delivery and technical teams to design solutions that align with both functional and non-functional requirements, considering feasibility, scalability, and ROI.
• Create pricing models and licensing recommendations using standard frameworks.
• Maintain and update CRM tools such as HubSpot and Contract Portals with pipeline and proposal information.
• Collaborate with legal and commercial teams on contract structuring, compliance, and security considerations.
• Analyze the competitive landscape to position offerings effectively.
• Support commercial teams in structuring complex commercial models.
• Guide customers and internal stakeholders through the software development lifecycle (SDLC) from a solutioning and engagement perspective.
• Lead cross-functional teams during proposal and solution development phases.
• Build and maintain strong relationships with clients, internal stakeholders, and partners.
• Provide thought leadership by identifying buyer personas, aligning customer needs to offerings, and communicating long-term value.
• Maintain awareness of current technology and industry trends across sectors such as BFSI, Healthcare, Telecom, and Retail.

Preferred candidate profile

• Proficiency in software demos and customer presentations
• Deep understanding of product and service offerings across software services and product domains
• Experience in deal qualification, pricing, and licensing
• Strong proposal writing and RFP response capabilities
• Building and designing sales collateral using tools like powerpoint
• Manage pipeline via tools such as HubSpot, Salesforce etc.
• Expertise in bid management and complex solution design
• Ability to model complex commercial structures and engage in strategic pricing conversations
• Strong negotiation and communication skills
• Relationship management and customer-facing experience
• Knowledge of SLDC phases and best practices in software project execution
• Strong industry knowledge in BFSI, Healthcare, Telecom, Retail
• Understanding of legal and compliance requirements in contracting
• Leadership qualities with experience managing or mentoring pre-sales or solutioning teams
• Strategic thinking and the ability to work under pressure