Sales/Pre-Sales Manager

Experience: 5+ Years Job Description/ Responsibility: We are looking for a Sales/ pre-Sales Manager who will be responsible for Sales/ Pre-sales for IT Services related to SAP implementation, upgradation for its verticals such as Manufacturing, Auto, BFSI, Metals, Energy Utilities and Consumer Services. Key responsibilities include: - Define and implement a structured way of handling opportunities first client meeting/ solution pitch/ RFP response/ RFI response/ presentation etc. Take lead/ participate in opportunity assessment, qualification, developing response strategy, proposal development, review and feedback process, competitive positioning, pricing/ commercial decisions. Work closely with the delivery heads in identifying the right team, getting the pre-sales and delivery teams to develop the solution, estimates, schedules, technical responses etc. to complete the proposal. Provide fortnightly reports to management and delivery organizations to provide visibility on pipeline, probable deals etc. for planning and tracking business growth. Anchoring client visits from the stage of planning, identifying key participants, story board for the meeting, reviewing content, planning demos/ team discussions and front ending the discussion. Conduct primary and secondary research; generate and qualify market analytics/ research. Carry out the Annual Business targets. Cold Calling and Lead Creation and Revenue Generation. Conduct meetings with Prospects and handle till closure. Liaison Channel Partner for SAP DRS registration. Work closely with Hardware vendors like IBM, HP and Dell for H/ W specification. Work closely with SAP sales team for License deal. Manage SAP Partner Eco system. Qualifications: Bachelor's degree in Engineering (in Computer Science/ Electrical/ Electronic/ Communication). Master's in Business Administration (in Marketing/ Finance). Professional Experience/ Traits: 8+ years of multi-functional experience in the entire sales cycle from need identification, to qualification to presales solution pitch, to account development, negotiation and account closure. Expertise in selling SAP Product Portfolio like SAP Business Suite (ERP, CRM, SCM, PLM), All-in-One, Business Analytics (BIBO), IS solutions, Database and Technologies (HANA, Sybase). Extensive experience in building SAP proposals (RFP RFI) for Implementation, Rollout, Upgrade, Support, Audit and Training. Process understanding of both Discrete and Process manufacturing such as Automobile, Chemical, Healthcare and Pharmaceutical. Performance in Complex Solutions and innovative deal, Consultative, Value-proposition/ Business case driven pre-sales methodology experience is highly desirable. Strong Techno-Commercial/ Business Orientation and Cost Sensitive. Good understanding of Global Delivery around Custom Apps, Oracle, SAP, and other Enterprise Packages. Knowledge of different costs in delivery of services and experience of putting together commercial proposal. Self-Driven and Motivated. Financial management experience: Estimating, Budgeting, Pricing, Risk assessment. Comfortable in a fast-paced, high-pressure, rapidly evolving entrepreneurial environment. Excellent Program Management and Consulting Skills. Hands on experience in writing proposals and delivering customer presentation. Hard-working, detailed, quality and deliverable-oriented. Excellent communication and written skills. Excellent presentation and proposal/ RFP skills.