Greetings from Xerago,
Xerago is a global AI-driven digital impact consulting, products, and services company
We are looking for a Solutions Manager / Team Lead to lead and manage the Solutions Team, supporting the Sales and Account Management teams in acquiring new customers and growing revenue from existing customers. The ideal candidate should have strong expertise in pre-sales and solutioning, a solid understanding of the sales process, and the ability to work closely with senior leaders and cross-functional teams with diligence and ownership.
The candidate should be passionate about exploring new technologies, understanding customer challenges, and translating business requirements into compelling, differentiated, and commercially viable solutions.
Roles & Responsibilities
Team Management
- Lead and guide the Pre-sales / Solutions team in preparing strategy and pitch presentations, approach notes, Statements of Work (SOW), proposals, RFP/RFI responses, and other sales enablement materials.
- Manage, mentor, and develop Solutions team members, ensuring quality, productivity, and timely delivery.
- Ensure high team morale, collaboration, and strong bonding within the team and with Sales, Account Management, and Practice teams.
- Standardize solutioning and pre-sales artifacts for reuse, faster turnaround, and improved quality.
- Ensure solution artifacts, templates, case studies, and collaterals are continuously updated with the latest capabilities, offerings, and market trends.
Pre-Sales & Solutioning
- Ensure timely delivery of sales support and solutioning materials to enable the Sales and Account Management teams.
- Lead discovery workshops with prospects and clients, working with team members and Practice teams to understand business challenges, identify opportunities, and define the scope of work.
- Translate customer business requirements into solution approaches, service offerings, high-level architectures, workflows, and implementation roadmaps.
- Demonstrate ownership by proactively supporting Sales and Account Management teams with insights, solution recommendations, and value propositions to navigate sales conversations and close opportunities effectively.
- Collaborate with Practice teams to understand technical capabilities, feasibility, effort requirements, dependencies, and delivery considerations.
- Support effort estimation, resource planning, pricing, commercial modelling, and proposal development.
- Review and ensure the quality, relevance, and commercial viability of solutions before they are presented to customers.
Sales & Account Growth
- Work closely with Sales and Account Management teams to identify, qualify, and develop new opportunities.
- Chart clear plans toward achieving company objectives and proactively collaborate with Sales, Account Management, and Practice teams to create and expand opportunities.
- Drive account mapping and account growth planning by identifying potential areas for cross-sell, upsell, and new solution adoption.
- Provide strategic inputs to sales teams based on customer business needs, industry trends, technology developments, and the company's capabilities.
- Participate in customer meetings, presentations, solution walkthroughs, negotiations, and executive discussions as required.
- Support the sales team throughout the opportunity lifecycle, from discovery and qualification through solutioning, proposal, negotiation, and closure.
Collateral & Solution Development
- Continuously improve the quality and effectiveness of sales collaterals and solutions to increase the pre-sales win rate.
- Apply customer-centric thinking and innovation to develop differentiated solution propositions.
- Actively contribute to the creation of new solutions, accelerators, frameworks, offerings, and reusable solution components.
- Stay updated on emerging technologies, digital trends, industry developments, and competitor offerings to identify opportunities for innovation.
- Work with Practice teams to convert technical capabilities into commercially relevant and customer-focused solutions.
Requirements & Skills
- 6–10 years of experience in Pre-sales / Solutions / Solution Consulting in a MarTech, Digital Services, Technology Consulting, or Digital Transformation company.
- At least 2 years of experience managing or leading a Solutions / Pre-sales team.
- First-hand experience in account planning, opportunity shaping, discovery workshops, pitch development, SOW creation, proposal development, and RFP/RFI responses.
- Strong understanding of MarTech, Digital Marketing, Analytics, Commerce, Customer Experience, Content Management/CMS, AI/ML, and Digital Transformation.
- Good understanding of platforms and technologies such as Adobe Experience Cloud, AEM, AEP, CDP, CRM, Marketing Automation, Analytics, Commerce, or equivalent enterprise platforms is preferred.
- Ability to understand customer business challenges and conceptualize end-to-end solutions by combining multiple technology and service capabilities.
- Ability to create high-level solution architecture, process flows, integration diagrams, and solution workflows based on inputs from Practice and Engineering teams.
- Proven experience using whiteboarding and solution visualization tools to communicate solution concepts effectively.
- Strong commercial understanding, including effort estimation, pricing, resource planning, scope definition, and proposal costing.
- Excellent presentation, communication, storytelling, negotiation, and stakeholder management skills.
- Strong documentation skills with Microsoft Word, PowerPoint, and Excel.
- Ability to confidently interact with Sales, Account Management, Practice Heads, Architects, Delivery Leaders, senior management, and customer stakeholders.
- Strong analytical and problem-solving skills with a customer-centric approach.
- Passion for exploring new technologies, digital trends, industry innovations, and emerging solution opportunities.
Key Success Measures
- Pre-sales opportunity conversion / win rate
- Quality and turnaround time of proposals, SOWs, and RFP responses
- Revenue generated from supported opportunities
- New opportunities created through solutioning initiatives
- Account growth / cross-sell / upsell contribution
- Quality and adoption of reusable solution artifacts
- Customer and Sales/Account Management satisfaction
- Team productivity, capability development, and collaboration
Pay: ₹2,400,000.00 - ₹2,600,000.00 per year
Benefits:
- Cell phone reimbursement
- Food provided
- Health insurance
- Life insurance
- Paid time off
- Provident Fund
Work Location: In person
