Location
Bangalore | India
Job description
Objective/Purpose:
Pre-Sales Consultant is responsible for supporting the sales team in winning the deal, by developing proposals for deals meeting client requirements.
Roles & Responsibilities:
- RFP Management / Bid Management:
Presales person
- Creates Deal Summary and Win Strategy with inputs from SMU/GBL Sales teams
- Senior Presales person should be able to enable Qualification of deals with right, neutral and unbiased view. Junior Presales person should learn and follow through in smaller deals
- Onboards resources with help of GBL teams and manage Bid Budget
- Collaborate and engage with GBL Solution Architects and Marketing to build a winning proposition
- Project manages the entire bid process by preparing and deploying the bid plan
- Identifies the teams / experts to be reached out to for contributing to the bid
- Collaborates with multiple stakeholders for getting inputs as per plan
- Reviews progress as per the bid plan and takes corrective actions
- Publishes RAG status and reporting every day with actions and date to be completed
- Integrates / assembles the response as per inputs received and ensures that response gets submitted as per timeline.
- Solution Definition / Integration:
- As a Sector / Account specific Presales Lead, own the overall proposal
- Deliverables include RFP Q&A, Estimation, Proposal document (word), Oral Presentation (ppt) and SOW (word)
- Builds storyboarding addressing specific ask of the customer, create sample template (reuse from other Gold standard proposals) and from a Technology Industry standpoint in all proposals
- Works with service lines to create the proposal for Software Development, Data Science, Support, Customer Experience and Digital pursuits. Previous experience / exposure to Digital and Data proposals preferred
- Works building collaterals with Sales both farming and hunting sales teams and Service line Sales Team with priority on multi Service Line deals
- For account specific presales , provide the account specific context, curate customized proposal contents from them
- Presales lead Sales – Collaborate with GAE/ CP to identify areas of customer interest and customer vision and do proactive pitching to customer
- Probes the customer and asks relevant questions to get the necessary clarifications on requirements and conveys the same to the solution teams
- Commercial Architecting / Estimation:
- Builds commercial models for deals including RLS and input in qDPS
- Works in collaboration with the BFMs to determine the deal price and margins.
- Coordinates with the different Service Lines and Delivery teams for the commercial estimates
- SOW, Contracting Documents
- Overall ownership to lead to SOW life cycle (Hunting + new Opportunities in Farming)
- Identify, track and bring all key stakeholders attention on the top 10-12 Deal specific Clauses and take them to closure aligning to Approval Matrix and GAE/ Client Partner
- Ensure legal deliverables with red lining are ready for submission
Qualifications:
MBA
Job tags
Salary
