Job Description

JD Below: 

Objective/Purpose:

Pre-Sales Consultant is responsible for supporting the sales team in winning the deal, by developing proposals for deals meeting client requirements.

1. 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.

1. 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

Roles & Responsibilities:

1. 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

1. 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