Director Pre Sales

4 days ago


Vijayawada, India VidPro Consultancy Services Full time

Business Solutions and Research team is a cross-functional team that acts as an enabler that ties together sales, engineering, account management, horizontal technical capabilities and marketing.


This is a lead level role within the team and you will be expected to play a key leadership role in:


  • RFP Solutions (including Bid Management, Problem Statement Definition, Solution Story

Definition)

  • Supporting sales teams on Account mining/growth hacking strategies
  • New account opening
  • Sales and Pre-sales Collateral repository development and management
  • Provide organization support from a leadership perspective for other cross-functional initiatives from time to time


You will NOT be:


  • Owning any account PnL or annual/quarterly revenue numbers.
  • Day to day client relationships except for new accounts until a client partner is assigned (a few days).
  • Owning engineering and delivery of technology projects and products.
  • Owning any hunting or prospecting activity for new accounts


Value You will Deliver


RFP Responses/Solution Proposals:


1. Own Bid management for selected clients and domains end-to-end.

2. Write out clear client problem statements based on inputs from Account and Sales teams, Engineering Leaders and available documents such as RFPs.

3. Define the value proposition, win themes and key tenets driving a proposal solution.

4. Conceptualize, templatize and communicate the end-to-end proposal including the targeted value story at an early stage for other teams to contribute on their specific areas.

5. Validate inputs and contributions from engineering, architecture and other capability teams to ensure that these are in line with the client needs, win themes and value proposition.

6. Review and validate estimations and delivery plans/commitments received from engineering to ensure that resource plans and delivery commitments offer the right balance between of commercial consideration for win probability and execution considerations for delivery risk.

7. Work with finance teams (where needed) to price proposals.

8. Take ownership of the quality of the final document including:

a. Engaging design and marketing teams wherever needed in a timely manner to ensure the final output is reflective of the brand.

b. Ensuring all the essential aspects such as assumptions, caveats, boundaries etc. are clearly and concisely covered.

c. Organizing the end-to-end proposal document and supporting presentation(s) and supporting internal reviews with other stakeholders.

9. Control and drive the overall proposal presentation with clients with support from specific experts as needed for their respective sections.

10. Work with the client partner and engineering leader to define requirements for any demo (if needed) to accompany the proposal and follow up with the demo development teams to ensure it is done in a timely manner and is reviewed before client presentation.

11. Ensure timely submission of proposals and follow up with the account owners/client partners to close the loop until contract is signed.


New Account Opening Enablement:


1. Support a deeper early understanding of the client through competitive and business research


2. Be a custodian of the corporate positioning and ensure effective representation of the organization with prospective clients by matching their context with our capabilities, offerings and partnerships.


3. Work with the assigned client partner to put together an account plan for the new account as part of the hand-off to steady state.


4. Participate (and drive) meetings with prospects where needed including temporarily taking on a role in the discovery/assessment team to where necessary to successfully drive growth.


Account Mining Support:


1. Leverage available research into industries and clients (including requesting for research and/or performing own research where feasible) to identify emerging patterns in the industry, place of the prospect within the same and type of positioning that will strike a chord in the first few of meetings.


2. Understand from client partners on the status of account relationships, footprint etc. and help chart a way forward for expansion and better realization of potential value.


3. Review account plans and targets for assigned accounts/regions with account

leaders and support in execution through wherever needed.


4. Package outputs from our business and industry research group by matching to our engineering and technology capabilities for client partners/account managers to circulate and evangelize with clients quarterly or annually.


Presales Repository Management:


1. Frequently liaise with account teams across accounts to:


a. Understand the work being done, successes seen and create case studies on the same

b. Identify innovative solutions and value delivered and highlight the same as a success story and/or potential accelerator/component for harvest

c. Chronicle successes into a learnable way for other accounts and engineering teams to understand where it makes sense for them.

d. Work through available channels to help disseminate success to a wider internal audience.


2. Support management of presales/sales content repository to ensure:


a. Only latest content is available for sales, marketing and account teams to use

b. Ease of use is maintained (cross-format, easy to find, referenced)


3. Support various account teams with different collateral needs and feed back into the repository if new presales collaterals are created as part of this.


Organizational Support:


1. Write blogs and whitepapers demonstrating thought leadership and new insights into existing industry and technology challenges or emerging patterns in usage of technologies by businesses.


2. Support marketing by providing clear and complete inputs for collateral creation such as marketing flyers, website case studies, brochures and success stories


3. Coordinate organizational presence in industry events (along with marketing) including


a. Ensuring that the right experts are identified for the right events and their expertise is

appropriately showcased.

b. Moderate panels of internal experts during discussions.

c. Conduct activities (such as quizzes, polls etc.) ensuring that these are relevant to the

purpose of our participation in the event and the brand profile we want to build.

d. Support marketing in preparing materials tailored to specific events


4. Support CXO/board leaders with specific needs for information and narrative preparation for external facing content from time to time as and when needed.


Our Ideal Candidate comes with


1. Excellent communication skills

a. Written

b. Story-telling

c. Business presentations

d. Convincing articulation


2. Some background in project and/or program management including sound understanding of Agile engineering frameworks, product engineering delivery models and engagement pricing models.


3. Exposure and good conceptual understanding of DevOps, Data/Advanced Analytics, Microservices, Cloud, AI and multiple technology stacks and associated tools and frameworks to the extent needed to have a meaningful conversation with technical and engineering personnel.


4. Understanding and ability to articulate emerging technologies and concepts in the context of client problem statements clearly including why the recommended technology is the right fit for the situation.


5. Some understanding of design thinking as applied in bids and proposals.


Preferred Experience level


Technical background earlier in career (development and/or solutions architecture) is essential – must still be able to use the conceptual knowledge and think like an lead engineer or architect when the situation demands.


Some experience as a business analyst (including demonstrable skills in requirements analysis and engineering) – must be able to read between the lines and understanding potential and underlying client needs, roadmap definition.


Past experience in a client facing role as a relationship manager or account manager or equivalent as part of a technology services company liaising with senior client stakeholders.


Behavioral Competency


  • Willingness to take end to end ownership of tasks and activities within area of responsibility.


  • Ability to reliably work with tight deadlines in the face of constant change.


  • Collaboration and influencing skills to help drive consensus and convergence quickly.


  • Strong interpersonal skills including mentoring junior team members and leveraging relationships to accelerate delivery of artifacts where needed.


  • Analytical mindset focused on continuous improvement.


  • Highly organized with the ability to self-plan and work against multiple tasks without loss of focus.


  • Very detail oriented and able to take a clear line on governance needs without alienating others.


Preferred Educational Background


  • Must have either a technical (engineering/technology) degree or a quantitative analysis degree.


  • Vijayawada, Andhra Pradesh, India Collabera Full time

    Job Title: Enterprise Sales DirectorAt Collabera, we are seeking an experienced Business Development Manager to lead our sales efforts in the USA. As a key member of our team, you will be responsible for identifying and developing new business opportunities with Fortune 500 companies across various regions.About the Role:We are looking for a talented sales...


  • Vijayawada, Andhra Pradesh, India DTDC Express Limited Full time

    Job DescriptionThe role of a Business Development Director - Sales Territory at DTDC Express Limited is a critical one, responsible for managing sales in specific territories.Key Accountabilities:In business development, increase market share by adding new customers, retaining existing customers, and managing outstanding credit collection in the...


  • Vijayawada, Andhra Pradesh, India Expertia AI Full time

    About UsUrban Money, a leading Corporate & International DSA, empowers over 2000 employees worldwide to deliver comprehensive Global Property & Asset Portfolio solutions. With a presence in 40 cities across 10 countries, we serve 12,500+ satisfied customers globally.Role OverviewWe seek an experienced Regional Director of Sales and Business Development to...


  • Vijayawada, Andhra Pradesh, India Friday Jobs Full time

    Job SummaryFriday Jobs is seeking an experienced Regional Business Development Director to join our team. In this role, you will be responsible for leading and guiding a sales team within an assigned territory, setting achievable sales targets, and monitoring performance to drive growth.


  • Vijayawada, Andhra Pradesh, India Unacademy Full time

    Job DescriptionWe are seeking a highly experienced Sales Growth Strategist to join our team at Unacademy.About the RoleThe successful candidate will be responsible for developing and implementing comprehensive sales growth strategies, aligned with overall company objectives. Key responsibilities include:Defining and executing sales growth plans with clear...

  • Marketing Director

    2 weeks ago


    Vijayawada, Andhra Pradesh, India Exxeella Education Group Full time

    About the RoleWe are seeking a highly skilled Marketing Director to lead our real estate marketing efforts in Vijayawada. As a key member of our team, you will be responsible for developing and executing comprehensive marketing strategies to promote our real estate projects.ResponsibilitiesDevelop and Execute Marketing Strategies: Design and implement...


  • Vijayawada, India KONE Full time

    Description Customer relationship management • Proactively develops and creates customer relationships in his/her area of responsibility • In early phases of projects, drives solution selling methodology with architects and developers, consultants or other influencers to ensure KONE solutions are meeting customer’s needs and creating value...


  • Vijayawada, India American HealthCare Academy Full time

    Job Summary:We are seeking an experienced Director of Digital Marketing with a strong background in e-commerce to lead our digital strategies and execution in the US market. In this role, you will be responsible for driving online sales, optimizing customer acquisition, and maximizing ROI across various digital platforms. You will collaborate with...


  • Vijayawada, India JungleWorks Full time

    We’re looking for energetic, tech-savvy, software sales executive to join our fast-growing team. As part of the Outplay sales team, you are a subject matter expert in prospecting and advising new clients on sales best practices, technology, and process. ROW - 10 AM - 7 PM US Shift - 6 PM - 3 AMResponsibilities:-Closing customer contracts and generating new...

  • Area Sales Director

    2 days ago


    Vijayawada, Andhra Pradesh, India SLTL Group - Medical Division Full time

    About SLTL Group - Medical Division.A leading player in the manufacturing of laser marking & engraving, laser cutting, laser welding, solar cell scribing / micro-machining system in industrial segment. Our fiber laser marking system with automations like Laser Marking for Bearing, Laser Marking for Piston Ring, Laser Marking for Valves, Laser Marking for...

  • Sales Engineer

    4 hours ago


    Vijayawada, India Larsen & Toubro Full time

    JOB DESCRIPTIONIndustry : Construction Equipment BusinessRole : Sales & Marketing Position : Sales EngineerQualification : B.E. Mech or DME Experience : 2-10 years in Sales of Construction EquipmentLocation : Vijayawada, Andhra PradeshL&T Construction and Mining Machinery is looking for a [Sales Engineer- Construction Equipment Business-Vijayawada, A.P.About...

  • Sales Engineer

    20 minutes ago


    Vijayawada, India Larsen & Toubro Full time

    JOB DESCRIPTIONIndustry : Construction Equipment BusinessRole : Sales & Marketing Position : Sales EngineerQualification : B.E. Mech or DME Experience : 2-10 years in Sales of Construction EquipmentLocation : Vijayawada, Andhra PradeshL&T Construction and Mining Machinery is looking for a [Sales Engineer- Construction Equipment Business-Vijayawada, A.P.About...


  • Vijayawada, Andhra Pradesh, India Godavari Krishna Co-Operative Society Ltd. Full time

    Godavari Krishna Co-Operative Society Ltd. is a leading financial institution seeking an experienced Branch Manager to oversee the day-to-day operations of our Vijayawada branch.Job OverviewThe successful candidate will be responsible for driving sales growth, ensuring efficient loan disbursements and collections, and maintaining exceptional customer service...


  • Vijayawada, India IDCUBE Full time

    Job DescriptionObjective: The Sales Director is responsible for spearheading the business strategy to achieve a 5X growth target in the next 3-5 years over the current business performance. This position involves leading a team of 15 direct reports and 10 indirect resources, developing robust business plans, and ensuring operational excellence to drive...


  • vijayawada, India Larsen & Toubro Full time

    JOB DESCRIPTIONIndustry : Construction Equipment BusinessRole : Sales & Marketing Position : Sales EngineerQualification : B.E. Mech or DME Experience : 2-10 years in Sales of Construction EquipmentLocation : Vijayawada, Andhra PradeshL&T Construction and Mining Machinery is looking for a [Sales Engineer- Construction Equipment Business-Vijayawada, A.P.About...

  • Sales Officer

    2 months ago


    Vijayawada, Andhra Pradesh, India LEKHANA CONSULTING Full time

    **Job Designation: Field Sales Executive (Less than 3 months Experience or Fresher)** Qualification: 10th/Intermediate/Degree (Minimum age: 18 years) Job Location: All over Andhra Pradesh and Telangana **Requirements**: Must have an Android Mobile. **Annual CTC**: For cities: ₹2,52,000 per annum (equivalent to ₹21,500 monthly salary) After...


  • Vijayawada, Andhra Pradesh, India Kaarlo Training & HR Solutions Pvt. Ltd. Full time

    Key ResponsibilitiesAgency Recruitment & Onboarding: Assist in identifying and recruiting potential insurance agents and agency partners. Support the onboarding process, ensuring all necessary documentation, training, and certifications are completed in a timely manner. Maintain a pipeline of prospective agents and partners. Conduct training programs for new...


  • Vijayawada, India Grow Your Staff Full time

    Grow Your Staff is looking for a Technical Project Manager for a leading tech company based in the US. This is a full-time remote opportunity. . The role will have excellent growth opportunities. You will work directly with the team based in the US. Experience required: 7-10CTC: INR 15-25 LPALocation: RemoteType of Employment: Full-timeWorking Hours: 5:30...

  • Content Strategist

    1 week ago


    Vijayawada, India The Preface Full time

    A boutique content & design studio.We build brands and visual experiences through creative storytelling.From innovating branded content, to designing campaigns for brands.From penning down concepts and ideas, to packaging all sort of communication.From making brands look great, to giving their core philosophy’s shape.From drafting scripts and poems, to...


  • Vijayawada, India Anblicks Full time

    Lead Data Engineer :Exp : 10+Positions : 8Location : VijayawdaBachelor's or Master's degree in Computer Science, Information Systems, or a related field10+ years of experience in data engineering and data architectureStrong knowledge of data technologies, such as Snowflake, Databricks, Apache Spark, Hadoop, Dbt, Fivetran, Azure Data FactoryExperience...