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Xebia - Senior Presales Consultant
1 month ago
Xebia is hiring a Senior Presales Consultant.
Seeking energetic and dynamic individuals with demonstrated track record in presales.
The resource must be comfortable with a fairly expansive breadth of focus.
Work Location: Xebia Gurgaon Office (Work from Office).
Openings: 2.
Experience Level - 6 12 Years.
- Overall Industry experience of 6 12 years with 5+ years specifically in IT services.
- 5+ years of relevant experience in Presales/Bid management (>2 M USD to 10 M USD size opportunities).
- Tech/Domain knowledge: Should have 3+ years of experience working on Data/AI RFPs (Mandatory).
- Good to have experience in BFSI, Travel & Hospitality, and Healthcare/Life Sciences (HLS).
RFP Management:.
- Create a Deal Summary for Bid Qualification, and create Win Strategy/Themes with inputs from SMEs and leaders.
- Anchor and lead end-to-end solutions process for pursuits, onboard practice, and solutions resources create bid plans, and plan interim and final milestones with regular SME reviews.
- Ability to add value by asking relevant questions in context to RFP requirements.
- Build solution storyboards with inputs from all stakeholders ensuring a compelling response.
- Collaborate with multiple teams that are geographically dispersed.
- Project manage the entire bid; track and publish bid plan and risks; take corrective action.
- Ensure submission on time with high quality while being process compliant.
- Create Pitch decks, should have mature PowerPoint skills.
- Partial overlap with the European timezone.
Estimation:
- Coordinate with practices/delivery for estimation.
- Enable estimation reviews and optimization.
- Engage in various commercial model scenario building.
Sales Enablement:
- Client Meetings: Ability to take initial calls with Sales to present Xebia Corporate and CXO level calls to present Xebia capabilities along with Region Heads/ CoE Heads / Sales Heads.
- Research: Ability to research the customer, and align our unique value-adds & key differentiators to their specific needs in the proposal response.
Other skills:
Interpersonal Skills/Stakeholder Management: Ability to build strong internal connections with CoEs, Service Lines, Domain practices, and other support departments.
Should be aware of IT Software development lifecycle, processes, and tools & technologies (Digital, DevOps, Agile, Cloud, Big Data, Intelligent Automation, etc.
Pricing Models: Should be aware of different pricing models - Managed Services, Outcome-based, Fixed-price, T&M, etc.
Knowledge management: the creation of new content (such as case studies), uploading all submitted proposals/pitches to the repository, and refreshing the repository with new content.
Reporting: weekly, quarterly, and annual reporting on opportunities managed.
Preferable skills & certifications: MBA in any stream, Experience as a Business Analyst is a plus.
Travel: Should be open for short-term travel (within or outside India as required).
