Presales Manager

1 month ago

Noida, India HCLTech Full time

Job Title: Presales Lead, Digital Integration and Process Automation (DIPA) Practice, HCLTech


Designation: Manager / Senior Manager/ Group manager

Job Location: Pan India (Noida / Bengaluru /Chennai/Kolkata/Hyderabad)


Roles & Responsibilities:

Pre-Sales Activities

  • Lead Pre-sales Activities: Lead and manage DIPA focused RFX, including client meetings, presentations, and product demonstrations.
  • Proposal Development: Ensure compelling and accurate proposals, detailing the value proposition, scope of work and associated costs. Understand the licensing models for DIPA products such as MuleSoft, Pega, Appian etc. and weave them into the pricing.
  • Collaboration: Foster collaboration with sales and partner alliance teams to strategize and align pre-sales efforts with overall business objectives.
  • Industry Awareness: Stay abreast of industry trends and DIPA focused product knowledge to effectively story-wrap a RFX response with latest content.
  • Relationship Building: Cultivate strong relationships with sales and account managers, understanding the account’s medium- and long-term goals to align DIPA based offerings with their evolving needs.
  • Team Coordination: Coordinate with internal teams such as practice teams, capability teams, solutions team, finance, marketing etc. to ensure seamless communication and implementation of client solutions.


Practice Building Initiatives

  • Identify key DIPA trends in the market related to Enterprise Integration, Business Process Automation, Low Code No Code, RPA etc. and contribute ideas for new product offerings, solutions & services.
  • Contribute to DIPA specific IPs and solution creation, help articulate value propositions.
  • Contribute to the marketing and branding efforts for HCLTech’s DIPA practice.
  • Participate in Analyst conversations (Gartner, Forrester, IDC et al.) Support analyst RFI responses and briefings.
  • Build an understanding of DIPA requirements for specific industry domains and articulate DIPA capabilities in alignment with industry imperatives.


Operational Excellence

  • Assimilate knowledge across DIPA pursuits and build re-usable components to reduce the time-to-market for RFP/ RFI response.
  • Identify common themes in customer pain areas do drive better solution articulations.
  • Contribute to the knowledge management activities by creating DIPA specific case studies, success stories, point of views et al by liaising with sales and delivery teams across accounts.
  • Enable and drive standard bid practices, templates and processes in all pursuits, and continuous improvements in sales support.


Qualification & Experience:

  • MBA/ PGDM
  • Relevant exposure/ experience would be considered.


Skill Sets required:

  • Experience of having worked in IT Technology firms will be preferred.
  • Knowledge of the basic SDLC lifecycle, project management methodologies, IT operating models.
  • Knowledge of industry value chains and use cases across areas like Analytics, Digital Marketing, Customer centricity, Cloud, mobility, UI/UX.
  • Exposure and understanding of Enterprise Integration technologies such as MuleSoft, Boomi, TIBCO, Workato etc., BPM technologies such as Pega, Appian etc. and RPA technologies such as Automation Anywhere, UIPath and Blue Prism.
  • Prior exposure to presales, business development, sales, marketing, product management is preferred.
  • Excellent analytical skills and a strong sense for structure and logic.
  • Excellent written and verbal communication, technical acumen, leadership skills and customer focus.

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