Director - Presales - IT

3 days ago

Bengaluru, India ANSR Full time

Role and Responsibilities:The Director - Presales will lead the Presales function and serve as a key strategic partner to Sales, Delivery, and Product teams. This role demands a proven leader who can shape solutions, drive business growth, and scale presales excellence across geographies and domains. The ideal candidate will combine deep solutioning expertise with business acumen, people leadership, and a strong focus on customer success.Key Responsibilities:Strategic Leadership- Define and execute the Presales strategy aligned to organizational growth goals and revenue targets.- Build, lead, and mentor a high-performing presales team to deliver consistent, high-quality client engagements globally.- Partner with senior leadership to shape go-to-market strategies, value propositions, and service differentiation.- Establish and manage presales governance frameworks, templates, processes, and KPIs for continuous improvement.Solutioning & Deal Support- Oversee end-to-end solution design, proposal creation, and RFP/RFQ responses for complex, multi-tower engagements.- Ensure all proposed solutions are technically sound, financially viable, and aligned with client business objectives.- Engage directly with CXOs and senior client stakeholders to present, position, and negotiate high-value solutions.- Review and approve commercial constructs, cost models, and deal pricing to ensure profitability and competitiveness.Collaboration & Innovation- Work closely with Sales, Delivery, Product, and Technology leaders to co-create compelling, customized solutions.- Drive innovation by integrating new technologies (AI, ML, Automation, GenAI, Analytics, Cloud) into solution narratives.- Foster strong partnerships with ecosystem partners and vendors to enhance solution offerings and accelerate deal closures.- Act as a bridge between client expectations and internal capabilities, ensuring seamless transition from presales to delivery.Market Intelligence & Enablement- Maintain a deep understanding of market trends, competitor offerings, and emerging technologies to guide solution strategy.- Create and maintain a knowledge repository of proposals, case studies, and best practices for organization-wide use.- Conduct regular enablement and training programs for Sales and Delivery teams on ANSR's offerings, differentiators, and value frameworks.Client Engagement & Business Growth- Build trusted advisor relationships with key clients, enabling upsell and cross-sell opportunities.- Act as an executive sponsor for strategic pursuits and critical customer engagements.- Continuously refine presales messaging to strengthen ANSR's brand positioning and customer Qualification: MBA (Sales / Marketing / Strategy / Finance preferred)- Experience: 15+ years in IT Consulting / Global Capability Center / Digital Transformation domains, with at least 5 years in presales leadership roles.- Proven success in leading presales for multi-million-dollar global deals.- Strong understanding of enterprise technology stacks, digital transformation, and managed services.- Excellent executive presence, communication, and stakeholder management skills (including CXO-level interactions)- Strong business acumen with expertise in commercial modeling, pricing strategies, and deal negotiation.- Experience building and managing global presales teams across regions and service lines.- Exposure to AI/ML, automation, cloud, data analytics, and next-gen technologies is highly desirable.- Entrepreneurial mindset with the ability to work in fast-paced, high-growth environments. (ref:iimjobs.com)

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