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ESDS Software Solution Limited | Head of Software Pre-Sales | india
1 month ago
Job Description: Head of Software Pre-Sales (Bespoke, LCNC, COTS, AI/ML & Analytics Solutions)
Position: Head of Software Pre-Sales
Location: Nashik, Mumbai
Department: Sales & Business Development
Reports to: Chief Sales Officer (CSO)
Employment Type: Full-Time
Role Overview:
The Head of Software Pre-Sales will lead the pre-sales function for Software applications and SAAS, driving technical sales for both bespoke and Commercial Off-The-Shelf (COTS) software solutions. This role will be responsible for shaping and presenting technical solutions to meet customer needs, overseeing a team of pre-sales specialists, and collaborating with product, sales, and technical teams to ensure successful client solutioning and engagements. The ideal candidate will have a proven track record in presales, excellent communication skills, and a deep understanding of software technologies, AI/ML, data analytics and market trends.
Key Responsibilities:
1. Strategic Leadership:
- Lead and manage the software pre-sales team, ensuring alignment with the company’s sales goals and strategies.
- Develop and implement pre-sales strategies for bespoke and COTS software products, as well as AI/ML, and data analytics solutions.
- Drive customer engagement from a technical perspective, guiding the team through the complete pre-sales cycle, from solution design to proposal delivery.
- Establish and maintain a strong pipeline of qualified opportunities by working closely with sales, product, and marketing teams.
2. Technical Solution Design & Sales:
- Engage with clients to understand their business challenges and objectives, and design tailored solutions involving bespoke software, COTS, AI/ML, and data analytics.
- Lead the team in creating and delivering customized demonstrations, Proof of Concept (POC), technical proposals, and RFP/RFI responses.
Perform Effort estimation and must have it’s handson knowledge
In-depth study of requirements and raising right queries at Pre-bid meeting and get its solution.
- Ensure that proposed solutions meet both functional and technical requirements while aligning with the company’s capabilities and product roadmap.
Use GenAI tools effectively for drafting presentation and solutions.
- Must have knowledge of banking, fintech, eGovernance sectors.
Must have AI/ML or data analytics solution experience
- Provide expertise in AI/ML models, analytics tools, and software platforms to effectively communicate value propositions and differentiators.
3. Client Engagement & Relationship Management:
Understand client business flow and demonstrate LCNC solution/Dashboards.
- Act as the senior technical advisor during client meetings, helping to build trust and ensuring clear communication of complex solutions.
- Build and nurture long-term relationships with key clients, ensuring satisfaction throughout the pre-sales process and beyond.
- Participate in high-level discussions, negotiation meetings with C-level executives and decision-makers, articulating how proposed solutions will drive business outcomes.
4. Cross-Functional Collaboration:
- Collaborate closely with product management, engineering, and development teams to ensure solutions align with the product roadmap and customer requirements.
- Provide regular feedback from clients to product teams, ensuring that emerging needs are considered in product development and enhancements.
- Work alongside marketing and sales to position products effectively in the market and develop sales collateral, case studies, and competitive analyses.
5. Market & Competitive Insights:
- Stay up to date with the latest trends in bespoke software development, COTS products, AI/ML technologies, and data analytics tools.
- Must have Market Rate model knowledge.
- Analyze the competitive landscape to identify differentiators and inform sales strategies for the pre-sales team.
- Ensure the team is equipped with the knowledge to position solutions competitively, including insights into pricing, features, and market demand.
6. Team Development & Mentorship:
- Lead and mentor the pre-sales team, fostering a culture of learning, innovation, and customer focus.
- Ensure the team is continually updated on new product features, emerging technologies, and industry best practices.
- Monitor individual and team performance, providing regular feedback and supporting career development initiatives.
Key Requirements:
1. Education:
- Bachelor’s degree in Computer Science, Information Technology, Engineering, or a related field.
- MBA or relevant certifications in IT, Sales, AI/ML, or Data analytics will be an added advantage.
2. Experience:
- Minimum 10+ years of experience in pre-sales or technical sales roles, with at least 3-5 years in a leadership capacity.
- Proven experience with bespoke software development and COTS products.
- Experience with Low code no code, AI/ML models, analytics platforms and solutions.
- Strong track record of leading successful pre-sales efforts and closing deals with enterprise clients.
3. Skills:
- Exceptional ability to communicate complex technical solutions in simple, compelling terms to diverse audiences, including C-suite executives.
- Deep understanding of AI/ML frameworks, analytics tools, and their business applications.
- Expertise in designing and architecting solutions for bespoke software and COTS products.
- Strong leadership, team management, and mentoring skills.
- Proficiency in creating technical documentation, proposals, and solution presentations.
- Ability to work collaboratively across departments and teams.
4. Preferred Experience:
- Experience in selling AI/ML and analytics solutions to industries such as BFSI, healthcare, manufacturing, or government.
- Understanding of cloud platforms, big data technologies, and software development methodologies (Agile, DevOps).
Personal Attributes:
- Strategic thinker with a strong business acumen and problem-solving mindset.
- Excellent interpersonal skills and the ability to build relationships with internal and external stakeholders.
- Self-motivated, proactive, and driven to achieve targets and exceed expectations.
- Adaptable and able to thrive in a fast-paced, dynamic environment.
Benefits:
- Competitive salary with performance-based bonuses.
- Opportunity to lead a dynamic and high-performing team.
- Health insurance and wellness programs.
- Professional development opportunities and training on cutting-edge technologies.
- Flexible working hours and an inclusive, growth-focused work environment.
