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Senior Presales Consultant

1 month ago

Gurgaon, India Xebia Full time
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)