Senior Manager

Senior Manager / Associate Director Presales and Client Solutioning

Purpose of the role:

We are focused on being the most trusted partner to our global clients. We achieve results by transforming our clients' businesses and delivering excellence in customer experience.

Pre-sales Solutions & Excellence Lead has been identified as a critical role for the organization in our transformation journey. The Presales Customer Solution Specialist is responsible for collaborating with sales teams and potential customers to identify and design tailored solutions leveraging company's Technology Services, partners and IPs that address prospective clients' specific needs and requirements. The core areas of responsibility include:

• This role involves a deep understanding of the company's products and services, technical expertise and excellent communication skills to effectively convey the value proposition to potential customers.

• Collaborate with sales teams and prospects to identify synergy areas and design custom solution presentations, conceptual solutions and technical demo

• Research and conduct in-depth needs assessments to understand the customer's business objectives, pain points and challenge to validate the R&D investments and design a ROI proof product roadmap

• Role requires a combination of technical expertise, sales acumen and strong communication skills to effectively meet customer needs and drive revenue growth.

Roles & Responsibilities:

• Solution Design: Develop and design custom solutions that align with the customer's requirements.
• Commercial Viability: Selecting appropriate products or services, creating technical specifications, and outlining the benefits and ROI of the proposed solution (cost benefit analysis)
• Technical Expertise: Provide first level technical expertise and guidance to customers around Data Engineering, Cloud Platform, Digital Transformation, AI/ML and GenAI solutions, Analytics and Agentic AI
• Product and Services Knowledge: Collaborate with internal studio team to understand products features, value props, roadmap charter and pricing models
• Proposal Development: Work with respective sales lead to build compelling proposals
• Demonstrations and POCs: Product / Solution demonstrations and proof-of-concept sessions to illustrate the effectiveness and functionality of the proposed solution
• Competitive Analysis: Keep a track of market solutions, pricing strategy and alternative technology developments
• Document Asset management and continuous improvement: Prepare solution designs, technical specifications, and pricing details to support the sales process. Gather feedback from potential customers and relay it to product development teams for continuous improvement
• Partners Management: Technical evaluation of partner ecosystems

Key Performance Indicators:

• Offering Assets such as Sales Pitchbooks, Case Studies, Pricing Templates, Requirement Questionnaires
• Driving digital revenue growth by advocating innovative solutions constructs
• Bring-in operational efficiencies for existing managed services team
• Continuous improvement in solutioning approach, operational processes and relevant metrics in lifecycle of pre-sales, RFI, RFP, sales and revenue realization

Reporting Structure:

• The role will report to the Client Solutioning Lead
• Collaborate and work closely with the following stakeholders and teams - All Business Heads and Business Units, Digital Transformation team, Sales & CRM leads, Operations support team

Presales and Client Solutioning - Success profile

Experience

Critical:

• 12+ years' experience in IT/ITeS industry with at least 8 years in Pre-sales and Solution Offering
• Proven experience as pre-sales / Product solutioning manager in a software firm providing services around data engineering and analytics, digital transformation and Data Science (AI / ML solutions)
• Have worked in BPM or IT services with clear familiarity with go-to-market strategies
• Previous experience in a presale, sales engineering, technical consulting role is preferred
• Experienced in translating technical concepts for non-technical stakeholders from a problem-solving aspect for development of tailored solutions

Know-How

Critical:

• Bachelor's degree in engineering
• Experience in Digital Transformation Solutions using RPA and AI/ML, Advanced Analytics, GenAI & Agentic AI
• Expert user of MS office
• Know-how of cloud services
• Client management, customer demo and power point presentations
• Domain Expertise across Healthcare Payer and Provider, Mortgage and Collections

Desirable:

• Master's or executive program in product management and digital transformation can be an added advantage
• Program Management experience and project execution success at an Enterprise level
• Agile, GenAI and Agentic AI Certifications
• Market Research Oriented

Personal Attributes/Traits

• Consultative
• Decisive and action oriented
• Achievement oriented
• Creative and research oriented
• Eager to learn
• Resilient
• Socially confident

Competencies

• Business foresight – ability to strategize & demonstrate deep business insight that helps identify & develop strategic opportunities
• Managing transformation – ability to work and lead transformations in a dynamic

environment

• Fostering partnerships with internal and external stakeholders (solution creation and operations)
• Working across boundaries – collaborative working across geographies and teams
• Influencing stakeholders
• Driving excellence