▷ High Salary: Head of Strategy and Pre-sales

3 weeks ago


Bengaluru Pune, India Tata Elxsi Limited Full time

Job Description

Job description

- The Head of Strategy and Pre-sales will be responsible for developing and implementing strategic initiatives to drive the growth and profitability of the Business Unit. This role reports to Healthcare & Life Sciences Business Unit Head In this role, you will lead the strategy and pre-sales function, managing a talented team of pre-sales professionals, research engineers, and strategists. Your primary responsibility will be to translate the company's overarching strategy into actionable goals for our Business Unit. Additionally, you will play a pivotal role in the technical aspects of our sales process, ensuring that potential customers fully grasp the value of our solutions and pre-positions.

What you will be doing:

Strategy Development / Implementation:

- Translate the organizational imperatives to Business Unit strategy and goals. Enunciate high level strategy to actionable plans for the Business Unit teams.
- Develop and implement a scalable pre-sales strategy that supports business objectives and drives sales success.
- Be the SPOC for all proactive proposals/RFPs/RFIs. Align pre-sales activities with the sales, practice and product teams to ensure cohesive customer engagement.
- Build compelling pitches and propositions for target accounts and stakeholders.
- Collaborate with multiple Business Unit s to bring the right competencies/solutions/offerings for customer.
- Collaborate with marketing teams to create marketing plans, assets, and campaigns
- Ensure compliance with organizational policies and procedures.
- Maintain a deep understanding of the company's products and services, as well as the other solutions landscape in market, to ensure the pre-sales team can confidently position our solutions as the best fit for customer needs.
- Continuously evaluate and improve pre-sales processes, tools, and resources to increase efficiency and effectiveness in supporting the sales cycle.
- Proactively drives the strategic funnel by getting involved in proactive win strategy, pricing and differentiation discussions.
- Account plan creation identifying key business areas in-line with customer's strategic initiatives.

Demand Generation:

- Proactively provides case studies, capability documents, and presentations to support customer solutions and sales in existing and new accounts.
- Guides internal teams on new practice offerings to create business opportunities in emerging technology areas.

Lead Generation:

- Identify and reach out to potential partners and clients through various channels, including cold reach outs and mailers.
- Setting up customer meetings and qualifying leads.

Reporting and Analytics:

- Track the effectiveness of BU strategy implementation.
- Track BU performance, analysing metrics such as win rates, deal velocity, and customer engagement. Provide regular reporting to senior leadership.

Knowledge Management:

- Collect and relay feedback from prospects to the product/solution team, helping shape the product/solution roadmap based on customer needs and market trends.
- Research market trends and ensure the business teams have access to latest information.
- Ensures that team creates white papers on new innovative solution in key technology areas in the Practice
- Ensures standardization of solution documents/catalogues/brochures
- Ensures knowledge sharing and capability building of other teams in new technology areas. Enable trainings and certifications.

Team Management:

- Efficient deployment of work based in employee's area of expertise
- Process adherence
- Align expectations with organizational realities
- Capability building of the team
- Goal setting and effective performance management
- Coaching for development needs.

What you will need:

- Bachelor's degree in Business, Computer Science, Engineering, or a related field (or equivalent experience). MBA preferred.
- 15+ years of experience in a pre-sales, sales engineering, or technical consulting role in engineering services company. Demonstrated success in building, mentoring and growing high performing teams.
- Has owned implementation of strategy and has ability to access and drive the success.
- Strong understanding of Healthcare & Life Sciences businesses.
- Excellent leadership and inter-personal skill.
- Strong problem-solving and consultative selling skills, with the ability to design customer-centric solutions.
- Collaborative and able to work cross-functionally with sales, product, practice, marketing, and other stakeholders.


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