Technical Presales Manager

Employer: Tecsight
Location: Pune/Bangalore
Function: Solutions Engineering / Presales
Reports to: Director, Solutions Engineering (or VP Sales)
Clients: Global System Integrators (GSIs) and their enterprise end-customers
Travel: ~25–40% (client workshops, PoCs, partner events)
Role Summary
Own end-to-end presales across Digital Workplace (DWP) , Field Service Operations (FSO) , IT Infrastructure , Networking & Wireless . You’ll qualify opportunities with GSIs, lead discovery, architect fit-for-purpose solutions, run PoCs, and produce all sales/technical documentation through to delivery handover—balancing business outcomes, technical depth, cost, and delivery risk.
Primary Responsibilities
1) Presales & Solutioning (Core)
Lead discovery with GSIs and enterprise customers: current-state assessment, requirements, success criteria, risks, and constraints.
Architect solutions across:
DWP/EUC: Windows/macOS, M365/Entra ID, Intune/SCCM, Autopilot/ABM, VDI (Citrix/VMware), app packaging, device lifecycle, collaboration, identity & conditional access, Zero Trust principles.
FSO: Field service tooling/workflows, mobile device management, offline/edge constraints, rugged devices, parts logistics integrations, shift/crew scheduling, service KPIs.
IT Infrastructure: Hybrid cloud (Azure/AWS/GCP), AD/Entra, backup/DR, virtualization (VMware/Hyper-V), storage, server builds, patching/automation (PowerShell/Terraform/Ansible).
Networking & Wireless: Campus/branch LAN, Wi-Fi 5/6/6E/7 , SD-WAN, NAC/802.1X, segmentation, DNS/DHCP/IPAM, WAN optimization; vendors e.g., Cisco/Meraki, HPE Aruba, Juniper, Fortinet, Palo Alto.
Produce HLD/LLD , integration maps, security controls, capacity models, and TCO/ROI .
Run PoCs/pilots and bake-offs; define success metrics; document outcomes and next steps.
Build competitive positioning and win themes aligned to each GSI’s methodology and offerings.
2) Implementation Orchestration & Handover
Create implementation plans , migration waves, rollback criteria, and acceptance tests.
Lead delivery kickoffs ; brief PMs/engineers; finalize RACI, RAID, and cutover plans.
Validate bill of materials (BOM/BOQ), licensing, and services estimates; protect margin.
Provide governance during early sprints; ensure scope adherence and change control.
3) Sales Documentation & Governance
Own all client-facing artifacts: SoW , proposals , RFP/RFI responses , HLD/LLD , SAD , TDM , risk register , assumptions/dependencies , effort & pricing models , presentations .
Maintain a reusable proposal & diagram library (Visio/Lucidchart), reference architectures, and estimation templates.
Ensure compliance with GSI partner frameworks, data privacy, and customer infosec requirements.
Deliver persuasive executive presentations and demos to both technical and C-level audiences.
Required Experience & Skills
Technical
8–12+ years across presales/solutions for DWP/EUC, FSO, Infra, and Enterprise Networking/Wi-Fi.
Hands-on with: M365/Entra/Intune/SCCM , Autopilot/ABM, Azure/AWS foundations, VMware/Citrix , Cisco/Meraki/Aruba/Fortinet , SD-WAN , NAC/802.1X , Zero Trust , ITSM (ServiceNow) .
Strong understanding of SLA/OLA design , operational runbooks, monitoring/observability, and SRE/operability considerations.
Consulting & Commercial
Structured discovery and requirements engineering; translating business outcomes to architectures and SoW scope.
Costing & pricing, effort estimation, and TCO/ROI models; margin protection.
Clear storytelling, whiteboarding, and objection handling; executive presence.
Tools
Visio/Lucidchart, PowerPoint, Excel, Confluence/Jira, Git (for IaC samples), PowerShell; basic Terraform/Ansible familiarity a plus.
Certifications (nice to have)
Networking/Wireless: CCNP/CCNA, Aruba ACMP/ACSA, CWNA/CWSP, Fortinet NSE 4/5.
Cloud/Infra: Azure AZ-104/AZ-305, AWS SysOps/Architect, VMware VCP, Citrix CCE-V/CCP-V.
Process: ITIL v4, PRINCE2/PMP, TOGAF (preferred).

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