Head of software pre-sales

1 day ago

Nashik, India ESDS Software Solution Limited Full time
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 Gen AI tools effectively for drafting presentation and solutions.
Must have knowledge of banking, fintech, e Governance 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, Dev Ops).
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.

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