Presales Solution Architect

**Role**

**General Experience**

**Technical Experience**

Presales solution Architect
- 15+ Yrs of total experience with minimum 5 Yrs of dedicated experience in presales & Solutioning. 10 Yrs of Hands on experience in ITSM, Monitoring/AIOps,
- Should have handled stand alone RFP’s for each of the tower line and should have strong collaborative experience to work on large managed services proposals.
- Should be fast & proactive to quickly understand the RFP scope, objectives, influencing factors in order to get started ASAP.
- Should be multi tasking and work on multiple proposals at the same time with ownership.
- Should be innovative and futuristic to bring the levers, ideas which can help to win the business.
- Should have good interpersonal skills and connects with OEM to get the best possible discounts and timely quotes for product procurement.
- Should have good experience with pricing and commercial engineering to make the proposal customer favourable.
- Must have a good skills in Power Point, Word and Excel.
- Should have good understanding on licensing models for the major OEM’s
- Should be well aware of SLA’s KPI’s, MSA Terms, Penalty clauses, legal terms and compliance used globally.Should be travel ready for requirement gathering, defence presentations and kick-off calls.- Should have Sales, Presales and Solutioning accreditations, certifications from leading OEM’s like ServiceNow, BMC, Manage Engine.
- At least one implementation certification for each of the tower from any top 3 Tier OEM’s. : ITSM, Observability / AIOps./ Automation / ITIL Processes (ITIL / CFS / SIAM)
- Should be capable to construct innovative solutions for Green Field, Brown Field Implementations, Upgrade & migration opportunities and Development, Integrations work.
- Should have built futuristic Target Operating Models, cost effective and transformative multi year solutions and should posses well-articulated defence presentation capabilities
- Should have experience of handling RFP’s which includes Product + Services with OEM’s like : ServiceNow, BMC, HPE, Manage Engine, Ivanti, SNOW Software, Flexera, Ansible, Resolve, FreshWorks, Summit AI, etc.
- Should have experience of working on multi-million standalone ESM tools RFP’s as well as 50+ Mn of Managed Services RFP’s.
- Stand alone ESM Tools RFP to business conversion ration should be at least 30% and should be able to handle 5 + RFP’s in a month.
- Should be well versed with partner portals of all the OEM’s, their relevant documentations and should have good connect with regional sales teams of those OEM’s.
- Should remain updated with new functionalities, market trends, customer demands and should provide required inputs suggestions to build team for PoC work.
- Should be able to effectively utilize his time with multi-tasking and should keep track of WIP, submitted proposals.Should be flexible to work with extended business hours, and over weekends if required basis the urgency of proposal submission,Service Now Practice Head.

All of the above +
- Experience of building and running portfolio of 50+ Mn size
- Strong experience of capacity & Capability Building
- Good connect within industry to attract best talent
- Good track record of team retention
- Experience with building stand alone as well as collaborative, bundled Service offerings
- Good connect with OEM’s to bring investments for enablement (Training, Certifications, Demo Instances)
- Should work collaboratively with other practices, business lines within organization.

Should be travel ready and flexible.

All of the above +
- Should be responsible for Portfolio Management, Governance and Escalation Management
- Should be good with aggressive strategies for land and expand, new territories, new logos
- Should be the leader to set examples for next in line with appropriate actions for account mining, customer experience and consistent revenue generation
- Should be able to represent CIS and ServiceNow in large forums, customer meets and visits.
- Should be responsible for SGA, GM and 30% YnY growth targets.
- Should review all proposals, pricing and solutions for final approval
- Should give timely updates to leadership team wrt business strategies, performance and possible escalations
- Should be bold enough to accept aggressive targets, growth plans and drive towards excellence