Presales Consultant

We are looking for a highly skilled and experienced
Presales Consultant / Architect
to drive strategic presales engagements and create winning solutions for complex RFPs and business opportunities. This role focuses on comprehensive bid ownership, solution conceptualization, and strategic pricing, ensuring collaboration across cross-functional teams while delivering impactful value propositions tailored to client needs.

As a Presales Consultant / Architect, you will work closely with senior leadership, SMEs, and account managers to architect innovative proposals, validate pricing models, and guide clients toward successful outcomes. This role combines technical expertise, business acumen, and executive communication skills to play a key role in EPAM's growth and success.

Responsibilities

• Lead the decomposition of complex RFPs and RFQs into actionable deliverables for contributing teams
• Assemble cross-functional SMEs (including technical, domain, and commercial experts) and actively guide them to align their inputs with proposal goals
• Define and own the storyline, key tenets, and value proposition of the proposal response
• Manage the overall bid process, ensuring the on-time delivery of high-quality responses, and serve as the focal point for all bid-related activities
• Architect end-to-end solutions that align with client business drivers, desired outcomes, and EPAM's service offerings
• Collaborate with SMEs to refine technical inputs into well-structured, professionally articulated responses
• Conduct independent research to address gaps in solution areas, provide recommendations, and design innovative responses
• Shape proposals and presentations into visually compelling deliverables by working closely with designers to create impactful content
• Validate and challenge SME-provided estimates using experience, industry benchmarks, and solution frameworks
• Guide account managers in selecting the right pricing models (T&M, Fixed Price, and output-based models such as story point-driven estimation)
• Collaborate with commercial teams and leadership to propose competitive and tailored pricing strategies that maximize business outcomes
• Articulate ROI and investment strategies to senior leadership and clients during deal review cycles
• Prepare high-quality status updates, deal summaries, and briefing documents for senior executives and leadership teams
• Actively lead bid meetings, reviews, and stakeholder alignment sessions at the executive level
• Represent EPAM's presales function in client discussions, pitching solutions, value propositions, and commercial offerings
• Advocate for and implement presales best practices across teams to drive consistency and efficiency in responses
• Foster collaboration among SMEs, commercial leads, and client stakeholders to ensure alignment throughout bid lifecycles

Requirements

• 10-15 years of IT experience, including 7+ years of experience in presales, solutioning, technical architecture, or consulting roles within enterprise IT projects or digital transformation programs
• 2+ years of proven experience and a successful track record in leading and winning large-scale RFPs/RFQs across multiple industries (e.g., Automotive, Manufacturing, Energy, Retail)
• Deep understanding of solution layers (FE/BE/DB) and system components (APIs, cloud-native architectures, telemetry/monitoring)
• Broad exposure to software engineering practices such as Agile/Lean delivery, DevOps, CI/CD, modern delivery models, and digital factories
• Expertise in outcome-based estimation techniques (e.g., story point-driven estimation) and pricing strategies across T&M, fixed-price, and other engagement models
• Proficient in modern architecture frameworks, including cloud, API management, microservices, and domain-specific ecosystems
• Advanced storytelling and narrative-shaping skills to create compelling proposals and presentations that resonate with clients and executives
• Strategic thinking to validate solution designs, pricing models, and business cases while aligning with client outcomes
• Superior organizational skills to manage multiple complex bids simultaneously, while aligning diverse contributors toward common goals
• Exceptional written communication skills for creating professional, visually impactful deliverables
• A solutions-oriented mindset with the ability to balance user-centricity, technical feasibility, and business viability
• Strong leadership and executive presence, with confidence in delivering presentations and facilitating discussions at the senior level
• High adaptability to thrive under pressure, meet tight deadlines, and respond to dynamic customer demands
• A collaborative attitude to foster teamwork across technical, commercial, and creative teams
• Fluency in English with a proficiency level of B2 or higher

Nice to have

• Candidates from Tier 1 institutions, such as IIT/IIM or equivalent premier institutions, are highly desirable for this role
• Advanced degrees or certifications in business (e.g., MBA), technology, or architecture
• Experience working on sophisticated solutions, including cloud-native application development, API layer creation, large-scale PLM (Product Lifecycle Management), simulations, or domain-specific digital applications
• Advanced knowledge of industry-specific technical environments, including a functional understanding of domains such as Automotive, Manufacturing, or Retail