Presales Lead and Solution Architect

2 months ago

Hyderabad, India Kanerika Software Full time
  • Customer Centricity – Soft Skills 

    1) Communication - Strong written and oral communications skills 
    2) Interpersonal - Strong relationship building for getting work done efficiently 
    3) Intelligent Probing - Asking smart questions, in-depth understanding of the opp. context 
    4)Collaboration - Effective use of tools - Presales templates, MS Teams, OneDrive, Calendars, etc. 
    5) Presentation Skills - Strong presentation skills and experience presenting to C-Level executives 
    6) Negotiation - Resource allocation, response timelines, estimates, resource loading, rates, etc. 

  • Agility – Responsiveness 

     1) Kickoff & bid planning - High reaction speed and quality; identification of the right team
    2) Adherence to the bid plan - High reaction speed and quality; identification of the right team 
    3) Follow-ups & reminders - Timely and appropriate reminders  "
    4) Pro activeness - Quick risk identification & highlighting; early identification of key deliverables not directly asked for (e.g. mock-ups) early win theme identification with the help of key stakeholders. 

  • Responsibility – Deliverable Quality & Process compliance 

    1) Language & articulation - Consistent, high quality language across sections of a proposal; correctness of grammar, punctuation and appropriate capitalization 
    2) Document structure - Standard template for general proposals; customized structure for specific requests like RFPs; story boarding for presentations 
    3) Completeness & correctness - General completeness and according to requirements specified in solicitation documents; correctness of content - functional, technical, company data, process-related content, creative content like mock-ups, etc. 
    4) Process compliance - Regular and timely updates, updating knowledge repository
    5) Aesthetics & document formatting - Quality, consistency/relevance of graphics - architecture diagrams, mock-ups, infographics, etc.; consistency of formatting (headings, fonts, indents, bullets, table and diagram captions, text alignment, etc.); adherence to Kanerika standards or client specified standards 

  • Intelligence – Value Addition 
    1) Providing intelligence to the bid team - Client’s industry, client (general info and their preferences for engagement model, development methodology), competition, "build vs buy" research (if applicable), tentative budget, etc. 
    2) Empathy - Understanding customer’s deeper pain area/s (generally not specified in the solicitation documents) with research and intelligent queries  
    3) Baking win themes - (at times subtly) in all sections of the deliverable/s and strong messaging in the executive summary.
    4) Solution & estimation validation - Ability to guide and challenge the solution & the estimates 
    5) Quality of original exec summary  -A strong first pass; with zero objective (factual) errors.

  • Global - leveraging Organizational Strength 

    1) Relevance & quality of case studies - Including all relevant success stories,
    2) Leveraging the best contributors - Specific context of each opportunity 
    3) Effective use of past knowledge - From the past presales deliverables 
    4) Effective use of support groups - Talent management, Information Security, Legal, HR, etc. 


RequirementsMust Have Skills 
  • MBA from reputed Institute
  • 3+ years of experience working in Presales in IT industry

    Soft Skills  
  • Communication Skills
  • Presentation Skills 
  • Interpersonal relations 
  • Flexible and Hard-working

    Technical Skills 
  • Knowledge of Presales Processes
  • Basic understanding of business analytics and AI
  • High IQ and EQ



Benefits

Employee Benefits 
 

1. Culture: 
 

  • Open Door Policy: Encourages open communication and accessibility to management. 
  • Open Office Floor Plan: Fosters a collaborative and interactive work environment. 
  • Flexible Working Hours: Allows employees to have flexibility in their work schedules. 
  • Employee Referral Bonus: Rewards employees for referring qualified candidates. 
  • Appraisal Process Twice a Year: Provides regular performance evaluations and feedback. 
     

2. Inclusivity and Diversity: 
 

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