Pre-Sales Lead with Global Tech Services

Job Summary

The Pre-Sales Lead - IT Business will spearhead the pre-sales function for IT solutions and services ensuring alignment between customer requirements and the companys offerings. This role demands extensive experience in securing large deals particularly in enterprise-level IT projects and familiarity with the financial services market. The ideal candidate will leverage their technical expertise and leadership skills to drive the pre-sales strategy support the sales team and contribute to the companys growth. Additionally the candidate should have strong capabilities in IT solutioning within ADM (Application Development and Maintenance) and AMS (Application Management Services) areas end-to-end estimation and exposure to pricing. A solid understanding of banking and capital markets is essential along with excellent client interaction skills and great articulation.

Key Responsibilities

Leadership and Strategy:

Collaborate with sales marketing product and technical teams to develop pre-sales strategies and solutions tailored to customer needs especially for large-scale contracts. Drive the strategy for winning significant deals within the BFS domain.

Pre-Sales Activities:

Engage in customer presentations meetings and demonstrations to showcase IT solutions ensuring a thorough understanding of the clients needs. Work closely with key clients to comprehend their business challenges technical requirements and regulatory environments in the BFSI domain. Create and deliver compelling solution proposals including responses to RFPs RFIs and complex technical queries with a focus on securing large multi-million-dollar deals. Develop proof-of-concept (POC) and pilot projects ensuring technical feasibility and alignment with client goals for major accounts. Design architect and map IT solutions based on the companys product offerings and the customers technical landscape focusing on high-value and large-scale projects. Demonstrate strong domain capabilities in banking and capital markets ensuring solutions are aligned with industry standards and client expectations.

Client Interaction and Market Exposure:

Build and strengthen relationships with key clients partners and stakeholders ensuring long-term partnerships for large-scale engagements. Lead technical discussions and provide consultative guidance during the sales cycle for large strategic deals. Represent the company at industry events webinars and conferences to gather insights into market trends with a particular focus on BFSI industry IT needs. Showcase excellent client interaction skills and articulate complex technical concepts in a clear and compelling manner.

Collaboration with Sales Team:

Work closely with sales teams to align technical capabilities and business goals especially in closing large complex deals. Ensure seamless communication between sales product management and engineering teams particularly during the of large deals. Provide technical support and guidance during contract negotiations and project kick-off for high-value engagements.

Market Research & Solution Development:

Stay updated with the latest BFSI industry trends technologies and competitor activities. Identify gaps in current offerings and collaborate with product teams to enhance or develop new solutions tailored to the BFSI industry requirements. Analyze customer feedback and market trends to improve solutions with a specific focus on securing and maintaining large enterprise deals.

Qualifications:

• Bachelors degree in computer science Information Technology Engineering or a related field. An MBA is a plus.
• 12 years of experience in pre-sales IT solutions or technical sales with significant exposure to the BFSI domain and experience in winning large deals.
• Proven track record of winning large-scale IT deals particularly in enterprise IT infrastructure cloud solutions or digital transformation projects.
• Deep knowledge of IT infrastructure cloud computing software solutions and emerging technologies.
• Experience with technical presentations proposal writing and POCs for large complex deals.
• Strong problem-solving skills and the ability to architect solutions based on customer needs for high-value projects.
• Proven track record of managing and leading high-performing pre-sales teams.
• Excellent communication interpersonal and leadership skills.

Skills and Competencies:

Technical Expertise: Possesses in-depth knowledge of IT solutions including cloud platforms cybersecurity SaaS networking and enterprise software with specific experience in handling large complex deals.

Client Management: Demonstrates the ability to understand customer needs present tailored solutions and maintain long-term relationships.

Solution Development: Exhibits strong analytical and problem-solving skills to design solutions that meet the specific requirements of large enterprise customers.

Collaboration: Shows a strong ability to work across teams especially with sales and technical departments to win and execute large deals.

Market Awareness: Maintains knowledge of industry trends competitor offerings and emerging technologies in the BFSI IT space.

Consulting and Coordination: Ambitious with consulting skills capable of coordinating with internal and external stakeholders including BEU DU and PUs. Displays assertiveness negotiation skills and good facilitation skills.

Presentation and Knowledge Base: Runs orals for defense presentations (RFP/RFQ) remotely and in-person with the ability to travel as needed. Prepares knowledge bases documenting current landscapes technology architectures ITSM challenges and client priorities.

Strategic Analysis and Solution Building: Analyzes client strategies and initiatives for the current and next three years preparing contextual solution responses and roadmaps with thought leadership. Works with practice units for asset prioritization and leverages other solution teams for cross-solution collaboration.

Preferred Certifications:

Certifications in relevant IT areas (e.g. AWS Certified Solutions Architect Microsoft Certified Cisco VMware). PMP ITIL or other project management certifications are advantageous.

Pre Sales,BFSI,Client Managment,Solution Development