Pre Sales Head - Insurance Industry

TRH Consultancy Services
  • Greater Noida
  • Confidential
  • 15-25 years
  • 252 Views
  • 29 May 2015
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  • Sales Support, Sales/ Business Development/ Account Management

  • IT/ Technology - Software/ Services
Job Description

Candidate should be able to size and price IT Solutions required based on client requirements. Should be able to independently present the entire solution to clients and evolve consensus to execute. Should be able to implement the solution using own skills supported by team and vendors.

Key Responsibilities

- Lead a team of Presales supporting Insurance customers globally

- Manage bids and Architect solution with help of technical and practice teams for the bids

- Act as opportunity owner in the sales cycle as solution definition anchor. Working very closely with sales and account managers

- Own overall solution and pricing. Get internal team alignment towards winning the bids

- Bids include large bids that can be application, infrastructure or BPO or multi-towers

- Bids include small incremental and proactive proposals.

- Understand the current business and IT landscape and operations and come up with transformational themes for reducing TCO, enhance customer experience for our customers

- Identify the gaps in customer landscape and engage in consultative selling

- Influence significantly on the sale of technology and service solutions to customers

- Present and lead customer presentations, interactions and negotiations during the bid process

- Coordinate with response teams to design solutions, provide/validate estimates, approach & implementation plan

- Identify and drive win strategy and actions

- Review solutions, sizing and pricing

- Manager Work allocation and output from a team of bid managers and solution designers.

- Drive proactive proposal campaign

- Manager customer visits

Requirements Experience

- 15+ Years of IT industry experience.

- Must have ability to architect and lead large bids as well as small bids

- Strong understanding of Application, and BPO Services

- Very good understanding of Pricing of services and solutions

- Ability to manager interactions for bids with internal stakeholders, third party advisors, partners and customers

- Deep understanding of IT Governance processes and operations as per ITIL, CobiT standards ICT standards

- Having worked with IT advisors/ analysts is preferred

- Insurance domain experience/knowledge/exposure is required.

- Extensive experience in Bid proposal management, planning and preparing responses and value proposition

- Lead and manage multiple stakeholders and service lines within a large bid

- Presentation skills including Public speaking, Meeting Facilitation and white boarding, resenting proposals/solutions to customer

- Should be able to carry on relationship with top tier customers and industry advisors/analysts


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TRH Consultancy Services