Presale Manager

Confidential
  • Gurgaon
  • Confidential
  • 8-12 years
  • 254 Views
  • 26 Feb 2015
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  • Sales/ Business Development/ Account Management

  • IT/ Technology - Software/ Services
Job Description

Primary Skills
* Define and implement a structured way of handling opportunities -- first client meeting / solution pitch / RFP response / RFI response / presentation etc.
* Work with sales team to identify pipeline and plan activities on a weekly basis
* Take lead / participate in opportunity assessment, qualification, developing response strategy, proposal development, review and feedback process, competitive positioning, pricing / commercial decisions
* Work closely with the delivery heads in identifying the right team, getting the pre-sales and delivery teams to develop the solution, estimates, schedules, technical responses etc. to complete the proposal
* Work closely with support functions (like IT / Quality / marketing etc.) for creating a compelling solution / proposal

Secondary Skills
* Provide weekly reports to sales and delivery organizations to provide visibility on pipeline, probable deals etc. for planning and tracking business growth
* Anchoring client visits -- from the stage of planning, identifying key participants, story board for the meeting, reviewing content, planning demos / team discussions and front ending the discussion
* Conduct primary and secondary research; generate and qualify market analytics/research
* Assist sales team in prospecting with relevant pitch and market/company specific data
* Generate Collaterals, Case Studies, White Papers, etc and assist Sales in pitch evangelism
* Proven track record of managing and supporting large bids from pre-sales perspective
* Demonstrated performance in Complex Solutioning and innovative deal construct
* Consultative, Value-proposition/ Business case driven pre-sales methodology experience is highly desirable
* Strong Techno-Commercial/ Business Orientation and Cost Sensitive
* Hands on experience in writing proposals and delivering customer presentation
* Hard-working, detailed, quality and deliverable-oriented
* Excellent communication and written skills.
* Excellent presentation and proposal/RFP skills

Desired Candidate Profile: * Good written and verbal communications skills
* Strong negotiation and interpersonal skills
* Solid track record of over quota achievement in technology sales
* Vertical industry knowledge
* Comfortable in a fast-paced, high-pressure, rapidly evolving entrepreneurial environment
* Excellent Program Management and Consulting Skills


Competencies/Skill sets for this job

Sales Proposal Presale Rfp Quality Sales Team Pipeline Pricing Strategy Rfi