1. Job Title – Senior Pre-Sales Executive


2. Role Overview

As a Senior Pre-Sales Executive with 10-15 years of experience, you will play a pivotal role in the Sales: Business Development department, focusing on the Artificial Intelligence, Data Science, Machine Learning, and Product Management domains. Your expertise will be instrumental in shaping strategic sales pursuits, driving consultative engagements, and ensuring alignment between client needs and innovative technology solutions. You will collaborate closely with cross-functional teams, influence key stakeholders, and act as a trusted advisor to both clients and internal teams. This role is critical in building long-term client relationships, crafting compelling value propositions, and ensuring the successful translation of business requirements into scalable, high-impact solutions that drive business growth and market differentiation.



3. Job Responsibilities

  Lead complex pre-sales engagements, collaborating with sales, delivery, and technical teams to design tailored solutions that address client business challenges in AI, Data Science, Machine Learning, and Product Management.
  Drive consultative discovery sessions with executive stakeholders to understand business objectives, pain points, and success criteria, ensuring solutions are aligned with strategic goals.
  Develop and deliver persuasive solution presentations and demonstrations, articulating technical concepts in clear, business-focused language to diverse audiences.
  Oversee the end-to-end requirements gathering process, facilitating workshops, conducting stakeholder interviews, and ensuring comprehensive documentation of business and technical needs.
  Manage the creation of detailed proposals, RFP responses, and value propositions that clearly differentiate our offerings in a competitive landscape.
  Act as a trusted advisor, building and nurturing long-term relationships with key client stakeholders, ensuring high levels of satisfaction and repeat business.
  Lead cross-functional collaboration, ensuring seamless communication and alignment between sales, product, engineering, and delivery teams throughout the pre-sales lifecycle.
  Mentor and coach junior pre-sales consultants, fostering a culture of continuous learning, knowledge sharing, and professional growth.
  Demonstrate strong behavioral skills including empathy, active listening, and adaptability to navigate complex client environments and resolve conflicts effectively.
  Exhibit exceptional communication skills, both written and verbal, with the ability to influence and negotiate at all organizational levels, including C-suite executives.
  Champion a customer-centric approach, leveraging feedback and market insights to refine solution offerings and enhance client value.
  Maintain a high degree of professionalism, integrity, and accountability in all client and internal interactions.



4. Skills &amp; Knowledge

a) Mandatory Skills

  Customer Service Skills:
    
      Demonstrated expertise in stakeholder management, effectively engaging with executive and operational stakeholders to align on business objectives and solution strategies.
      Proven ability in consultative selling, identifying client needs and tailoring solutions that deliver measurable business value.
      Skilled in delivering compelling solution presentations, translating complex technical concepts into clear business benefits for diverse audiences.
      Advanced objection handling, addressing client concerns with empathy and providing well-reasoned responses that build trust and credibility.
      Track record of building and maintaining strong client relationships, fostering long-term partnerships and repeat business opportunities.
      Exceptional active listening skills, ensuring a deep understanding of client requirements and concerns.
      Strong negotiation skills, balancing client expectations with organizational goals to achieve mutually beneficial outcomes.
      Experience in cross-functional collaboration, working seamlessly with sales, product, engineering, and delivery teams to ensure solution alignment.
      Effective conflict resolution, mediating differences and facilitating consensus among diverse stakeholders.
      Expertise in customer journey mapping, identifying key touchpoints and optimizing the client experience throughout the engagement lifecycle.
      High degree of empathy and emotional intelligence, enabling effective communication and relationship-building in complex environments.
      Polished executive communication skills, presenting confidently to C-suite and senior leadership.
      Ability to analyze customer feedback, extracting actionable insights to inform solution enhancements and drive continuous improvement.
      Comprehensive account management experience, overseeing client engagements from initial contact through post-sales support.
      Proficient in articulating value propositions, clearly demonstrating the unique benefits and ROI of proposed solutions.
    
  
  Requirements Gathering:
    
      Advanced business analysis skills, translating client objectives into actionable solution requirements.
      Expertise in conducting stakeholder interviews, eliciting detailed requirements and aligning expectations.
      Proficient in process mapping, visualizing current and future state workflows to identify optimization opportunities.
      Experience in developing use cases that capture functional and technical requirements for complex solutions.
      Skilled in creating comprehensive functional specification documentation, ensuring clarity and traceability.
      Ability to perform gap analysis, identifying discrepancies between current capabilities and desired outcomes.
      Facilitation of workshops to drive consensus and gather input from diverse stakeholder groups.
      Expertise in user story creation, ensuring requirements are actionable and aligned with business priorities.
      Management of requirements traceability, ensuring all solution components address documented needs.
      Application of prioritization techniques (e.g., MoSCoW, Kano) to focus efforts on high-impact requirements.
      Technical feasibility assessment, evaluating proposed solutions against existing systems and constraints.
      Ability to create data flow diagrams, illustrating information movement and integration points.
      Comprehensive solution scoping, defining project boundaries and deliverables.
      Assessment of change management needs, preparing clients for successful solution adoption.
      Identification of integration requirements, ensuring seamless connectivity with client systems and platforms.
    
  



b) Good to Have Skills

  Enterprise Resource Planning (ERP):
    
      Understanding of ERP solution architecture, enabling integration with AI, Data Science, and ML platforms.
      Experience in business process reengineering to optimize workflows and enhance system efficiency.
      Familiarity with ERP vendor evaluation, including SAP, Oracle, Microsoft Dynamics, and Infor.
      Knowledge of data migration planning, ensuring smooth transition of legacy data to new systems.
      Experience with ERP integration using APIs and middleware for seamless data exchange.
      Ability to support customization and configuration of ERP solutions to meet unique client needs.
      Understanding of change management best practices in ERP rollouts to drive user adoption.
      Experience managing the ERP project lifecycle, from requirements gathering to post-implementation support.
      Proficiency in reporting and analytics tools such as Power BI and Tableau for business insights.
      Knowledge of master data management principles to ensure data integrity and consistency.
      Ability to design and deliver user training and adoption strategies for ERP systems.
      Understanding of compliance and audit controls within ERP environments.
      Familiarity with cloud ERP platforms, including SAP S/4HANA Cloud and Oracle Cloud ERP.
      Awareness of ERP security and access controls to safeguard sensitive information.
      Experience providing post-implementation support and optimization for continuous improvement.
    
  



5. Career Roadmap

The Senior Pre-Sales Executive role offers a structured growth path over three years. In the first year, you will focus on mastering solution offerings and building strong client relationships. By the second year, you will take on greater leadership, driving strategic initiatives and mentoring peers. Beyond two years, you will be positioned for senior leadership roles, shaping business strategy and influencing organizational direction.



a) 0 to 1 Year

During the first year, you are expected to establish credibility, demonstrate deep domain expertise, and deliver high-quality pre-sales engagements.

Key Responsibilities and KRAs

  Master solution portfolio and industry trends.
  Lead requirements gathering and solution design for key accounts.
  Deliver persuasive presentations and proposals to clients.
  Build strong relationships with internal and external stakeholders.
  Ensure timely and accurate documentation of client requirements.

Success Indicator

  Positive client feedback and repeat business.
  Successful delivery of pre-sales engagements with measurable impact.



b) 1 to 2 Years

In the second year, you will expand your influence by leading strategic pursuits, mentoring junior team members, and driving innovation in solution offerings.

Key Responsibilities and KRAs

  Lead large-scale, complex pre-sales engagements.
  Mentor and coach junior consultants.
  Drive cross-functional collaboration for solution development.
  Refine and enhance value propositions based on market feedback.
  Contribute to knowledge sharing and best practice development.

Success Indicator

  Recognition as a trusted advisor by clients and peers.
  Demonstrated leadership in successful, high-value sales pursuits.



c) 2 Years and above

Beyond two years, you will be expected to take on a strategic leadership role, shaping business development strategies and preparing for advancement to senior executive positions.

Key Responsibilities and KRAs

  Shape and execute strategic business development initiatives.
  Influence organizational direction and solution strategy.
  Represent the company in industry forums and client executive meetings.
  Identify and groom future leaders within the team.
  Drive continuous improvement and innovation in pre-sales processes.

Success Indicator

  Successful transition to senior leadership roles (e.g., Pre-Sales Director, Head of Business Development).
  Proven impact on business growth and market positioning.



6. Experience

  Years of experience: 10 to 15 years of progressive experience in pre-sales, business development, or solution consulting roles.
  Education qualification: Minimum requirement is a Master of Business Administration (MBA).
  Domain/Industry: Experience in Artificial Intelligence, Data Science, Machine Learning, or Product Management domains is highly desirable and considered a strong asset.




We are an equal opportunity employer and value diversity at all levels of our organization. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.