Manager - Presales

Key Responsibilities

1. Solution Design & Development

• Anchor solution development in partnership with Practice Leads and SMEs
• Build operating models, location recommendations, and engagement approach aligned with the clients strategic objectives and functional priorities

2. Pricing & Commercial Structuring

• Responsible for proposal pricing in partnership with Finance
• Develop detailed pricing models and business cases including cost benchmarks, markups, and RoI metrics.
• Support leadership in evaluating deal profitability, pricing levers (fixed, success-based, milestone-based), and commercial risk.

3. Proposal Development & Collateral Creation

• Own end-to-end proposal development including RFI/RFP responses, solution decks, and SoW summaries.
• Create high-quality supporting collateral such as case studies, delivery models, transition roadmaps, and value propositions in partnership with Marketing

4. Contracting (MSA/SOW) & Legal Coordination

• Partner with the legal team to draft, review, and finalize Master Services Agreements (MSAs), Statements of Work (SOWs), and change orders.
• Lead contract negotiations in collaboration with internal stakeholders and ensure closure within client timelines.

5. Client Engagement & Leadership Interface

• Serve as a primary interface with international clients during the presales phase to present solutions, clarify scope, and address concerns.
• Conduct client workshops and discovery sessions to refine scope and gather inputs for solution design.

6. Market & Competitive Intelligence

• Track GCC trends, emerging delivery models, and competitor positioning.
• Provide input to internal teams on market differentiation and pricing strategy.

7. Sales Operations & Enablement

• Manage pipeline visibility, deal tracking, and presales metrics reporting.
• Enhance internal processes for faster proposal turnaround and knowledge reusability.

8. Continuous Improvement & Knowledge Management

• Build re-usable solution artifacts, pricing templates, and sales playbooks.
• Identify process gaps and implement best practices to improve presales effectiveness

Qualifications:

• MBA from a reputed institution.
• 10-12 years of relevant experience, with at least 5-6 years in the GCC domain.
• Proven experience in client-facing solutioning, proposal development, and deal structuring for international clients (especially US based clients).
• Strong understanding of MSA/SOW structures and experience working with legal teams on contracting.
• Excellent financial acumen comfortable with building pricing models and profitability analysis.
• Exceptional communication and stakeholder management skills.
• Proficiency in MS PowerPoint, Excel, and CRM/proposal management tools.