Principal Presale Consultant (R&D)

ABOUT THE PROJECT

YOUR ROLE

• Act as the first technical point of contact for BD.
• Conduct requirement gathering and forensic analysis of incoming RFPs to determine “Fit-to-Tech.”
• Utilize past project data and historical WBS artifacts to provide BD with “Day 1” feasibility insights and preliminary effort ranges without involving R&D resources.
• Filter opportunities based on technical complexity and alignment with the R&D roadmap, ensuring the engineering team only touches high complexity deals.
• Identify where client requirements deviate from current capabilities and document the R&D “lift” required to bridge those gaps.
• Collaborate with R&D to ensure the proposed solution architecture is sound, future-proof, and utilizes the preferred technical stack.
• Translate R&D’s high-level technical concepts into a structured Work Breakdown Structure (WBS) that defines the “What” and the “How Much.
• Provide the “executive summary” and technical narrative that maps directly to the client’s business problems and ROI goals.
• Transform engineering logic and technical specs into professional, value-driven commercial artifacts (Proposals, SOWs, and RFP responses).
• Ensure all technical annexes and service level descriptions are accurate and mitigate long-term execution risk.
• Exercise Quality Control & Final Sign-off on critical artifacts with BD, R&D, Delivery.
• Coordinate with the Delivery Department to validate technical stack alignment and launch schedules before final submission. Ensure proposed projects are staffable and achievable within the proposed timeline.
• Maintain a centralized repository of standardized architecture modules, security documentation, and reusable templates to accelerate future bids.
• Own the “Warm Handoff” to Delivery post-win, ensuring the execution team receives a comprehensive package including the original WBS, technical assumptions, and client expectations.
• Executive stakeholder management and cross-functional leadership.
• Strategic planning and risk management.

REQUIREMENTS

• Extensive experience in high-level sales and market-share expansion for IT services and enterprise software.
• Experience in management of presales pipelines.
• Directing large-scale departments and overseeing delivery, problem management, and production planning.
• Proven track record in resource, timeline, and risk management for complex customer projects.
• Proven track record of aligning sales and production teams with broader corporate strategies.
• Performing root-cause analysis and implementing continuous improvements to sales and production processes.
• Expert-level negotiation skills used in enterprise sales and strategic partnerships.
• Building and strengthening relationships with C-suite executives and key customers.

NICE TO HAVE

• Strong root-cause analysis and process optimization skills.
• Postgraduate-level knowledge in data science.
• ERP and Software Knowledge (Microsoft Dynamics AX, Lotus Notes, WebSphere Portal Server, etc).
• Team leadership and coaching skills.