Manager - Presales - IT

About the client:

- Company Name: upGrad

- Industries: E-Learning / EdTech

- Company Type: Forbes Global 2000

- Headquarter Location: Mumbai

- Nature of Offering: Product

- Founding Year: 2015

- No of Employees: 1001-5000

1. Responsibility:

- Supporting sales teams with end - to- end Sales Solutions, pitch decks and proposals as per end-client business requirement.

- Working in conjunction with the sales team as the key advisor and advocate for our sales offerings, services, and partner products

2. Reporting Structure

Reporting To: Sales Head

Additionally, the individual will have to collaborate and coordinate with both Internal and External stakeholders:

Internal Stakeholders:

- Sales Team

- Learning Solutions Content Team

- Senior Leaders

External Stakeholders :

- Key Decision makers in client organizations - HR and L&D Managers, Business Heads and Leadership team

3. KRA (Key Result Areas) for this role:

Design Sales Solutions :

- One point contact for sales teams to work on need- identification, review, and scope finalization of the business requirement.

- Capability in building rich, interactive solutions from the concept stage to final design as per client requirements.

- Ability to create solution journeys for clients across hierarchy levels using a combination of digital and blended modules and appropriate client customization and contextualization.

- Displays detail orientation to meet the required quality standards in client deliverables.

Present and communicate the final proposition :

- Provide support to sales teams in presentations & client run-throughs by coming across as subject matter expert

- Create compelling proposals bringing out the solution approach and value proposition for clients

- Build pitch decks and solution decks that can be shared with the client based on the opportunity at hand

- Capability to further build on business requirements from client and assist the sales teams in closing the deals

4. How is success measured?

- Building high value sales propositions for end-clients that result in revenue building for the company.

- Winning Repeat Business, Annuity deals and creating predictability of new sales leads based on the solid solutioning framework created for end client.

- Providing excellent support to sales team in presenting back solutions to clients within expected TATs

- Providing high level, integrated consulting to clients in implementing the solutions proposed

- Handling complex & high revenue solutioning & projects with great efficiency

5. Preferred Experience and skills:

- Must have played the role of solution expert / presales specialist for medium to large revenue deals (Deal sizes in the range of 25L to 1Cr+)

- Must have a proven track record of handling medium to large competitive deals and successful closure of deals of this size and complexity.

- Experience in designing excellent learning journeys in sales domain across hierarchies which leads to winning big clients.

Preferred : Graduate / Postgraduate with at least 4+ years of experience in presales solutioning and creating high value sales propositions

6. Core Skills & Attributes :

- Should be capable of proposing an innovative approach and solution in response to meeting a wide range of client expectations.

- Should have industry knowledge and understand product market fitment in the L&D domain.

- Understand the competitive landscape and market trends.

- Should be detailed oriented to meet the required quality standards in all deliverables.

- Should be comfortable and effective in having consultative conversations with senior stakeholders and clients

- Ability to identify and spot opportunities for account mining and help sales team in converting the leads into revenue.

- Strong internal and external client service orientation