Presales Practice Lead - Infrastructure & Cloud

Pre-Sales Practice Lead

Experience: 14-20 years

Primary Skills:

- Overall 15-20+ Years IT Infrastructue PreSales Management (Strong skills on IT Infrastructure Solutioning)

- Expert in sales process steps and the elements required for successful deal pursuits.

- Manage the end-to-end bid process.

- At least 10+ years experience in Pre-sales, selling consulting services, optimization and integration services to customers at C Level Executives.

- Handled large, complex bids across various IMS functions

- Candidate should have experience in Infrastructure Management services pre-sales and have deep understanding of business environment , should have won large scale IT outsourcing deals / Managed Services for Company or other IT Service Providers

- Analyze IT Infrastructure Services requirements for customers and design appropriate cost-effective services/solutions

- Solutions/Service Design dealing with all components of an IT Infrastructure, Transition & Transformation (Technology & Services)

- Evaluate, recommend, architect and implement Services solutions to enhance the IT Infrastructure Services.

- Build solution documents, effort estimates & pricing.

- Participate and team up with sales, delivery and Partner Managers to provide complete solutions to customers.

- Responsible to build and propose transformational services to customers, identify triggers, Identify key IT Infrastructure issues which impact the business and make recommendations to customers.

- Build and develop business case, provide relevant and sound business & technical advice to the customer and present the same to various stakeholders within the company.

- Map competition and develop appropriate winning sales strategies, often in conjunction with Partners.

- Assist the sales group with (RFX) requests for quotes, information, bids, proposals and statements of work.

- Create, maintain and publish a set of written procedures and best practices for the delivery of pre and post sales services to customers.

- Present technical briefings to executives.

- Work with Business Development Managers and/or Account Executives and other individuals within the sales group to maximize revenue potential by equipping them with the relevant material (RFP/RFI/RFQ responses, Solutions, Pricing, etc.)

- Support customer acquisition, conversion and retention targets

- Candidate will be responsible for managing relationship with technology partners for the solution purpose.

- Candidate will be responsible for driving pro-active account planning along with Sales director and conduct structured cloud/network/security assessments as a door opener services

- Candidate will be responsible for pro-actively pitching Company's nextgen services around Cloud, Network & Security, IoT and UC

- Candidate will be responsible to build and propose transformational services to customers, identify triggers, Identify key IT issues which impact the business and make recommendations to customer

- Design and present innovative solutions to customers

- Create technical documentation and all relevant hand over documentation including technical design documents

- Ensure the propositions proposed are in line with what best suits the customers' needs and with what we can best deliver.

- Good conceptual knowledge on Infrastructure Operations Transformation

- Good knowledge of outsourcing models and should have structured outcome based pricing engagements

Roles and Responsibilities:

- Build and maintain a comprehensive and up-to-date bid materials and templates

- Produce high quality solution and bid proposal to increase the winning chances of bids

- Strategize and maintain standardization of products and solutions align to partnership strategy and business direction

- Ability to apply experiences and knowledge into Infrastructure solutions

- Must have good technical skills and know-how to assist in technical solution selling

- Ability leading and conducting Proof-Of-Concept (POC) and Demo activities to assist sales in closing deals

- Excellent communication and presentation skills (Tender presentation)

- Excellent documentation skills with fluent English for Technical write-up and proposal writing

- Provides infrastructure presale support to internal/external team during bidding

Qualification:

- Master Degree in Computer Science or related IT discipline with minimally 15 years of relevant experiences in System Integrator environment

- Excellent communication and presentation skills (Tender presentation)

- Excellent documentation skills with fluent English for Technical write-up and proposal writing