Presales Specialist

Description of key responsibilities:

- Assisting Practice leadership in planning and identifying channels for business development and expansion

- Researching and conceptualizing solution approach for niche and new business requirements for which no ready solution exists

- Internally evangelizing latest technology trends relevant to the Practice and understanding the competitive landscape

- Demonstration of subject matter expertise on Identity and Access Management during presales stages.

- Qualification and scoping of opportunities.

- Interacting with prospects at multiple levels to understand business requirement and technology constraints. Clearly documenting business requirements in agreement with the prospects.

- Mapping technical solutions capabilities with business requirements.

- Liaison with partners and internal sales team for preparing large bids

- Helping business development team on selling Practice service offerings based on technical merit and alignment with client needs.

- Making technical pitches to prospects and partners

- Assisting in defining the marketing plan for the Practice and executing it jointly with the marketing department

- Working with marketing department to generate collaterals for the Practice service offerings, both for print and online channels.

- This involves providing technical inputs and validation.

- Making representation in conferences and seminars

- Participating and contributing in cross practice initiatives

- Participating and actively contributing in solution design for identity, access and security intelligence.

- Proposal defense and comparative analysis

- Actively contributing in planning and executing proof of concept implementation and demonstration.

- Working closely with presales and project delivery teams to ensure the solution architecture salient aspects are well understood by project stakeholders

- Responsible for client references and creating success stories

Desired Qualities:

- Very good written/ verbal communication skills

- Very good understanding and interest in information security concepts and in-depth clarity of Identity and Access concepts and latest trends.

- Strong and proven experience of designing identity and access management solutions

- Any product implementation related experience will be a major plus - any Provisioning solution, Web SSO or ESSO solution, Privileged ID Management

- Good understanding of IBM Security solutions, Microsoft forefront security products, Aveksa, or similar products from CA or Oracle portfolio shall be a major plus

- Ability to build and periodically refresh technical skills, especially for IAM using internal or partner knowledge base

- Experience of handling large project pursuits and proposal defense with end clients in their current role. Ability to present to a senior level client team on proposal defense workshops

- Ability to create a business solution against a given set of requirements and outline the thoughts clearly in a commercial proposal with scope, assumptions and deliverables

- Very good skills in creating or visualizing presentations to explain to security intelligence concepts to business and technical audience alike

- Ability to write solution approach notes and SOW documents. Strong on scope management

- Ability to handle pressure from client, internal sales teams and still deliver consistently

- Good capability to maintain interpersonal relationship and get work done through collaboration

- Prior experience in a similar solution architecture, solution implementation, business manager or presales role for shall be an advantage.

- Frequent, albeit short duration domestic and international travel shall be required.