Manager - Presales (10-15 yrs)

JD for a Manager - Pre Sales (Energy & Utilities) role.

Job Title: Manager - Pre Sales (Energy & Utilities).

Location: Mumbai, Maharashtra.

Department: E&U (Energy & Utilities).

Reports to: Business Head & CEO.

Role Summary:

The Manager - Pre Sales (Energy & Utilities) will lead pre-sales activities within the Energy & Utilities (E&U) sector, working closely with sales, product & technical teams to drive solution development, proposals & business growth.

The ideal candidate will possess in-depth knowledge of E&U products, such as ABT (Availability Based Tariff), DSM (Deviation Settlement Mechanism), EMS (EnergyManagement Systems), Smart Grids, Asset Management, Distribution Management Systems, Outage Management Systems, AMI Systems and components like Utility Meters, Modems & Data Concentrator Units (DCU).

Should be conversant with current and future trends and solutions in the Energy sectors like Carbon Transformation, Renewable Energy, Grid scale Battery Storage etc.

They will serveas a trusted advisorto clients, offeringtechnical expertise to secure profitable contracts aligned with organizational goals.

Key Responsibilities:

Technical Pre-Sales Leadership:

- Lead pre-sales initiatives by creating compelling value propositions & customized solutions for E&U projects (direct, RFP, build new case with sales).

- Coordinate & present product demonstrations, technical workshops & solution architecture sessions.

- Conduct technical requirement analysis to develop tailored solutions that address client needs effectively.

Bid Management & Proposal Development:

- Manage the end-to-end proposal process, including RFP/RFI response preparation, solution design, cost estimation & risk analysis.

- Develop and maintain a library of proposals, presentations & standard templates for rapid deployment in E&U projects.

- Ensure proposals are aligned with client requirements and industry standards.

Collaboration & Stakeholder Engagement:

- Collaborate with internal teams (sales, engineering, and product management) to design and validate E&U solutions.

- Engage and build relationships with key stakeholders, including clients, industry partners, and third-party vendors, to create competitive offerings.

- Work with cross-functional teams to ensure solutions are viable, competitive, and compliant with regulatory frameworks.

Product Knowledge & Market Insights:

- Maintain a deep understanding of E&U products, such as ABT, DSM, EMS, smart grid technology, and related software solutions.

- Keep abreast of industry trends, regulatory changes, and competitive intelligence to provide insights that shape go-to-market strategies.

- Identify emerging technologies and market opportunities for CMS in the E&U sector.

Client Solution Advisory:

- Act as a trusted advisor for clients on technical aspects of E&U solutions, addressing concerns and ensuring alignment with their strategic goals.

- Lead technical discussions, white boarding sessions & proof-of-concept (POC) exercises to demonstrate CMS's technical capabilities.

Qualifications & Skills:

- Education: Bachelor's or Master's degree in Electrical Engineering, Energy Management, Computer Science, or a related field.

- Experience: 10 + years of experience in pre-sales or solution engineering, preferably within the Energy & Utilities sector.

- Technical Skills: Knowledge of E&U solutions (ABT, DSM, EMS, DMS, OMS, Smart Grid, RE Forecasting, Battery Storage etc).

- Industry Knowledge: Familiarity with regulatory frameworks, industry standards, and emerging trends in Energy & Utilities.

- Communication: Strong presentation, negotiation & interpersonal skills to engage with both technical and non-technical stakeholders.

- Analytical Ability: Strong problem-solving skills with the ability to analyse complex technical requirements and propose effective solutions.

Preferred Skills:

- Knowledge of cloud solutions and SaaS models in E&U.

- Experience working with smart grid or digital transformation initiatives in the Energy Sector.

- Certifications in project management or relevant E&U technologies are a plus.