ESDS - Head - Presales (10-15 yrs)

Job Description : Head of Software Pre-Sales (Bespoke, LCNC, COTS, AI/ML & Analytics Solutions).

Position : Head of Software Pre-Sales.

Location : Nashik, Mumbai.

Reports to : Chief Sales Officer (CSO).

Employment Type : Full-Time.

Role Overview :

The Head of Software Pre-Sales will lead the pre-sales function for Software applications and SAAS, driving technical sales for both bespoke and Commercial Off-The-Shelf (COTS) software solutions.

This role will be responsible for shaping and presenting technical solutions to meet customer needs, overseeing a team of pre-sales specialists, and collaborating with product, sales, and technical teams to ensure successful client solutioning and engagements.

The ideal candidate will have a proven track record in presales, excellent communication skills, and a deep understanding of software technologies, AI/ML, data analytics and market trends.

Key Responsibilities :

Strategic Leadership :

- Lead and manage the software pre-sales team, ensuring alignment with the company's sales goals and strategies.

- Develop and implement pre-sales strategies for bespoke and COTS software products, as well as AI/ML, and data analytics solutions.

- Drive customer engagement from a technical perspective, guiding the team through the complete pre-sales cycle, from solution design to proposal delivery.

- Establish and maintain a strong pipeline of qualified opportunities by working closely with sales, product, and marketing teams.

Technical Solution Design & Sales :

- Engage with clients to understand their business challenges and objectives, and design tailored solutions involving bespoke software, COTS, AI/ML, and data analytics.

- Lead the team in creating and delivering customized demonstrations, Proof of Concept (POC), technical proposals, and RFP/RFI responses.

- Perform Effort estimation and must have it's handson knowledge.

- In-depth study of requirements and raising right queries at Pre-bid meeting and get its solution.

- Ensure that proposed solutions meet both functional and technical requirements while aligning with the company's capabilities and product roadmap.

- Use GenAI tools effectively for drafting presentation and solutions.

- Must have knowledge of banking, fintech, eGovernance sectors.

- Must have AI/ML or data analytics solution experience.

- Provide expertise in AI/ML models, analytics tools, and software platforms to effectively communicate value propositions and differentiators.

Client Engagement & Relationship Management :

- Understand client business flow and demonstrate LCNC solution/Dashboards.

- Act as the senior technical advisor during client meetings, helping to build trust and ensuring clear communication of complex solutions.

- Build and nurture long-term relationships with key clients, ensuring satisfaction throughout the pre-sales process and beyond.

- Participate in high-level discussions, negotiation meetings with C-level executives and decision-makers, articulating how proposed solutions will drive business outcomes.

Cross-Functional Collaboration :

- Collaborate closely with product management, engineering, and development teams to ensure solutions align with the product roadmap and customer requirements.

- Provide regular feedback from clients to product teams, ensuring that emerging needs are considered in product development and enhancements.

- Work alongside marketing and sales to position products effectively in the market and develop sales collateral, case studies, and competitive analyses.

Market & Competitive Insights :

- Stay up to date with the latest trends in bespoke software development, COTS products, AI/ML technologies, and data analytics tools.

- Must have Market Rate model knowledge.

- Analyze the competitive landscape to identify differentiators and inform sales strategies for the pre-sales team.

- Ensure the team is equipped with the knowledge to position solutions competitively, including insights into pricing, features, and market demand.

Team Development & Mentorship :

- Lead and mentor the pre-sales team, fostering a culture of learning, innovation, and customer focus.

- Ensure the team is continually updated on new product features, emerging technologies, and industry best practices.

- Monitor individual and team performance, providing regular feedback and supporting career development initiatives.

Key Requirements :

Education :

- Bachelor's degree in Computer Science, Information Technology, Engineering, or a related field.

- MBA or relevant certifications in IT, Sales, AI/ML, or Data analytics will be an added advantage.

Experience :

- Minimum 10+ years of experience in pre-sales or technical sales roles, with at least 3-5 years in a leadership capacity.

- Proven experience with bespoke software development and COTS products.

- Experience with Low code no code, AI/ML models, analytics platforms and solutions.

- Strong track record of leading successful pre-sales efforts and closing deals with enterprise clients.

Skills :

- Exceptional ability to communicate complex technical solutions in simple, compelling terms to diverse audiences, including C-suite executives.

- Deep understanding of AI/ML frameworks, analytics tools, and their business applications.

- Expertise in designing and architecting solutions for bespoke software and COTS products.

- Strong leadership, team management, and mentoring skills.

- Proficiency in creating technical documentation, proposals, and solution presentations.

- Ability to work collaboratively across departments and teams.

Preferred Experience :

- Experience in selling AI/ML and analytics solutions to industries such as BFSI, healthcare, manufacturing, or government.

- Understanding of cloud platforms, big data technologies, and software development methodologies (Agile, DevOps).

Personal Attributes :

- Strategic thinker with a strong business acumen and problem-solving mindset.

- Excellent interpersonal skills and the ability to build relationships with internal and external stakeholders.

- Self-motivated, proactive, and driven to achieve targets and exceed expectations.

- Adaptable and able to thrive in a fast-paced, dynamic environment.

Benefits :

- Competitive salary with performance-based bonuses.

- Opportunity to lead a dynamic and high-performing team.

- Health insurance and wellness programs.

- Professional development opportunities and training on cutting-edge technologies.

- Flexible working hours and an inclusive, growth-focused work environment.