Manager - Presales

Key Responsibilities 1. Solution Design & Development Anchor solution development in partnership with Practice Leads and SMEs Build operating models, location recommendations, and engagement approach aligned with the clients strategic objectives and functional priorities 2. Pricing & Commercial Structuring Responsible for proposal pricing in partnership with Finance Develop detailed pricing models and business cases including cost benchmarks, markups, and RoI metrics. Support leadership in evaluating deal profitability, pricing levers (fixed, success-based, milestone-based), and commercial risk. 3. Proposal Development & Collateral Creation Own end-to-end proposal development including RFI/RFP responses, solution decks, and SoW summaries. Create high-quality supporting collateral such as case studies, delivery models, transition roadmaps, and value propositions in partnership with Marketing 4. Contracting (MSA/SOW) & Legal Coordination Partner with the legal team to draft, review, and finalize Master Services Agreements (MSAs), Statements of Work (SOWs), and change orders. Lead contract negotiations in collaboration with internal stakeholders and ensure closure within client timelines. 5. Client Engagement & Leadership Interface Serve as a primary interface with international clients during the presales phase to present solutions, clarify scope, and address concerns. Conduct client workshops and discovery sessions to refine scope and gather inputs for solution design. 6. Market & Competitive Intelligence Track GCC trends, emerging delivery models, and competitor positioning. Provide input to internal teams on market differentiation and pricing strategy. 7. Sales Operations & Enablement Manage pipeline visibility, deal tracking, and presales metrics reporting. Enhance internal processes for faster proposal turnaround and knowledge reusability. 8. Continuous Improvement & Knowledge Management Build re-usable solution artifacts, pricing templates, and sales playbooks. Identify process gaps and implement best practices to improve presales effectiveness Qualifications: MBA from a reputed institution. 10-12 years of relevant experience, with at least 5-6 years in the GCC domain. Proven experience in client-facing solutioning, proposal development, and deal structuring for international clients (especially US based clients). Strong understanding of MSA/SOW structures and experience working with legal teams on contracting. Excellent financial acumen comfortable with building pricing models and profitability analysis. Exceptional communication and stakeholder management skills. Proficiency in MS PowerPoint, Excel, and CRM/proposal management tools.