Senior Manager - Presales (BFSI Domain)

Hiring for Pan India locations.

Looking for overall 13+ years of experience & 6+ years of relevant experience in Presales, RFP, RFI, RFQ, RFX.

Pre-sales leader is responsible for supporting the Sales team in winning the market share by generating opportunities and creating or putting together a solution for all types and sizes of deals ( small / medium /large), that addresses client requirements while ensuring interests are met and differentiations are positioned.

Thought Leadership:

• Bring BFSI Industry experience in building the right services and practice teams
• Study BFSI Industry trends and analyst reports and guide the team
• Study industry regulations and propose relevant solutions
• Create and update GTM strategy for the sector

Enablement:

• New deal - customer consulting and engineering orientation
• Domain and Technology enablement for Sales, Pre-Sales, Delivery & practice teams
• Strategic program initiation, consulting & smooth sales to delivery transitions

Build, Design & Deploy:

• Build, design and deploy market leading BFSI Engineering service offerings
• Suggest state of the art Platform and Architectures
• Publish point of views & white papers in industry forums
• Build POCs, Enablers, Accelerators, IPs

RFP Management / Bid Management:

• Responds to RFP/RFIs and manages the entire bid process by preparing & deploying the bid plan
• Understanding and capture business and technical requirements to define an appropriate solution.
• Probes the customer and asks relevant questions to get the necessary clarifications on requirements
• Runs pursuit strategy along with pursuit team to establish WIN theme
• Lead bids/pursuit (proposal response) end-to-end by formulating and Working with the Sales, Delivery, Solution, Practices, Legal, Pricing and other partnering teams to create & deliver winning proposals
• Program Management of all aspects of pursuit from kick-off through Bid Submission
• Identifies the teams / experts to be reached out to for contributing to the bid
• Collaborates with multiple stakeholders for getting inputs as per plan
• Reviews progress as per the bid plan and takes corrective actions
• Integrates / assembles the response as per inputs received and ensures that response gets submitted as per timeline.
• Closely work with the Sales team to identify customer needs and propose relevant solution

Vertical Growth Initiatives

• Program Manage the demand generation activities and campaigns through research and working closely with the BU DG Team, service lines and marketing team
• Thought leadership building with activities like frequent Point of View developments and White Papers
• Prospecting and Market Research industry and company specific analysis
• Work together with the sales and the delivery team to shape proactive themes for pipeline generation
• Conducts secondary research, gather intelligence, build a context or shape POV around diverse areas like accounts, personas or industry trends

Contract and Compliance Management:

• Coordinate with multiple internal teams and client representatives to create acceptable terms as part of NDA, SOW, and MSA, etc.
• Ensures legal, environment and other compliance as applicable in collaboration with the Legal, IMG, FMG and other support teams

Commercial Architecting / Estimation:

• Create an integrated pricing/P&L template to drive integrated efforts/pricing across multiple service lines in the bid
• Works in collaboration with the BFMs to determine the deal margins and the commercials
• Coordinates with the different Service Lines and Delivery teams for the commercial estimates

Customer Visit Management

• Standardizes processes for customer visits
• Plans the entire customer visit and coordinates with multiple stakeholders to make the customer visit a success
• Contributes to the design of the memorabilia and other content that will be used during the client visits
• Leads customer presentations and participates in other customer engagement activities
• Collects background information of the prospective client through secondary sources for qualifying a lead
• Supports the sales team while pursuing a qualified lead by gathering relevant information on technology platforms etc.
• Supports opportunity creation by supporting the Demand Generation team in campaigns through mails, webinars, workshops, cold calling etc.
• Creates repository of information that can be used by sales team for presenting to the customer / client
• Presents or leads client presentations / workshops involved in demand generation effort
• Coordinates with alliance partners, analysts and internal teams to generate leads and achieve a state of preparedness to respond to RFPs and also to build the brand.

Knowledge Management:

• Focuses on activities like research to build further capability in the team
• Creates collaterals, account dockets etc. that can be reused by the team
• Creates standardized templates for replicating across RFPs
• Work on case studies with the help of Delivery Managers to be published internally and possibly to the external world
• Works closely with marketing team and service lines teams to build and maintain the vertical website