Presales Manager - Job Description

Pre-sales Manager
HCL Technologies is a leading global IT services company, working with clients in the
areas that impact and redefine the core of their businesses. Since its inception into
the global landscape after its IPO in 1999, HCL focuses on 'transformational
outsourcing,' underlined by innovation and value creation, and offers integrated
portfolio of services including software-led IT solutions, remote infrastructure
management, engineering and R&D services and BPO. HCL leverages its extensive
global offshore infrastructure and network of offices in 26 countries to provide
holistic, multi-service delivery in key industry verticals including Financial Services,
Manufacturing, Consumer Services, Public Services and Healthcare. HCL takes pride
in its philosophy of 'Employee First' which empowers our 55,688 transformers to
create a real value for the customers. HCL Technologies, along with its subsidiaries,
had consolidated revenues of US$ 2.5 billion (Rs. 11,833 crores), as on 31st
December 2009 (on LTM basis).
Position – Pre-Sales Manager
Job Description/ Responsibility:
Pre-sales for IT Services for its verticals such as Banking, Consumer Services,
Manufacturing, key responsibilities include:
Define and implement a structured way of handling opportunities – first client
meeting / solution pitch / RFP response / RFI response / presentation etc.
Work with sales team to identify pipeline and plan activities on a weekly basis
Take lead / participate in opportunity assessment, qualification, developing
response strategy, proposal development, review and feedback process,
competitive positioning, pricing / commercial decisions
Work closely with the delivery heads in identifying the right team, getting the
pre-sales and delivery teams to develop the solution, estimates, schedules,
technical responses etc. to complete the proposal
Work closely with support functions (like IT / Quality / marketing etc.) for
creating a compelling solution / proposal
Provide weekly reports to sales and delivery organizations to provide visibility on
pipeline, probable deals etc. for planning and tracking business growth
Anchoring client visits – from the stage of planning, identifying key participants,
story board for the meeting, reviewing content, planning demos / team
discussions and front ending the discussion
Conduct primary and secondary research; generate and qualify market
Assist sales team in prospecting with relevant pitch and market/company specific
Generate Collaterals, Case Studies, White Papers, etc and assist Sales in pitch
Position will Not carry Direct Sales Quota
Key Requirements:
Bachelors degree in Engineering (in Computer Science/ Electrical/ Electronic/
Masters in Business Administration (in Marketing/ Finance).
Professional Experience/ Traits:
Minimum of 5 years of assisting and/or selling complex IT services
(Primary Requirement)
Proven track record of managing and supporting large bids from pre-sales
Demonstrated performance in Complex Solutioning and innovative deal
Consultative, Value-proposition/ Business case driven pre-sales
methodology experience is highly desirable
Strong Techno-Commercial/ Business Orientation and Cost Sensitive
Good understanding of Global Delivery around Custom Apps, Oracle, SAP, and
other Enterprise Packages
Knowledge of different costs in delivery of services and experience of putting
together commercial proposal
Self Driven and Motivated
Financial management experience: Estimating, Budgeting, Pricing, Risk
Solutioning expertise in one or more verticals which include: Manufacturing,
Auto, BFSI, Metals, Energy & Utilities, Telecom
Execute on assigned RFP/RFI/proposals/proposal sections and deliver a highquality response in terms of content, formatting and value-adds
Comfortable in a fast-paced, high-pressure, rapidly evolving entrepreneurial
Excellent Program Management and Consulting Skills
Hands on experience in writing proposals and delivering customer
Hard-working, detailed, quality and deliverable-oriented
Excellent communication and written skills.
Excellent presentation and proposal/RFP skills
Location: Noida/ Chennai, India
Position Type: Full-Time Employment
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