Hexaware - Presales Lead - BPM/Low Code

Over 15+ years of overall (IT) industry experience . At least 8+ years of BPA sales experience in overlay sales and in revenue responsibility roles.

- Will be responsible for selling strategy, roadmap, implementation and operate solutions and consulting services to Fortune 1000 and high-growth companies

- Lead business development efforts for this defined market segment

- Has good understanding of one or more BPM Products like Pega, Appian, IBM BPM, and other Low code Products like Mendix, OutSystems, Unqork product capabilities - Functional & technical.

- Work with our vertical delivery leadership to identify potential target clients.

- Build an understanding of Hexaware's service offerings & be conversant in our capabilities .

- Understand market segmentation of target clients and potential fit with relevant business processes, technology platforms, market offerings and ecosystems

- Demonstrate an understanding of target client's buying patterns based on industry knowledge, relationships, prior experience, customer's technology footprint, strategic growth plans, technology strategy and competitive landscape , etc.,

- Identify target contacts and relationships within potential clients and conduct initial conversation(s) to explore opportunities

- Qualify opportunities and engage appropriate Presales support for follow up conversations as needed

- Work with BPM/Low Code leads in different regions to get inputs & understand their local/customer requirements

- Run a disciplined sales pipeline including lead management, qualification, bringing established sales methods to the sales process

- Develop organized and differentiated offerings

- Develop overview materials to support initial meetings/conversations

- Lead preparations for more serious sales meetings and orals for qualified opportunities

- Identify and align appropriate firm resources to pursue, win, and manage opportunities

- Contribute to pursuit processes by leveraging relationships for insights and influence, including determining "win" themes, aligning messaging with client needs, supporting proposal/orals materials preparation, and participating in the orals session as appropriate

- Collaborate with BPM/LC product alliance teams, marketing and practice leads on messaging, events, and eminence - both internal and external

- Identify ways the BPM/Low Code practice can expand/enhance visibility at key events and in the market

- Identify key relationships across the industry which would benefit the BPM , Low code practice and develop plans to cultivate those relationships

- Represent the practice at selected product events and participate in key industry events to build relationships and develop business opportunities