Role & responsibilities:

The Pre-Sales Manager primarily drives the early-stage sales cycle by actively shaping and qualifying pipeline opportunities through discovery and validation. They are responsible for translating customer requirements into compelling value propositions and demonstrating product value, while providing critical support in later pipeline stages to convert opportunities into successful deals.

Key Responsibilities:

- Prospect Understanding: Engage with banking executives, business heads, product owners, and operations leaders to understand strategic priorities. Analyse banking business models, revenue drivers, operational challenges, and competitive pressures. Translate market trends into actionable transformation opportunities. Actively validate critical deal qualifiers including Need/Problem, Decision Makers, Customers Timeline, Customer's Budget runway, and Proposal intent to successfully graduate opportunities.

- Consultative Value Selling: Create Business Value to shape opportunities, influence decisions and improve win probability. Ability to articulate measurable business outcomes, ROI, and value propositions aligned to customer objectives. Help banks rethink customer journeys, operating models, and product strategies.

- Product Demonstrations and Client Workshops: Conduct high-quality product demonstrations, discovery workshops, proof-of-concept sessions, technical presentations, and solution walkthroughs for prospective clients aligned to their business needs. Ensure demo is aligned to use cases to prospect's requirements and perform Demo Diagnostic.

- RFP/RFI and Bid Support: Lead responses to RFPs, RFIs, questionnaires, and proposal documents. Ensure that responses are accurate, complete, compelling, and aligned with the customer's stated requirements.

- Solutioning and Proposal Development: Design tailored high quality solution propositions using the company's product capabilities, platform strengths, implementation approach, and domain expertise. Support the creation of scope documents, solution architecture inputs, effort estimates, implementation plans, timelines, assumptions, exclusions, and commercial inputs. Ensure that the proposed solution is practical, differentiated, and aligned to the customer's needs.

- Coordination with Product, Engineering and Delivery Teams: Work closely with Product, Engineering, Architecture, Delivery, Implementation, and Support teams to validate solution feasibility, effort assumptions, customisation needs, integration approach, dependencies, and delivery risks.

- Sales Enablement: Equip the Sales team with product collateral, demo scripts, solution notes, competitive insights, objection-handling points, customer-specific messaging, and proof points to support effective selling.

- Market and Customer Feedback Loop: Capture feedback from prospects, clients, partners, competitive situations, demonstrations, and RFPs, and share structured insights with Product teams for roadmap, positioning, and solution improvement.

- Deal Conversion Support: Actively drive the early-stage sales cycle by shaping and graduating qualified opportunities. Act as a bridge between Sales, Product, and Delivery to ensure that the proposed solution is credible, client-specific, implementable, and capable of supporting successful deal closure.

- Knowledge Management: Maintain updated value proposition product decks, reusable proposal content, case studies, standard responses, FAQs, and solution artefacts to improve pre-sales productivity and consistency.

- Transition to Delivery: Support the handover from Sales to Delivery after deal closure by ensuring that the agreed scope, solution commitments, assumptions, risks, and client expectations are clearly documented and communicated.

Preferred candidate profile:

- Extensive experience in the BFSI industry, with a strong track record in Presales, Solution Consulting, Product Consulting, or other customer-facing roles within banking, financial services, or fintech organizations.

- Deep domain expertise in one or more banking business areas, with the ability to understand customer needs, analyse business challenges, and design differentiated, practical, and commercially viable solution propositions.

- Proven experience leading complex sales pursuits, including customer discovery, executive workshops, product demonstrations and proof-of-concept engagements.

- Demonstrated ability to articulate product value, competitive differentiation, implementation strategy, and business outcomes, translating product capabilities into compelling customer-specific solutions.

- Strong commercial acumen with experience preparing solution proposals, scope documents, effort estimates, implementation plans, commercial inputs, and customer-facing collateral to support strategic business opportunities.

- Exceptional stakeholder management and communication skills, with the ability to engage and influence CXOs, business leaders, technical teams, partners, and cross-functional stakeholders across the sales lifecycle.

- Demonstrated ability to capture customer feedback, competitive intelligence, market trends, and emerging industry insights, leveraging them to strengthen product positioning, solution offerings, and continuous improvement.

- Proven success in enabling high-performing sales organizations through reusable solution assets, demo environments, knowledge repositories, and best practices, while ensuring a seamless transition from Sales to Delivery and consistently driving successful customer outcomes.

Perks and benefits:

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