Presales Manager - Retail

Experience: 10+ Years

Qualification: BE/BTech + MBA from a Premium Institute

Job Summary:

We are looking for an experienced and hands-on Presales Manager - Retail to lead end-to-end presales activities across service lines, business units and customer segments.

The role requires strong IT Services experience, deep Retail domain expertise and the ability to translate customer business requirements into technology-led solutions and compelling proposals.

The ideal candidate will collaborate with Sales, Delivery, Technology and Leadership teams to drive strategic pursuits, manage RFI/RFP/RFQ responses, develop solution approaches, coordinate estimations and support deal closures for global enterprise customers.

Key Responsibilities:

- Own the complete presales lifecycle, from opportunity qualification and requirement discovery to proposal submission and deal closure support.

- Partner with Sales teams to understand customer business objectives, challenges and transformation priorities.

- Lead customer discovery sessions, solution workshops, solution walkthroughs and executive presentations.

- Develop proposals, RFI/RFP/RFQ responses, capability presentations, solution documents and commercial submissions.

- Define win themes, value propositions and solution differentiators aligned with customer requirements.

- Collaborate with technical SMEs, architects and delivery teams to develop solution approaches, implementation roadmaps and delivery models.

- Coordinate effort estimation, resource planning, pricing inputs, assumptions, dependencies and risk assessments.

- Support commercial models for Fixed Price, Time and Material, Managed Services, Dedicated Teams and Outcome-based engagements.

- Apply Retail domain expertise across omnichannel retail, digital commerce, store operations, merchandising, customer experience, loyalty, inventory, fulfilment, supply chain, analytics and AI-led transformation.

- Drive internal pursuit reviews and ensure alignment across Sales, Delivery, Technology and Leadership stakeholders.

- Develop reusable presales assets, proposal templates, case studies, solution frameworks and capability decks.

- Improve presales governance, proposal quality, turnaround times and overall pursuit effectiveness.

- Support strategic account planning and opportunities involving global enterprise customers.

Required Skills and Experience:

- Around 10 years of hands-on presales experience within an IT Services organization.

- BE/BTech and MBA from a premium institute.

- Mandatory experience in the Retail domain, with a strong understanding of retail business processes and technology-led transformation.

- Proven experience managing end-to-end presales activities, including opportunity qualification, solutioning, bid management, proposal development, estimation coordination and pricing support.

- Experience working with enterprise customers and managing multi-stakeholder pursuits.

- Strong expertise in RFI/RFP/RFQ management, proposal writing, solution documentation, win themes and value proposition development.

- Understanding of retail technology and business areas such as omnichannel commerce, store systems, merchandising, loyalty, inventory management, fulfilment and supply chain.

- Experience in supporting medium-to-large deals and strategic transformation-led proposals is preferred.

- Exposure to global customers across North America, Europe, the Middle East or APAC is preferred.

- Strong commercial acumen, including estimation, pricing, engagement models, delivery assumptions and deal structuring.

- Excellent written and verbal communication, presentation, storytelling and customer engagement skills.

- Strong stakeholder management skills with the ability to work effectively across Sales, Delivery, Technology and Leadership teams.

Preferred Candidate Profile:

A customer-focused presales professional with strong Retail domain knowledge, proven IT Services experience and the ability to lead complex pursuits, develop differentiated technology solutions and support business growth through compelling, commercially viable proposals.