Presales Head - BFSI

Objective of the Role:

- Support the Sales team by anchoring the pre-sales processes, achieving efficiency and effectiveness at the customer acquisition stage to create a competitive-edge in the organization

Leadership and Management Results:

- Drive consistency and quality in proposal-creation process by actively collaborating and influencing functional peers and team members to ensure effectiveness and efficiency of results

- Define and create effectiveness-driven proposal review mechanisms with milestones to bring in consistency and value-addition

- Identify opportunities for enhancing the pre-sales processes across by analysing trends, win and loss patterns, practices and recommend improvements, changes to enhance sales conversion.

- Identify best-practices by scanning pre-sales processes, wins and associated material of competitors to incorporate the same within the company

- Work with Sales and Marketing peers to collate, consolidate, analyse and generate S&M MIS [custodian of systems such as BDGMS to ensure adherence] and insights and keep all stakeholders updated on a timely and regular basis.

Business Results:

- Define and set standards, SLAs (with sales, products and delivery stakeholders) for enhancing the efficiency & effectiveness of the pre-sales process and build acceptance with peers (internal and other functions)

- Be the single point of contact for Sales function to collaborate, influence and negotiate with a) Delivery to drive closure on effort estimations and b) Products on product-related responses/specs

- Lead the effort to create data base to support proposal creation viz. credentials, citations and guidelines and help realise efficiency, optimisation and effectiveness in the proposal-creation process

- Drive sales-operation processes and other back-end coordination to provide a seamless experience to Sales’ stakeholders and maximize Sales team’s customer-interfacing type