Global Head of Presales - Comviva BlueMarble

Location:

India (Pune, Mumbai, Bangalore or Gurgaon), global remit, ~40% travel

Team:

Global presales and solution architects across Europe, Americas, ME, APAC and India

The role:

BlueMarble is Comviva's TM Forum ODA-certified digital BSS portfolio, live with Tier-1 operators across Europe, the Americas, the Middle East and APAC. It is sold as three propositions: Commerce / CPQ (catalog, commerce, CPQ and order management, for Tier-1), BSS-X (compact pre-integrated CRM and billing for Tier-2/3 in Africa, SEA and LATAM) and Retail (dealer, partner and distribution management), with Agentic AI as a cross-cutting layer.

The Global Head of Presales owns how BlueMarble wins: proactively positioning the right proposition with each operator, running every RFx response, and shaping solutions that turn product capability into measurable customer value.

Key responsibilities:

Proactive positioning:

- Turn customer pain points (long time-to-market, catalog fragmentation, order fallout, legacy CRM-led sales) into BlueMarble propositions and points of view before an RFx is issued.

- Run discovery workshops, executive briefings, demos and proofs of concept with CIO, CTO and CCO stakeholders.

- Build reusable assets: reference architectures, integration blueprints, demo environments, value cases and AI use-case showcases.

RFx leadership:

- Own the bid process for RFIs, RFPs and RFQs: qualification, bid/no-bid, response plan, solution and effort sizing, reviews and orals.

- Maintain a curated response library and compliance matrices to cut response time and raise quality.

- Work with sales, delivery, partners (group companies and system integrators) and finance on scope, pricing inputs and risk.

Solutioning and value:

- Design target architectures and transformation strategies, from phased evolution to full replacement, that align with each customer's desired outcomes and risk profile.

- Quantify value in business terms (time-to-market, fallout reduction, TCO) and back it with customer proof points such as 4x faster time-to-market and 50% less order fallout.

- Position against incumbent BSS suites, CRM-platform vendors and specialist CPQ players with clear differentiation.

Team and product loop:

- Lead, hire and develop a global presales team; set skills, tooling and ways of working.

- Feed win/loss insights and customer requirements into the product roadmap and strategy.

Profile:

- 15+ years in telecom software, with 7+ years leading presales or solution consulting for Tier-1 operators.

- Deep digital BSS knowledge: product catalog, commerce/CPQ, order management, CRM and billing; fluent in TM Forum ODA, SID and Open APIs.

- Track record of winning large, multi-million-dollar RFPs and leading multi-region bid teams.

- Proven, hands-on AI experience: uses AI tools daily to speed up presales work (RFx responses, solution design, demos and value cases), and has positioned or delivered Agentic AI use cases in BSS with customers.

- Comfortable with cloud-native, microservice and API architectures.

- Strong executive presence; turns technical depth into a clear business case.

- Experience with B2B enterprise sales journeys and SI or partner-led deals is a plus.

How success is measured:

Win rate:

- Rising win rate on qualified RFx

Proactive pipeline:

- Share of pipeline created before an RFx is issued

Response quality and speed:

- On-time submissions, reuse rate of library content

Deal health:

- Accurate effort sizing; no scope surprises at handover to delivery

Team:

- Presales coverage across regions and propositions; retention and skills growth