Vice President - Presales - Banking IT Product

Purpose of role

The Senior Pre-Sales Consultant is a middle management position reporting into the Pre-Sales Head. He/she is responsible for the followings:

Key function is to passionately demonstrate the Quantum product at CxO levels at central banks; conduct POC / POV and get the buy-in from prospects / customers.

- Creating the pipeline to ensure that order targets can be met

- Conversion of leads into deal - own the steps in lifecycle of prospect to deal conversion for the assigned deals; Hunt for deals; Deal closures.

- Support Pre-Sales Head in execution of distribution, promotion, communication and branding strategies. Enable Geo Sales teams in prospect and deal management.

- Act as full backup for preSales Head in all responsibilties.

- Respond in detail to RFPs and own deal closures along wth pre Sales Head.

Pre-Sales Head is the owner of all the above and hence the incumbent will be expected to work closely with the Pre-Sales Head.

Key Accountabilities

In order to achieve the above objectives, Senior Pre-Sales Consultant would be responsible for the following activities

1. Meeting the pipeline target:

a. Generating Leads (Converting Awareness into Interest)

i. Own follow up plan after each event and campaign

ii. Enabling Geo team to make meaningful conversation with customers so that the customer gets interested in engaging further

iii. Bring in passion and high energy in Doing product presentations / demos at different levels - from CxO levels to operations levels within the central banks

iv. Leverage local partnership network for promoting the product

b. Qualification of leads and Converting them into prospects (Converting Interest into Desire) -

i. Respond to RFI/ RFPs

ii. SWOT analysis of the product and competition in each opportunity

iii. Competitor analysis in each opportunity and preparation of battle plan for win along with Sales team. Define what interventions are needed at what point in time

iv. Preparation of collaterals / demo environments specific to the deal

v. Liaising with the engineering team for filling the gaps in the product

vi. Conducting Product demo, proof of value and end-to-end presales workshops

vii. Anticipate objections and prepare FAQs

viii. Ensure that objections are addressed properly during all the phases of engagement with the prospect

viii.ix. Estimations for the given RFP / including details from external systems

2. Deal closure (converting assigned leads into deals)

i. Response to post proposal queries

ii. Objection handling

3. Conducting market research with specific focus on competitor marketing and pricing strategies, global trends

4. Prepare Product Commitment Document and conduct formal debriefing of the deal scope to the post sales team to ensure that they are fully equipped to complete the project as per expectations set during pre-sales process.

Key Outputs

This role is responsible for expanding the pipeline and conversion of identified leads into deals.

Key Competencies

EXPERIENCE

- Minimum 15+ experience in IT / Products in Banking or in software products / services

- Strong domain knowledge in central banking or a combination of core banking, lending, Treasury, Trade and payments

- Strong experience of pre-sales in a well known banking product company eg. Temenos, TCS Bancs with global exposure; People from MNC banks like Citi, JP Morgan,... with deep product knowledge will help

- Should have experience in collaborating with wide range of in-house and third party partner teams

- Good people management skills / talent development / Influencing & negotiation skills

- Good knowledge of market structure and competitive landscape

- Excellent Strong presentation skills / communication skills and ability to do executive level and mid management level meetings

- Strong solutioning and business analysis skills for large engagements

- Ability to conduct detailed proof of value workshops / product presentation workshops at CxO levels, middle management levels

- Ability to document / presentation material prepartions

- Technical skills will help (but not mandatory)

LEADERSHIP COMPETENCIES

Central to this role's performance is the ability of the executive to be proficient in living the Mission and Core Values and call others to the same. The other competencies identified that are critical to be successful in this role

- Drive for Results- Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results. Hunt together with Geo team to drive Biz results.

- Core Values - Demonstrates Intellect Core Values (Passion, Humility, Integrity, Respect) in relationships and @ work.

- Customer Focus- Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect through action & through knowledge

- Drive for Results- Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results.

- Business Acumen / product expertise- Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace. Learns and become an expert in Quantum product in a short time. Build expertize.

- Managing Vision and Purpose - Communicates a compelling and inspired vision or sense of core purpose; talks beyond today; talks about possibilities; is optimistic; creates mileposts and symbols to rally support behind the vision; makes the vision shareable by everyone; can inspire and motivate entire units or organizations.

- Strategic Agility - Sees ahead clearly; can anticipate future consequences and trends accurately; has broad knowledge and perspective; is future oriented; can articulately paint credible pictures and visions of possibilities and likelihoods; can create competitive and breakthrough strategies and plans.

- Influencing / Negotiation skills.

- Ability to get things done thru networking, working closely with other teams in a matrix type of setup