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Dear Candidate,
We are looking for Pre-Sales Lead.
Location: Delhi, Bangalore, Chennai
Exp:12+ yrs
Skills: should have Experience in ICT Domain.
JD:
Pre-Sales Team Lead - ICT Projects (Transit, Traffic, Urban, Power, Agriculture)
Role Overview: The Pre-Sales Consultant will lead the technical and solution aspects of proposals during the early stages of the sales process. The role involves identifying solution components, engaging with OEMs and vendors for pricing, preparing cost estimates and cash flow models, defining roles and pricing with consortium partners, and presenting the proposed solution to clients after winning bids. The goal is to ensure all proposed solutions are technically feasible, cost-effective, and aligned with client requirements, enabling a smooth transition from bidding to project execution.
Key Responsibilities:
Bid Management:
- Develop bid strategies aligned with business goals and client needs.
- Manage the entire bid process, including bid/no-bid decisions, proposal preparation, and submission.
Pre-Sales Cycle Management:
- Oversee the complete pre-sales cycle from lead identification to qualification and funnel management.
Stakeholder Collaboration:
- Collaborate with internal and external stakeholders for requirement gathering.
- Understand technical and business needs while ensuring alignment throughout the pre-sales process.
Proposal Preparation:
- Prepare detailed proposals covering technical specifications, pricing, and delivery timelines.
- Work with sales and project teams to ensure proposals meet client expectations.
Technical Solution Development:
- Identify software and hardware components for customized solutions.
- Ensure solutions meet technical standards and client requirements.
Vendor Management:
- Engage with OEMs and vendors for component pricing and contract negotiation.
- Assess vendor capabilities to ensure quality and reliability.
Commercial Acumen:
- Apply financial understanding to assess solution viability and profitability.
- Negotiate pricing and contract terms for revenue optimization and risk mitigation.
Cost Estimation and Analysis:
- Prepare cost estimates and cash flow models for proposed solutions.
- Conduct cost-benefit analyses to ensure competitiveness and profitability.
Consortium Management:
- Define roles, responsibilities, and pricing structures with consortium partners.
- Ensure smooth collaboration for project delivery.
Client Engagement:
- Present proposed solutions to clients, emphasizing technical advantages and business value.
- Address client queries and concerns effectively.
Opportunity Planning:
- Strategically plan and manage new opportunities for successful project initiation.
Market Research:
- Monitor technology trends, industry standards, and competitor solutions to inform pre-sales strategies.
Technical Expertise:
- Develop expertise in relevant technologies across transit, traffic, urban, power, and agriculture ICT domains.
Interdepartmental Coordination:
- Act as a liaison between technical, support, and business teams for a streamlined pre-sales process.
Profile Requirements:
- Education: Engineering degree with MBA (preferred).
- Experience: 12 years of experience in pre-sales and consulting roles.
- Industry Focus: ICT projects in Transit, Traffic, Urban, Power, and Agriculture domains.
- Skills: Strong technical knowledge, proposal writing, bid management, stakeholder collaboration, and client presentation skills.
Regards,
Minakshi Soni
Location = Delhi / Bengaluru
Profile = Assistant Manager / Manager - International & Domestic Sourcing (Metal Scraps). This is an urgent requirement.
Below are strict criterias.
1. Should have 4+ years of experience in international & domestic sourcing / purchasing / procurement of Aluminium / Metal / Alloy Scraps of various kinds i.e; Tense, Troma, TT, Zorba.
2. Should've travelled to international locations for aforesaid sourcing purpose. (not strict).
response to market conditions. Support developing
the pricing strategy formulation to remain
competitive and enhance profitability. Analyze
competition and industry trend.
Develop pricing strategy across various product lines to position the products based on value and competitive
situation.
Develop Methodology for calculating List Price, Price Floor, Price ceiling for various product lines within various
market segments in relation to the value. Maintain corporate price list and periodically update appropriately
Develop tools for estimating cost for quotes for new products.
Transition the organization from cost plus pricing model to value pricing model
Develop value pricing model and implement it for all new products.
Define approval standards and processes
Perform financial evaluation to assess pricing action effectiveness
Lead the Price increase process/change management process for the organization. Work with sales, management,
and product managers to implement the Price changes into the market and to product
Business cases for new pricing proposals
Bespoke pricing proposals with authority matrix and compliance
Conduct training on pricing to sales teams
Propose new models and product features to improve gross margin and increase revenue
Conduct field research including competition analysis, industry analysis , trend tracking and develop Insights based
on inference
Develop a methodology to identify margin leakages and recommend approaches of improvement
Perform partnering with buyers, product managers and sales department to ensure integrated profit maximizing
approach to market
Analyse financial impact of price approach in view of overall history as well as profitability of customer
Performance Indicators
Top line revenue growth
Improved Margins
Average revenue per contract
Customer acquisition cost
Lifetime value
8 yrs overall experience with at least 3
years in a similar role
Graduation in a relevant stream
- In depth knowledge of pricing
strategies, processes, initiatives and
creating pricing process
documentation.
- Experience in SaaS pricing models
and Value based pricing
- Proficiency in Data Mining
- Good understanding of the business
model
- Numerical data
- Analytical mind with a strategic ability
- Strong attention to detail.
- Understanding of Financial Statements
- Excellent communication, negotiation
and stakeholder management skills
- Experience in Solutioning IT Services solutions in multi-service areas: Infrastructure Services, Applications Development, Applications Maintenance, Business Process Outsourcing
- Deep experience in three key functional areas: Technical Solutioning, Competitive Analysis, Pricing & Analysis
- 8+ years’ experience in these three functional areas.
- Demonstrated track record of winning deals.
- Knowledge of IT Services vendors in the competitive landscape, with a deep knowledge of 1-2 vendors Solutioning and go to market approach.
- Exceptional data analysis and creative problem-solving skills.
- Self-motivated and entrepreneurial.
- Ability to learn new skills quickly.
- Ability to communicate at the Executive level.
- Deep MS Excel skills.
- BS and/or MS in computer science or equivalent experience.
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