Manager - Presales

1 Minute ago • 10-12 Years

Job Summary

Job Description

We are seeking a candidate with a blend of consulting and pre-sales experience, with a preference for pre-sales. This role involves working closely with sales teams to provide technical and business expertise throughout the sales process. Key responsibilities include understanding customer needs, demonstrating how solutions meet those needs, and supporting the sales team in closing deals. The ideal candidate will contribute to solution design, pricing, proposal development, and client engagement.

Must have:

Anchor solution development with Practice Leads and SMEs.
Build operating models, location recommendations, and engagement approach.
Responsible for proposal pricing in partnership with Finance.
Develop detailed pricing models and business cases.
Support leadership in evaluating deal profitability and commercial risk.
Own end-to-end proposal development.
Create high-quality supporting collateral.
Partner with legal team to draft, review, and finalize agreements.
Lead contract negotiations with internal stakeholders.
Serve as primary interface with international clients during presales.
Conduct client workshops and discovery sessions.
Track GCC trends, emerging delivery models, and competitor positioning.
Provide input on market differentiation and pricing strategy.
Manage pipeline visibility, deal tracking, and presales metrics reporting.
Enhance internal processes for faster proposal turnaround.
Build re-usable solution artifacts, pricing templates, and sales playbooks.
Identify process gaps and implement best practices.

4 skills required

4 skills required for this role

Add these skills to join the top 1% applicants for this job

team-management

account-management

excel

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Job Details

About Us

Aeries Technology is a Nasdaq listed global professional services and consulting partner, headquartered in Mumbai, India, with centers in the USA, Mexico, Singapore, and Dubai. We provide mid-size technology companies with the right mix of deep vertical specialty, functional expertise, and the right systems & solutions to scale, optimize and transform their business operations with unique customized engagement models. Aeries is Great Place to Work certified by GPTW India, reflecting our commitment to fostering a positive and inclusive workplace culture for our employees. Read about us at https://aeriestechnology.com

About Business Unit

Corporate BU

Roles and Responsibility

Position Title: Manager – Pre Sales Department: Account Management Type of employment: Full time Experience: 8-10 years

Qualifications: MBA/Engineering background

Shifts: 11:00 AM onwards (candidate should be flexible to work as per the business requirement)

About the role:

We’re currently looking for a candidate with a blend of consulting and pre-sales experience, ideally someone who leans more towards pre-sales. Pre-sales professionals work closely with sales teams to provide technical and business expertise during the sales process. Their primary role is to understand customer needs, demonstrate how solutions meet those needs, and support the sales team in closing deals.

Key Responsibilities

1. Solution Design & Development

Anchor solution development in partnership with Practice Leads and SMEs
Build operating models, location recommendations, and engagement approach aligned with the client’s strategic objectives and functional priorities

2. Pricing & Commercial Structuring

Responsible for proposal pricing in partnership with Finance
Develop detailed pricing models and business cases including cost benchmarks, markups, and RoI metrics.
Support leadership in evaluating deal profitability, pricing levers (fixed, success-based, milestone-based), and commercial risk.

3. Proposal Development & Collateral Creation

Own end-to-end proposal development including RFI/RFP responses, solution decks, and SoW summaries.
Create high-quality supporting collateral such as case studies, delivery models, transition roadmaps, and value propositions in partnership with Marketing

4. Contracting (MSA/SOW) & Legal Coordination

Partner with the legal team to draft, review, and finalize Master Services Agreements (MSAs), Statements of Work (SOWs), and change orders.
Lead contract negotiations in collaboration with internal stakeholders and ensure closure within client timelines.

5. Client Engagement & Leadership Interface

Serve as a primary interface with international clients during the presales phase to present solutions, clarify scope, and address concerns.
Conduct client workshops and discovery sessions to refine scope and gather inputs for solution design.

6. Market & Competitive Intelligence

Track GCC trends, emerging delivery models, and competitor positioning.
Provide input to internal teams on market differentiation and pricing strategy.

7. Sales Operations & Enablement

Manage pipeline visibility, deal tracking, and presales metrics reporting.
Enhance internal processes for faster proposal turnaround and knowledge reusability.

8. Continuous Improvement & Knowledge Management

Build re-usable solution artifacts, pricing templates, and sales playbooks.
Identify process gaps and implement best practices to improve presales effectiveness

Qualifications:

MBA from a reputed institution.
10-12 years of relevant experience, with at least 5-6 years in the GCC domain.
Proven experience in client-facing solutioning, proposal development, and deal structuring for international clients (especially US based clients).
Strong understanding of MSA/SOW structures and experience working with legal teams on contracting.
Excellent financial acumen – comfortable with building pricing models and profitability analysis.
Exceptional communication and stakeholder management skills.
Proficiency in MS PowerPoint, Excel, and CRM/proposal management tools.

The Job responsibilities of the candidate shall include but not limited to the Job Description & to perform any other tasks/functions as required by the Company.