Presales Lead /SM Presales CBU Business - @ 2coms

Presales Lead for CBU Business

Responsible for managing CBU accounts that includes Farming (Existing) & Hunting (New) accounts

The role involves supporting in proactive and reactive transformation pursuits for select target accounts and a background in Business Process Management (BPM), Robotic Process Automation (RPA), Artificial Intelligence (AI) and Analytics, thus being a key to success in the defined role.

This role involves interacting with internal & external stakeholders via the following:

Understanding of business processes to determine problem statements in above domains

Work with functional and domain experts and translate technology to solve business problem

Should be able to think through existing technology solutions and also have enough industry/market know how to bring in technologies from partners and develop alliances

Develop solution artefacts, value propositions with a representation of end to end business processes and mapping them back to technology solutions

Develop relationships with multiple stakeholders (Below list is not exhaustive)

Functional team to understand the business needs

Technology teams to convert them into technology solutions

Sales and Pre Sales team acting as the engine enabling sales/revenues

He/she would work as an individual contributor possessing excellent communication skills (both written and verbal) and be able to respond to RFI/RFP and defend /present solutions to clients while working closely with the onsite sales (geo sales heads) teams.

Engagement with client senior leadership focused on account mining and relationship building

Creation of a commercial construct for process transformation proposals and commercial negotiations with the customers leading up-to contract closure

Based on the roadmap anchoring the RFP response where required and supporting the detailed solution run-through

As Automation evolves into a strategic enabler convey to our customers the components of RPA & Cognitive, ecosystem around RPA & Cognition (organization structure, governance model, RACI matrix, roles required, evaluation matrix for processes) and enable integration with BPM, platforms and other point solutions

Undertake process due-diligence and work as a trusted advisory to internal and external stakeholder on building an ecosystem of automation.

Building solutions with glide path across all technology levers & horizontals

Evangelising solutions by working with multiple functions within Clients digital eco system and bringing them to life in demos and innovations labs

Evaluate new technologies for the domain expertise and work with alliance teams for on-boarding

Solution & Pre-sales (40%) includes responding to RFX with best possible solutions, being a conduit b/w sales, technical, solution and finance teams, ensuring consistency & efficiency of solutions from pre-sales to solution stage, driving opportunities prior to delivery team handover, staying in sync with new products/ trends/ mechanism in the industry & liaise with strategic vendors to remain up to date with product roadmaps and developments

Marketing (20%) includes publishing thought leadership publications white-papers, POVs, articles, participating in demand generation campaigns, conducting webinars, seminars, etc. executing marketing campaigns for the CBU business.

Tracking of projects (10%) along with delivery & finance teams via activities such as invoices monitoring, execution monitoring, execution SPOC alignment etc.

Customer focus (20%) includes building strong relationships with clients and be seen as a trusted advisor, leading solution discussions with commercials. Managing client visits & discussions by being accountable for demonstrating solutions CBU business specific solutions.

Learning & Training (10%) includes learning of new concepts & product solutions, attending mandatory trainings and enhancing skills by getting involved in complex deals & solution discussions

The CBU business is further focused on 5 key industry sub segments such as following:

Retail (R)

Consumer Goods (CG)

Travel, Leisure & Hospitality

Logistics, SCM & Transportation

Media & Entertainment

New age technology & services providers

As a part of the CBU business, solutions typically that cut across all industries listed above tend to focus on following horizontals

Finance & Accounting

Human Resources

Supply chain, Order Management & Procurement

Information Technology

Sales & Marketing