BD / Pre-Sales Manager – Enterprise IT Solutions (Mumbai)

Position            :            BD / Pre-Sales Manager – EITS

Location            :            Mumbai

Reports To            :          BD / Pre-Sales Head

The BD / Pre-Sales Manager will be responsible for positioning Rolta Products, Solutions & Services in prospect accounts, and work closely with other internal, partner and prospect stakeholders at various levels throughout the Sales Cycle, to ensure successful closure. He / She will be responsible to qualify Sales opportunities, precisely articulate & size prospect requirements, propose suitable techno-commercial solutions bringing out Rolta USPs, provide in-depth technical demonstrations, make presentations highlighting competitive advantages, develop PoCs, provide Pre-Sales assistance, prepare proposals, and ensure seamless handover of project to Delivery team, for execution.

JOB RESPONSIBILITY

1. Pre-Sales Management (Primary Responsibility)

• Focus on effective closure of Accounts, by providing technical assistance to Sales.
• Understand target customer organizations underlying business pains, existing infrastructure, propose & win the appropriate solutions through Value Selling.
• Technical Account Management – Build relationships at all levels (especially with Senior Executives) understanding needs, preferences and managing each account effectively to drive mindshare for Rolta solutions.
• Would need to precisely & concisely bring out key value of Rolta technical propositions in business language through Demonstrations, Presentations, PoCs, Proposals, White Papers, Case Studies, Articles, etc. for varied audience
• Help Achieve/Exceed the Sales Booking Targets.
• Timely reporting

2. Technical Marketing (Shared Responsibility)

• Detailed Analysis of Prospect Needs, Scoping, Estimation and Planning.
• Work closely with Architects, Product & Delivery teams, Partners and Prospect experts to ensure optimal techno-commercial solutioning, while maturely balancing conflicting parameters.
• Provide accurate inputs for competitive analysis & strategy, based on market feedback
• Formulate plans for Revenue growth in the territory and integrate them with company’s business strategies.

3. Business Development (Shared responsibility)

• Work with the Sales team to create and help execute a marketing plan for lead and need generation in the territory.
• Actively monitor external market and look for opportunities to introduce products and services of Rolta in the most efficient way
• Manage relationships with large accounts, increase referrals, client loyalty and lock in future business.

4. Alliances & Relationships (shared responsibility)

• Work with the Alliance team in building and managing a healthy relationship with Oracle senior management and Account teams in the territory
• Create and nurture relationship with all strategic alliances and partnerships

Internal Liaisons : Solution Architects / Product Development & Management Groups / Delivery Teams, Marketing, Alliance and Support Functions

External Liaisons : Potential customers and potential partners and strategic partners like Oracle.

Functions Reporting to Position

• None at present

Skills and Competencies

·         Excellent Pre-Sales skills with broad business outlook

·         Understanding of services/consulting business;

·         Strong ability to position Value to Prospects from the solutions provided by Rolta

·         Flair to visualize prospect’s requirements, carry out Systems Study and propose solutions to target markets, develop Demos, PoCs, etc.

·         Knowledge of the SOA/BI, ERP, EPM markets potential and competition 

·         Understanding of Oil & Gas / BFSI Industry is highly desirable

·         Experience in project lifecycles (BI, ERP, Bespoke Development, etc) & processes would be desirable

·         Drive, adaptability, strong sense of entrepreneurship and achievement.

·         Good oral and written communication; excellent presentation skills.

·         Possess excellent client management and client satisfaction skills

·         Demonstrate drive and energy

·         Good  interpersonal skills

·         Demonstrate the highest level of integrity

·         Have the ability to collaborate across teams

Qualifications and Experience

• Pre-Sales experience in selling complex, turkey and big ticket IT solutions
• Prior Experience in Oil & Gas, BFSI segments
• Pre-Sales experience in IT services/Business solutions is highly desirable
• A track record of consistently exceeding or meeting targets in competitive environments
• 6-10  years of relevant work experience
• Engineering Graduate  

With Regards,
Anto Mathews
HR Dept
Rolta India Ltd (www.rolta.com)
Rolta Technology Park
Rolta Tower-A, MIDC - Marol, Andheri (E),
Mumbai 400 093.
Phone: +91-022-29266666  Extn 1422
Mobile: +91-9167144356
Email: anto.mathews@rolta.com
Linkedin Profile : http://in.linkedin.com/pub/anto-mathews/6/92a/6b6.
Blog     : http://roltarecruitment.blogspot.com
Rolta Careers : http://recruitment.rolta.com/applyonline.jsp