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Presales Consultant
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- Overall Industry experience of 8 - 12 years with 5+ years specifically in IT services. 5+ years of relevant experience in Presales/Bid management (>2 -10 M USD sized opportunities)
- Market Knowledge: Will be responsible for opportunities from the Americas and other regions. Ability to adapt communication style and proposal strategy to suit US-based decision makers.
- Tech/Domain knowledge: 3+ years of experience working on Data/AI RFPs (Mandatory) . Good to have experience in BFSI, Travel & Hospitality, Retail and Healthcare/Life Sciences (HLS)
- RFP Management & Pitch Creation :
- RFP Synopsis: Create a Deal Summary for Bid Qualification, create Win Strategy/Themes with inputs from SMEs and leaders.
- E2E Ownership and Bid Management: Anchor pursuits, onboard practice and CoE resources, create bid plans, plan interim and final milestones with regular SME reviews. Add value by asking relevant questions in context to RFP requirements. Collaborate with multiple teams (Sales, Solution Architects, Delivery Leads, Leadership) that are geographically dispersed.
- Content Curation & Storyboarding: Ability to do their own research and bring in their thoughts/add value to the overall pitch. Build solution storyboards with inputs from all stakeholders - ensuring a compelling response.
- Mature PowerPoint/presentation skills.
- Estimation
- Coordinate with practices/delivery for estimation
- Enable estimation reviews and optimization
- Engage in various commercial model scenario building
- Sales Enablement
- Deal Support: Build playbooks, one-pagers, and thought leadership assets to support sales cycles. Prepare client-facing decks, executive leadership decks, executive summaries, and other materials as required.
- Client Meetings : Ability to take initial calls with Sales to present Xebia Corporate and CXO level calls to present Xebia capabilities along with Region Heads/ CoE Heads / Sales Heads
- Research : Ability to research the customer and the market, align our unique value-adds & key differentiators to their specific needs in the proposal response
- Other skills
- Proficiency with AI-powered productivity tools : such as Microsoft Copilot and internal GenAI assistants , leveraging them for faster content creation, research, and proposal automation (mandatory).
- Interpersonal Skills/Stakeholder Management : Ability to build strong internal connect with CoEs, Service Lines, Domain practices and other support departments
- Should be aware of IT Software development lifecycle , processes, and tools & technologies (Digital, DevOps, Agile, Cloud, Big Data, Intelligent Automation, etc.)
- Pricing Models: Should be aware of different pricing models – Managed Services, Outcome-based, Fixed-price, T&M etc.
- Knowledge management : Maintain, enhance and contribute to the central bid library (case studies, boilerplate content, win themes, differentiators) so that knowledge is ready to be used under different sales opportunities or use cases.
- Cultural Alignment: Comfortable working in a fast-paced, global environment with flexible work hours to accommodate collaboration with Americas-based teams.
- Reporting : weekly, quarterly and annual reporting on opportunities managed
- Preferable skills & certifications : MBA in any stream, Experience as a Business Analyst is a plus.
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