As a presales manager, you will work closely across various verticals such as product development,
sales and marketing, and customer relations. Your job will also include understanding the customer’s
needs and pitching the company’s products as suitable solutions. You will also be required to actively
observe customer behavior and predict future needs for product development.
Implementation Services should be estimated by presales and supported by a Project Plan to explain
the break-up of activities. Project Planning is critical to estimation of efforts and should be reviewed
thoroughly before submission. All aspects of the project and expectations of the customer should be
met. Customization efforts, if visible, should be estimated and quantified. In the absence of this
information from the client, the proposal should exclude customization or contain a reasonable
estimate of the same (with a clause for review) based on past experience with similar businesses.
Additional time commitment from presales to scope this better is welcomed.
Project Plans -Project Plans and the initial workshop schedule is the responsibility of
presales until the site is handed over to the Project Manager. The initial workshop schedule
when finalized and the tentative plan for the remaining project is the basis for allocation of
the Project Manager and team to the site.
Requests for Proposals-Assist the sales team in responses to RFPs and tender documents.
Our scope of work revolves around the project plan, functional requirements, estimates ,
methodology and scope of work.
Project Handover-Presales should conduct a meeting involving the salesperson and the
PM/Head of Delivery to hand over the project. The agenda of this meeting should cover :
1. About the project ( business nature, requirements, customizations identified, unique
features required, modules to be implemented)
2. Commercials of the contract (Value, Licenses, Man-days, Payment Terms, Penalties, Onsite
Support)
3. Project Plan agreed with the customers
4. Workshop Dates confirmed with the customer
5. Project team profile of the customer
6. Any recommendations and suggestions
Project Transition- It is important to transition cases smoothly and seamlessly to the Project
Team. This involves
assessment of readiness for the project
issuing guidance to the customer to form the core team for the project
preparing them for the project
attending the initial workshops
Once the project team has taken over and the project is underway, the Presales resource
can disengage from project activities.
Project Scope Reviews-The Presales resource should remain on the Steering Committee of
the project. Presales should attend review meetings/steering committee meetings with the
customer periodically and engage in discussions involving changes in scope and
understanding.
Change Requests and Additional Requirements - Presales should work with the Account
Manager post-implementation to identify and propose additional work to enhance the
customer experience while generating additional revenue to the company.
Customer Escalations- Presales is often the point of escalation in projects. Presales should
assist the delivery and sales teams in handling escalations.
What we offer
We work together in a dynamic and rewarding work environment. We have an experienced
leadership team, excellent technology and product expertise, and strong relationships with a broad
base of customers and partners.
We pride ourselves on being industry leaders and providing an enjoyable work environment where
our people can grow personally and professionally.
We offer challenging and diverse work across multiple industries and reward creativity and
entrepreneurial innovation.
We respect, encourage, and support each individual need to continually learn and grow personally
and professionally. We are committed to fostering our people.
Our Values
* People First
* Integrity
* Accountability
* Teamwork
* Diversity
You will need:
8-15 years of experience of working with the sales team to achieve the assigned sales targets
through new customer acquisition, and sales to existing customers
Solution Knowledge: Dynamics 365 Finance and Operations with minimum 5 years’
implementation/presales experience in either Dynamics AX or the D365 Cloud Platform.
Preferred Education B.E., B.Tech, MBA or CA.
Good presentation and communication skills.
Experience in translating customer requirements, providing solution, preparing
documents/proposals, estimating efforts and planning projects.
Ability to work as an Individual Contributor
Travel is a Mandatory
What you need to do:
Product Positioning - The company has a wide portfolio of products serving different
Industry segments, Functionality requirements, Budgets.
Presales has to decide which product to position in each account in order to meet the
requirements of the customer and win the sale.
Product Demonstrations and Proof of Concept Presentations- This is the most important
role of presales. The product should be presented to the prospect in a convincing manner.
The prospect should develop confidence that the product will meet his requirements while
understanding its limitations.
Consulting strength of the company will also be evaluated during these demonstrations.
Presales should showcase this prowess by providing solutions instantly during the
demonstrations, presenting real-life situations and examples and winning the confidence of
the prospect.
Presentations should be well-prepared and interactions with the prospect should be
arranged in advance by the sales team to facilitate readiness.
Product Expertise and Updates- Presales should continuously learn on the job. This involves
Learning new modules and subjects
Identifying and positioning add-on solutions to complement the default offering
Learning new versions and enhancements to the products
Reading about case studies and global deployments
Constant review of vendor portals (PartnerSource) for important updates and material.
Product Mix in sales-The company cannot rely on one or more solutions for all its business.
This is risky for the business. It is important to balance time and effort in a way that all
solutions are positioned to the relevant prospects.
Effort estimation- Proposals usually contain the following elements :
Licenses
Implementation Services
Maintenance and Ongoing Support
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