JD : Techno-Commercial Manager(Cloud Presales) _ Chennai
Role overview
- Own the techno-commercial lifecycle for cloud deals (presales to closure)
across public, private, and hybrid cloud offerings (e.g., AWS, Azure, GCP, local
IaaS/PaaS).
- Translate customer business requirements into viable cloud architectures and
commercially competitive proposals for Indian enterprise and mid-market
customers.
Key responsibilities
- Work with sales teams to qualify opportunities, understand use cases, and
define solution scope for cloud services (IaaS, PaaS, managed services,
migration, security, DR, etc.).
- Design high-level and bill-of-materials level cloud solutions, including sizing,
architecture options, migration approaches, and TCO/ROI justification for
customers.
- Prepare and present techno-commercial proposals in response to RFPs/RFIs,
including solution write-ups, architecture diagrams, pricing, assumptions, and
risk notes.
- Own solution pricing: work with OEMs, distributors, and internal finance to build
competitive yet profitable commercials, including discounts, commitments, and
consumption models.
- Participate in customer meetings, demos, and workshops as the primary
technical and commercial interface, addressing solution, pricing, and
contractual queries.
- Track opportunities in the funnel, support closure negotiations, and ensure
smooth handover to delivery with clear SoW, SLAs, and acceptance criteria.
- Monitor competition, market pricing, and cloud partner programs in India to
refine rate cards and proposal strategies.
- Work with product/engineering to package standardized cloud offerings
(bundles, managed services, migration packs) and GTM for Indian verticals (BFSI,
manufacturing, IT/ITES, etc.).
Required Skills And Experience
- 510 years in cloud presales / solution engineering / techno-commercial roles,
preferably in Indian SI, CSP, telco, or MSP environments.
- Strong hands-on understanding of at least one hyperscaler (AWS, Azure, GCP)
plus experience with typical enterprise workloads (Windows/Linux, databases,
VMs, containers, backup/DR, security).
- Proven experience building cloud BOQs, licensing constructs, and pricing
models including reserved instances, savings plans, managed services fees, and
migration projects.
- Ability to articulate clear value propositions, TCO comparisons (on-prem vs
cloud), and business cases to CXO and procurement stakeholders.
- Strong documentation skills for SoWs, proposals, and bid responses; familiarity
with Indian RFP/tender processes is a plus.
- Excellent communication, stakeholder management, and negotiation skills;
ability to influence internal teams and customers to closure.
Qualifications And Certifications
- Bachelor's in Engineering / Computer Science / IT or equivalent; MBA preferred
for senior techno-commercial roles.
- Relevant cloud certifications (e.g., Azure Administrator/Architect, AWS Solutions
Architect, GCP Professional Architect) strongly preferred.
Skills: cloud presales,cloud,solution engineering,techno-commercial,enterprise cloud,pre-sales solution architect,aws cloud partitioner,solution architect
