IT Pre-sales

IT Presales Professional (Closure Ownership Role) 

We're looking for an IT Presales professional (2–6 years) who enjoys staying close 

to customers and taking deals all the way from the first conversation to the final 

handshake. 

In this role, you won't just prepare proposals and step away. You'll lead client 

discussions, shape the solution, drive commercials, and play a hands-on role in 

closing deals. If you enjoy owning outcomes, working closely with Sales, and being 

part of real revenue growth—not just documentation—this role is for you. 

You'll work with a dedicated Lead Generation team that schedules client meetings. 

From there, you're expected to own the opportunity end-to-end—understanding the 

client's needs, designing the right solution, handling pricing discussions, and helping 

drive the deal to closure alongside Sales leadership. 

What You'll Be Responsible For 

Deal Ownership & Revenue Growth 

● Lead opportunities from the first client meeting through solutioning, pricing, 

negotiation, and final commercial sign-off 

● Play a direct role in achieving monthly deal closures and annual revenue targets 

by building strong, win-ready solutions 

● Own client conversations including requirement discovery, solution walkthroughs, 

pricing discussions, and objection handling 

● Actively resolve technical, commercial, and risk-related concerns to keep deals 

moving and avoid delays 

● Track deal progress and conversion metrics, and continuously work on improving 

win rates and sales cycle efficiency 

● Support leadership with realistic deal forecasts across monthly, quarterly, and 

annual horizons 

Commercial & Strategic Contribution 

● Build practical and competitive pricing models, rate cards, and commercials that 

balance customer expectations with healthy margins 

● Work closely with Sales, Delivery, Product, Technology, and Lead Generation teams 

to put together solutions that are realistic, competitive, and easy to sell 

● Bring a business mindset to every deal—understanding not just what to propose, 

but why it will win 

Tools, Execution & Ways of Working 

● Use modern sales and presales tools such as HubSpot CRM, ZoomInfo, or 

similar platforms to manage opportunities, track conversations, and support deal 

progression 

● Leverage AI-based tools to quickly create high-quality presentations, proposals, 

and solution documents without compromising accuracy or depth 

● Work comfortably in a fast-paced, multi-tasking environment, handling multiple 

active deals and priorities at the same time 

● Be hands-on, detail-oriented, and comfortable working with tight timelines when 

deals require quick turnaround 

Targets, KPIs & What Success Looks Like 

Closure & Growth Expectations 

● Support 2–4 deal closures per month (depending on deal size), contributing to 

₹8–20 Cr in annual revenue across enterprise IT and managed services deals 

● Help drive 20–30% year-on-year revenue growth through better conversions, 

stronger deal values, and faster closure cycles 

● Maintain high forecast accuracy (85%+) by keeping deal pipelines current and 

transparent 

Core Presales Performance Indicators 

● Own end-to-end RFP, RFQ, and RFI responses with a consistent 30–40% win rate 

and strong technical and commercial accuracy 

● Maintain 3x–5x active pipeline coverage, supported by Sales and Lead 

Generation teams 

● Create cost models and pricing structures that protect 20–35% gross margins 

without weakening competitiveness 

● Deliver clear, confident solution presentations and demos to senior stakeholders 

and CXOs, achieving 25–35% demo-to-close conversion 

● Identify opportunities for upsell and cross-sell within active accounts, adding 

15–20% incremental revenue 

● Improve proposal turnaround time by building reusable content, templates, and 

solution assets, reducing response timelines by around 15% 

One Clear Expectation 

This is a Presales role with real ownership. You'll have meeting support from the 

Lead Generation team and guidance from Sales leadership, but you're expected to 

take charge of deals and see them through to closure. 

We're looking for candidates with a proven track record in presales and deal 

conversion—people who are comfortable being accountable for outcomes, not just 

inputs.