Job Purpose
Role Summary
Responsible for driving the pre-sales engagement for Managed Services across Data Centre, Cloud (public/private/hybrid), Security, and Network domains. This role focuses on understanding customer requirements, crafting tailored service solutions, preparing proposals, and supporting the sales team to win business. The Managed Services Pre-Sales Specialist acts as the bridge between technical delivery teams and enterprise customers, ensuring solutions are competitive, cost-effective, and aligned with business outcomes.
Role Description
Key Responsibilities
Customer Engagement & Requirement Gathering
- Engage with enterprise customers to understand their infrastructure, cloud, and managed services requirements.
- Conduct discovery workshops and translate business needs into technical and service solutions.
Solution Design & Proposal Support
- Design managed services solutions covering infrastructure management, cloud operations, security services, backup/DR, SOC/NOC, and compliance frameworks.
- Prepare solution proposals, SOWs, RFP/RFI responses, and presentations in collaboration with solution architects and delivery teams.
- Map customer requirements to service catalog offerings, tailoring SLAs, KPIs, and pricing models.
- Pre-Sales Collaboration
- Partner with sales teams to position Managed Services offerings to enterprise and government clients.
- Conduct demos, PoCs, and presentations showcasing service capabilities (monitoring, automation, AIOps, FinOps, SOC, etc.).
- Work closely with OEMs/partners to integrate their capabilities into L&T's service portfolio.
- Commercials & Pricing
- Work with finance and delivery teams to develop cost models, pricing structures, and business cases for managed services deals.
- Support negotiation with customers by highlighting value differentiation, compliance, and ROI.
- Governance & Handover
- Ensure smooth handover from pre-sales to delivery teams with well-defined transition plans.
- Provide inputs into service portfolio improvements based on market and customer feedback.
Experience & Educational Requirements
Qualifications and Experience
EDUCATIONAL QUALIFICATIONS: (degree, training, or certification required)
BE/B-Tech or equivalent with Computer Science or Electronics & Communication
RELEVANT EXPERIENCE: (no. of years of technical, functional, and/or leadership experience or specific exposure required)
Experience: 8-12 years in IT/Cloud services with at least 3-5 years in Managed Services pre-sales or solution consulting.
Technical Knowledge
- Broad understanding of cloud (AWS, Azure, GCP, VMware, OpenStack) and data centre services.
- Familiarity with managed security (SOC, SIEM, EDR, NDR), backup/DR, ITSM, observability, and automation tools.
- Working knowledge of hybrid/multi-cloud operations, compliance frameworks (ISO, PCI-DSS, DPDP Act, RBI, SEBI).
Pre-Sales Expertise
- Strong experience in proposal writing, RFP/RFI response, solution costing, and service scoping.
- Ability to articulate business value of managed services to CXO-level stakeholders.
Certifications (Preferred): ITIL v4, cloud certifications (AWS/Azure/GCP), PMP or sales-related certifications.
Soft Skills: Excellent presentation, communication, and stakeholder management skills, with the ability to influence both technical and business decision-makers.
