Presales Manager

Cloud Presales

Role Overview

We are looking for a strong Presales professional to lead solutioning, customer discovery, proposal creation, technical-commercial alignment, and bid support across cloud transformation, DevOps, platform engineering, AI/GenAI, modernization, and managed services opportunities.

This role will work closely with sales, delivery, alliances, product, and leadership teams to convert customer requirements into winning, scalable, and execution-ready solutions. The ideal candidate should be able to engage with enterprise customers, understand business and technical pain points, shape solution approaches, drive proposal responses, and support closure of strategic deals.

Key Responsibilities

Presales and Solutioning

• Engage with customers during discovery calls, workshops, and technical discussions to understand current-state architecture, pain points, and target outcomes.

• Design solution approaches across cloud migration, modernization, DevOps, SRE, platform engineering, FinOps, AI/ML, and managed services.

• Translate customer requirements into solution documents, architecture diagrams, migration plans, BOM/BOQ inputs, and implementation approaches.

• Build value-led solution narratives aligned to customer business priorities, commercial feasibility, and delivery practicality.

• Support RFP, RFQ, tender, SOW, proposal, and compliance response creation.

Technical and Commercial Alignment

• Work with internal delivery, product, and leadership teams to validate effort estimates, scope boundaries, assumptions, dependencies, and risks.

• Coordinate with finance and commercial teams for pricing models, margin alignment, and proposal structuring.

• Ensure proposed solutions are technically sound, competitive, executable, and aligned with customer timelines and budget expectations.

• Support licensing, cloud pricing, marketplace positioning, and partner-led commercial constructs where relevant.

Customer Engagement

• Act as a trusted advisor in customer-facing discussions with CXOs, IT leaders, architects, and procurement teams.

• Present solution architecture, migration approaches, operating models, and value propositions to customer stakeholders.

• Handle technical objections, scope clarifications, and competitive positioning discussions.

• Support deal progression from initial qualification to closure handoff.

Bid and Proposal Management

• Own or support end-to-end proposal development for strategic opportunities.

• Create executive summaries, scope documents, architecture decks, assumptions, exclusions, delivery models, and transition plans.

• Ensure proposal quality, consistency, completeness, and timely submission.

• Maintain reusable artifacts, templates, case studies, and solution accelerators for faster turnaround.

Internal Collaboration

• Partner with sales teams on account strategy and opportunity qualification.

• Work closely with delivery teams to ensure smooth transition from presales to execution.

• Collaborate with alliance and OEM partners for solution inputs, joint positioning, and partner-backed proposals.

• Contribute to capability building, GTM narratives, and internal presales best practices.

Required Skills and Experience

• 6–12 years of experience in presales, solution consulting, solution architecture, or consulting roles in cloud, DevOps, platform, or AI domains.

• Strong understanding of one or more hyperscalers: AWS, Azure, and GCP. GCP Preferred.

• Good exposure to cloud migration, application modernization, DevOps, Kubernetes, CI/CD, observability, security, IAM, networking, and managed services.

• Experience in building customer-facing solution documents, proposals, SOWs, effort estimates, and architecture presentations.

• Strong ability to connect technical solutions with business outcomes and commercial viability.

• Experience in enterprise customer discussions, workshops, and bid management.

• Excellent written and verbal communication skills.

• Strong stakeholder management and cross-functional coordination ability.

Preferred Skills

• Exposure to AI/GenAI, MLOps, data platforms, FinOps, platform engineering, or productized services.

• Experience responding to RFPs, government bids, PSU tenders, or large enterprise proposals.

• Familiarity with Terraform, Kubernetes, Ansible, monitoring, logging, cloud security, and migration frameworks.

• Experience working with partner ecosystems or OEM-driven solution selling.

• Basic understanding of commercials, pricing models, and margin planning.

What Success Looks Like

• Faster turnaround of high-quality proposals and solution documents.

• Improved win rate on qualified opportunities.

• Better technical-commercial alignment before deal closure.

• Strong customer confidence during discovery and solutioning phases.

• Smooth handoff from presales to delivery with minimal scope ambiguity.

Key Performance Indicators

• Proposal turnaround time.

• Solution acceptance and win ratio.

• Qualified pipeline influenced.

• Accuracy of scope and effort estimation.

• Customer feedback on solutioning quality.

• Reuse and improvement of presales assets and accelerators.

Educational Qualification

• Bachelor's degree in Engineering, Technology, Computer Science, or a related field.

• Relevant cloud certifications are preferred.