Presales Solutioning Lead
Overview
Divami Design Labs is a leading design-led product engineering firm specializing in building impactful tech products through the seamless fusion of design, engineering, and AI capabilities. As we expand into mid-market and enterprise clients ($100M+ revenue), we seek an experienced Head of Presales to orchestrate our presales strategy, drive solution alignment, and enable client acquisition success.
The Presales Lead will play a key role in shaping how Divami presents its unique value proposition to prospective clients, blending design thinking, AI capabilities, and engineering excellence into a compelling narrative. This role demands a strategic thinker, an exceptional communicator, and a hands-on collaborator who can drive business growth by crafting tailored solutions that address client needs
Key Responsibilities:
Presales Strategy and Leadership
- Lead the presales function, ensuring alignment with Divami's strategic goals and market positioning.
- Build and maintain presales frameworks, reusable templates, and technical sales collaterals.
- Collaborate closely with Sales, Delivery, and Leadership teams to create tailored proposals and presentations
- Continuously refine presales processes for increased efficiency and higher conversion rates
Solution Design :
- Analyze client requirements and translate them into high-impact solutions blending design, AI, and engineering.
- Collaborate with Product Owners, Solution Architects, and Designers to deliver custom demos and prototypes during client pitches.
- Own RFP/RFI responses and ensure on-time, high-quality submissions aligned with Divami's delivery capabilities.
Sales Enablement
- Equip the sales team with technical knowledge, value propositions, and product demonstrations
- Conduct training sessions to ensure alignment between sales narratives and Divami's capabilities
- Serve as the bridge between sales and delivery teams to ensure realistic commitments during presales
- Stay updated with market trends, AI innovations, and emerging technologies to enhance solution offerings
Client Engagement
- Act as a trusted advisor during presales engagements, building rapport with CXO-level stakeholders.
- Lead technical discussions and address client queries confidently.
- Participate in key client meetings, workshops, and discovery sessions.
Requirements and Key Skills :
1. Experience and Expertise
- 7+ years of experience in presales, solution consulting, or technical sales roles, with at least 3+ years in a leadership capacity.
- Proven track record in crafting and delivering enterprise-level proposals and solutions.
- Experience working with mid-market and enterprise clients ($100M+ revenue) across domains like IoT, SaaS, AI/ML, etc.
2. Technical Proficiency
- Strong understanding of design thinking methodologies, AI/ML capabilities, and modern engineering practices.
- Familiarity with technologies such as cloud platforms (AWS/Azure), microservices architecture, DevOps, and modern front-end frameworks.
- Ability to create and deliver high-quality demos, prototypes, and presentations.
3. Business Acumen
- Exceptional ability to understand client pain points and map them to Divami's strengths.
- Expertise in crafting RFPs, RFIs, and proactive proposals tailored to client needs.
- Strong commercial awareness to understand pricing strategies, value propositions, and ROI models.
4. Leadership and Communication Skills
- Excellent presentation, storytelling, and negotiation skills.
- Ability to engage and influence CXO-level stakeholders with clarity and confidence.
- Strong mentoring abilities to build and lead a high-performing presales team.
