Senior Manager / Associate Director – Presales and Client Solutioning

Purpose of the role:

At Firstsource, we are focused on being the most trusted partner to our global clients. We achieve results by transforming our clients’ businesses and delivering excellence in customer experience.

Pre-sales Solutions & Excellence Lead has been identified as a critical role for the organization in our transformation journey. The Presales Customer Solution Specialist is responsible for collaborating with sales teams and potential customers to identify and design tailored solutions leveraging Firstsource Technology Services, partners and IPs that address prospective clients' specific needs and requirements. The core areas of responsibility include:

• This role involves a deep understanding of the Firstsource products and services, technical expertise and excellent communication skills to effectively convey the value proposition to potential customers.
• Collaborate with sales teams and prospects to identify synergy areas and design custom solution presentations, conceptual solutions and technical demo
• Research and conduct in-depth needs assessments to understand the customer's business objectives, pain points and challenge to validate the R&D investments and design a ROI proof product roadmap
• Role requires a combination of technical expertise, sales acumen and strong communication skills to effectively meet customer needs and drive revenue growth.

Roles & Responsibilities:

• Solution Design: Develop and design custom solutions that align with the customer's requirements.
• Commercial Viability: Selecting appropriate products or services, creating technical specifications, and outlining the benefits and ROI of the proposed solution (cost benefit analysis)
• Technical Expertise: Provide first level technical expertise and guidance to customers around Data Engineering, Cloud Platform, Digital Transformation, AI/ML and GenAI solutions, Analytics
• Product and Services Knowledge: Collaborate with internal studio team to understand products features, value props, roadmap charter and pricing models
• Proposal Development: Work with respective sales lead to build compelling proposals
• Demonstrations and POCs: Product / Solution demonstrations and proof-of-concept sessions to illustrate the effectiveness and functionality of the proposed solution
• Competitive Analysis: Keep a track of market solutions, pricing strategy and alternative technology developments
• Document Asset management and continuous improvement: Prepare solution designs, technical specifications, and pricing details to support the sales process. Gather feedback from potential customers and relay it to product development teams for continuous improvement

Key Performance Indicators:

• Offering Assets such as Sales Pitchbooks, Case Studies, Pricing Templates
• Driving digital revenue growth
• Bring-in operational efficiencies for existing managed services team
• Continuous improvement in solutioning approach, operational processes and relevant metrics in lifecycle of pre-sales, RFI, RFP, sales and revenue realization

Reporting Structure:

• The role will report to the Client Solutioning Lead
• Collaborate and work closely with the following stakeholders and teams - All Business Heads and Business Units, Digital Transformation team, Sales & CRM leads, Operations support team

Presales and Client Solutioning - Success profile