Presales - Hospitality

Solution Sales Consultant — Hospitality (AI & Digital Solutions)

Role Overview

Function: Pre-Sales / Consultative Solution Sellin

gSector Focus: Hospitality — Hotels, Chains, Travel & Related Vertical

sNature of Role: Solution & Consultative Selling (not a pure sales / quota-hunting role

)Reporting to: Business Head / Founding Tea

mLocation: India (Travel required

)1.Role Overvie

w

AIONOS is looking for a pre-sales professional who leads with insight rather than pitch decks. This is a consultative solution-selling role — the successful candidate will engage hotel and hospitality clients at a strategic level, understand their operational and commercial pain points, and position AIONOSs AI and digital solutions as a consultative sales functio

n.

The desired candidate in this role is expected to function as a trusted advisor to clients — bringing the credibility of someone who has worked in or alongside the hospitality industry, and the commercial sharpness to translate that understanding into compelling solution proposa

ls.
2.What You Wil

l Do
Consultative Client Engag

• ementLead discovery conversations with hotel decision-makers — GMs, Revenue Heads, Operations Directors, CIOs — to surface real business problems before proposing any solu
• tion.Build trusted-advisor relationships with clients; be the person they call when they are thinking through a technology or process challenge, not just when they are ready to
• buy.Facilitate structured solution workshops, hypothesis-led diagnostics, and ROI-framing discuss
• ions.Translate complex client requirements into clear, commercially grounded solution briefs for the internal product and delivery t

eams.
Solution Selling & Pre

• -SalesOwn the end-to-end pre-sales process: from initial qualification through solution design, proposal development, demonstration, and commercial negotiation su
• pport.Design tailored solution responses that map AIONOS capabilities — AI, automation, voice, guest engagement, digital operations — to each clients specific context and
• goals.Develop high-quality proposals, solution decks, and business cases that speak the clients lan
• guage.Conduct product and solution demonstrations that are scenario-driven and outcome-focused — not feature-d
• riven.Work closely with the product and engineering teams to scope feasibility and configure offerings appropriately for each opport

unity.
Pipeline & Business Development

• SupportIdentify and prioritise target accounts across hospitality chains, independent hotels, and travel busi
• nesses.Support pipeline growth by converting inbound interest and proactively developing outbound opportunities where re
• levant.Collaborate with leadership on deal strategy, commercial structuring, and c
• losing.Maintain clear and current documentation of the opportunity pipeline, client status, and competitive intell

igence.
Market Intelligence & Product

• FeedbackBring structured feedback from client conversations back into the product and go-to-market teams — this role is a direct line between the market and the product
• roadmap.Track developments in hospitality technology, AI adoption trends, and competitor posi
• tioning.Identify whitespace opportunities where AIONOS can expand its footprint within existing a

ccounts.
3.What We Are Lo

oking For
The Essential R

equirementThe single most important thing we are looking for is proven ability in consultative, solution-led selling. T

• his means:
  You have experience selling complex solutions — not off-the-shelf products — where the sales process involves significant discovery, diagnosis, and cus
• tomisation.You know how to build a business case around a clients own language and metrics, not a generic fe
• ature list.You are comfortable with long, multi-stakeholder sales cycles and know how to keep t
• hem moving.You understand that the best pre-sales professionals are often indistinguishable from consultants in the eyes of

the client

• .
  Experience7–10 years of relevant experience in pre-sales, solution selling, management consulting, or technolo
• gy advisory.Prior experience at a consulting or professional services organisation is strongl
• y preferred.Demonstrable experience in the hospitality sector — either working within a hotel/chain, for a hospitality technology vendor, or advising hospitality clients as a
• consultant.Exposure to AI, SaaS, or digital transformation solutions is a

n advantage.
Skills &

• CompetenciesConsultative listening and needs diagnosis — the ability to ask the right questions and synthesise what you hear into sharp proble
• m statements.Solution design thinking — structuring responses to complex, multi-dimensional clien
• t challenges.Executive-level communication and presentation — written and verbal, with the ability to adjust register and depth for differe
• nt audiences.Commercial acumen — comfortable with pricing conversations, deal structuring, and R
• OI modelling.Stakeholder management across multiple levels and functions within a client
• organisation.Collaborative working style — this role sits at the junction of client-facing and internal teams; the ability to work effectively across both

is essential.
Hospitality Domain Knowled

• ge (Preferred)Familiarity with hotel operations, revenue management principles, and guest experie
• nce workflows.Understanding of key hospitality technology systems: PMS, CRS, RMS, POS, and distribution channel
• s (OTAs, GDS).Experience engaging with hospitality brands (international chains, independent luxury properties, or travel management companies) is a strong d

ifferentiator.4.

• Qualifications
  Bachelors degree required. Fields such as Hospitality Management, Business, Engineering, or Technology are relevant but n
• ot restrictive.MBA or postgraduate specialisation in management, strategy, or hospitalit
• y is preferred.Certifications or training in consultative selling methodologies (e.g. SPIN Selling, Challenger Sale, Miller Heim