Solution & Presales Specialist

Description :
The Solution & Pre-sales Specialist will lead solutioning, proposal development, and partner ecosystem management for Government and PSU IT projects.
The role is responsible for translating RFP requirements into compliant, competitive, and delivery ready solutions, while ensuring alignment across Business Development, Delivery teams, and external partners. A strong understanding of IT product solutioning, public procurement frameworks, evaluation methodologies, and compliance structures is essential. To start with an IC role, reporting to VP- Consulting, Technical Ops & Customer Success. The role will be based out of Mumbai.
Key Responsibilities :
1. Government / PSU RFP & BD Liaison
- Act as the primary solution interface with the BD team for Government and PSU opportunities.
Deeply analyze RFPs shared by the BD team & issued by :
1. Central & State Government departments
2. PSUs, Autonomous Bodies, and Statutory Authorities
Interpret and respond to :
1. Scope of Work (SoW)
2. Technical eligibility criteria
3. Bid evaluation methodology (QCBS / QBS / L1 / L2)
- Participate in bid strategy discussions focusing on technical scoring maximization and risk mitigation.
2. Solution Design & Technical Compliance :
- Preparation of technically strong, compliant, and well-articulated proposals based on identified process gaps & need.
Create detailed, compliant solution documents covering :
1. Technical approach and methodology
2. System architecture and technology stack

3. Data security, privacy, and hosting models
4. Scalability, performance, and availability
5. Rollout and implementation plan
Ensure strict adherence to :
1. RFP clauses, annexures, and formats
2. Government IT guidelines (where applicable)
3. Compliance matrices and deviation statements
- Map solution components explicitly to RFP evaluation parameters to maximize technical marks.
- Support pre-bid queries, clarifications, and amendment impact analysis.
3. Partner & Vendor Ecosystem :
- Develop and maintain a qualified partner ecosystem for project execution.
Coordinate with partners for :
1. Technical inputs
2. Project Plans
3. Commercials efforts & timelines
4. Define consortium, OEM, and subcontracting models compliant with RFP conditions.
4. Alignment with Project & Delivery Teams :
Work closely with Project Managers to ensure :
1. Solution feasibility and delivery readiness
2. Accurate effort estimation and timelines
3. Clear assumptions and exclusions
Support pre-award to post-award transition, including :
1. Solution handover
2. Turnaround, Governance & Quality Control
- Deliver fast turnaround on solution documents under strict Government bid timelines.
- Maintain reusable solution frameworks, standard response templates, and compliance checklists.
- Ensure zero critical compliance misses in submissions.
- Conduct internal reviews for accuracy, completeness, and alignment before submission.
Required Skills & Experience :
- 10 - 12 years of experience in Government / PSU IT solutioning, pre-sales, or program management.
- Hands-on experience in responding to large-scale Government RFPs.
Strong understanding of :
1. QCBS / L1 / hybrid evaluation models
2. Compliance matrices and deviation management
3. Consortium and OEM-based bidding
- Excellent documentation, analytical, and stakeholder management skills.
- Ability to manage multiple parallel proposals / bids under tight timelines.
Educational Qualifications :
- B.Tech - Computer Science
- MBA - Marketing / IT preferred.
- PMP, Agile, or Architecture certifications preferred.