Merit Group - Manager - Presales

Role Description :

• This is a core leadership role within BST, responsible for driving solution development, client engagement, and successful transition of new business opportunities into stable delivery.
• The Manager will work closely with BST Lead, Sales, Business Heads, Operations, and Delivery teams to shape client requirements into commercially viable and operationally feasible solutions.
• The role requires high ownership across proposal development, client relationship management, transition governance, and team leadership, while also contributing to account growth and service development initiatives.

Key Operational Responsibilities :

Solutioning & Sales Support Leadership :

• Own end-to-end development of proposals, RFP / RFQ responses, effort estimates, and solution frameworks
• Engage with clients to understand business challenges and translate them into structured service approaches and delivery models
• Support Sales in strategic pursuits by developing value-driven positioning, case studies, and presentations
• Ensure proposed solutions are commercially viable and operationally scalable

Client Engagement & Relationship Management :

• Act as a primary solution interface for key clients during pre-sales and early delivery stages
• Lead discovery discussions, workshops, and periodic governance calls
• Build trusted client relationships through proactive communication and structured updates
• Identify opportunities for scope expansion, new service areas, or account growth

Transition & Project Setup Governance :

• Lead end-to-end transition of new projects from sales closure to delivery stabilisation
• Define transition plans
• Work closely with Operations / Service Delivery teams to ensure smooth knowledge transfer and process stabilisation
• Act as escalation point for transition risks, delivery bottlenecks, or scope ambiguities

Delivery Oversight & Quality Assurance :

• Provide oversight on project execution to ensure alignment with client expectations and solution intent
• Review key deliverables and provide strategic guidance to delivery teams

Drive continuous improvement in :

• Solution templates
• Estimation frameworks
• Transition playbooks
• Best practice documentation

Team Leadership & Capability Building :

• Guide and mentor Business Analysts on:
• Solution structuring
• Proposal writing
• Cient communication
• Problem solving approaches
• Support performance management processes including goal setting, quarterly and annual reviews, and development planning
• Foster a collaborative and accountable team culture

Internal Coordination & Business Contribution

• Collaborate with senior leadership on service innovation and capability expansion initiatives
• Maintain visibility on BST pipeline, priorities, and resource planning inputs
• Provide structured updates to Business Heads on opportunity progress, risks, and delivery readiness

Qualification :

• Postgraduate degree (preferably MBA or PG in Commerce, Analytics, Technology, or related fields) OR Graduate with significant relevant experience in consulting, data services, or solution delivery roles

Experience :

• Typically 7-10 years of experience in solutioning, client delivery, consulting, or sales support environments
• Demonstrated experience in leading proposal development and managing client transitions
• Prior exposure to international client engagement preferred

Key Skills Required :

• Strong structured thinking and analytical capability
• Ability to convert complex client requirements into clear delivery frameworks
• Commercial awareness and pricing / effort estimation capability
• Excellent stakeholder management and communication skills
• Strong presentation and storytelling ability
• High ownership mindset and attention to detail
• Experience working across cross-functional teams
• Good working knowledge of MS Office tools
• Understanding of technology-enabled service delivery environments