Senior Manager- Presales SCM

Role description

: Presales Lead & Subject
Matter Expert (SME) – Manufacturing (Data &
Technology)
Position Title: Presales Lead & Subject Matter Expert (SME) – Manufacturing Analytics &
Technology
Experience Level: 12–15 Years
Location: Flexible / Hybrid
Target Domains: Process & Discrete Manufacturing (including Life Sciences/Pharma, CPG,
Chemicals, and Industrial Manufacturing)
Executive Summary
We are seeking an executive-level Presales Lead & Manufacturing Subject Matter Expert
(SME) with 12 to 15 years of combined experience spanning manufacturing operations,
technology consulting, and enterprise presales.
In this high-impact role, you will serve as the principal Domain, Data, and Technology Expert
during client engagements across key functional domains—including Life Sciences (Biopharma,
Medical Devices), CPG, Specialty Chemicals, and Advanced Manufacturing. You will lead
presales strategies, technical solution architecture, and value proposition design for enterprise
clients, bridging shop-floor operations, industrial data/AI platforms, and executive decision-makers
to transform operational challenges into winning proposals and data-driven initiatives.
Core Responsibilities
1. Presales & Solution Architecture (Primary Focus)
Deal Ownership & Solution Pitching: Lead technical and domain presales activities for
enterprise accounts, prospective clients, and RFP/RFI responses across complex
manufacturing sectors.
Consultative Discovery & Value Engineering: Conduct discovery workshops and
plant/process assessments with executive client stakeholders (VPs of Operations/Quality,
Plant Managers, Chief Data & Analytics Officers, CIOs) to uncover operational pain points
and architect high-ROI solution roadmaps.
Proposal & RFP Leadership: Own end-to-end technical proposal development, including
solution scope, architectural blueprints, compliance/governance approach, data/AI models,
delivery estimation, team composition, and commercial pricing models.
Executive Presentations & Demonstrations: Deliver compelling technical presentations,
interactive solution demos, and proof-of-concept (PoC) walkthroughs to executive decisionmakers.
2. Manufacturing & Functional Domain Leadership
Functional Domain Expertise: Serve as the definitive domain expert across core
manufacturing segments, with deep functional domain capability in Life Sciences
(Pharma/Biotech) as well as CPG, Chemicals, and Heavy Industry.
Process & Compliance Architecture: Align analytics solutions with industry operational
standards, including regulated plant compliance (cGMP, FDA 21 CFR Part 11, GxP
validation standards in Life Sciences) and standard industrial frameworks.
Data & AI Solutioning: Partner with enterprise architects and data science teams to
design scalable domain analytics applications, such as:
Golden Batch & Yield Optimization
Predictive Quality, Deviation Reduction, and Root Cause Analysis (CAPA)
Asset Health & Predictive Maintenance for critical plant systems
Environmental Monitoring & Utilities/HVAC Optimization
Digital Twins & Real-Time Process Monitoring
OT/IT System Integration: Guide integration strategies spanning shop-floor
instrumentation/OT (SCADA, PLCs, Historians like OSIsoft PI/DeltaV) to IT enterprise
systems (LIMS, MES, EBR, ERP/SAP, Cloud Data Platforms).
3. Go-To-Market & Practice Leadership
GTM Strategy & Offerings: Collaborate with Sales and Account Leadership to define
targeted GTM offerings, solution playbooks, and strategic growth plans for key
manufacturing accounts.
Asset & IP Creation: Develop reusable presales assets, including domain analytics
frameworks, solution blueprints, demo accelerators, case studies, and point-of-view (POV)
whitepapers.
Cross-Functional Synergy: Act as a strategic bridge between Sales, Industry SME
networks, Delivery teams, and Engineering teams to ensure flawless transition from sales

pipeline to project execution.
Required Qualifications & Experience
12–15 years of total professional experience spanning plant/manufacturing operations,
management or technology consulting, and enterprise analytics solutioning.
5+ years in a technical presales, solution architecture, or domain lead role, with
proven success driving and winning enterprise analytics engagements across process or
discrete manufacturing industries.
Dual background combining operational shop-floor experience across key functional
domains (Life Sciences/Pharma, CPG, Chemicals, or Heavy Manufacturing) with consulting
leadership delivering data-driven digital transformations, IIoT, and advanced analytics
implementations.
Consolidated expertise across the domain, data/AI, and OT/IT triad, paired with
exceptional executive presence, commercial acumen, and communication skills to interface
effectively with C-suite stakeholders and technical engineering teams.
Education & Certifications
Bachelors Degree: Engineering (Chemical, Mechanical, Bio-Engineering, Industrial),
Computer Science, or related technical field (Required).
Masters Degree / MBA: MBA or M.S. in Engineering, Biotechnology, or Data Analytics
(Highly Preferred).
Certifications (Desirable): Lean Six Sigma (Black Belt), AWS/Azure Solution Architect,
TOGAF, PMP, or Certified Quality Engineer (CQE).
Key Performance Indicators (KPIs)
Presales Win Rate & Conversion: Win rate on RFPs, proactive proposals, and PoCs led
across targeted manufacturing accounts.
Pipeline Contribution & Deal Size: Total contract value (TCV) and deal expansion driven
through domain-led solutioning.
Client Trust & Executive Satisfaction: High client satisfaction scores during presales
workshops, strategic consultations, and solution reviews.
Reusable Asset & IP Creation: Delivery of domain solution blueprints, data frameworks,
and sales enablement accelerators.