Job Description: Lead – Presales & Sales Operations (BFSI & Cross-Practice)
Role Overview
We are seeking a high-caliber, energetic, and highly organized Lead – Presales & Sales Operations to act as the strategic connective tissue between our Banking, Financial Services, and Insurance (BFSI) vertical, our core technical practices (Data Science, Data Engineering, and Digital Engineering etc), and our delivery teams.
This is a unique, dual-hatted role designed for an "Operations Czar" who thrives on structural organization and operational rigor, while possessing the strategic acumen to drive high-impact presales activities. You will lead staffing alignment in coordination with our Resource Management (RM) team, manage inbound lead qualifications, and quarterback the creation of compelling executive meeting decks and Request for Proposal (RFP) responses.
Key Responsibilities
1. Sales Operations & Staffing "Czar"
- Resource & Staffing Management: Partner closely with the Resource Management (RM) and Delivery teams to manage resource allocation, utilization metrics, and pipeline staffing forecasting across the DS, DE, and Digital Engineering practices.
- Demand-to-Capacity Alignment: Track upcoming project pipelines and proactively align bench/available talent to incoming BFSI projects, preventing bottlenecks and accelerating onboarding times.
- Process Optimization: Establish, streamline, and maintain internal sales operations processes, ensuring CRM hygiene (sales pipeline updates, staffing logs, and win-loss records) is flawless.
- Cross-Practice Coordination: Act as the primary operational point of contact facilitating communications between practice technical leaders and the BFSI vertical business unit.
2. Presales Enablement & Bid Management
- RFP/RFI Leadership: Quarterback the end-to-end response process for RFPs, RFIs, and RFQs. Coordinate with Practice Heads to gather technical estimates, architecture diagrams, and case studies, translating them into cohesive, winning proposals.
- Executive Presentation Design: Design, write, and refine high-impact, client-ready pitch decks, capability presentations, and workshop materials for executive clients within the BFSI domain.
- Solution Structuring Support: Help translate complex technical solutions (involving AI/ML, data pipelines, and cloud application engineering) into clear, business-value-driven narratives tailored to financial institutions.
- Collateral Asset Library: Build and maintain a reusable repository of capability decks, boilerplate answers, architecture templates, and case studies.
3. Inbound Lead & Pipeline Management (20%)
- Triage & Qualification: Serve as the initial gatekeeper for all inbound leads. Evaluate incoming opportunities against our qualifying criteria (deal size, technical alignment, and strategic value).
- Lead Routing: Rapidly route qualified inbound leads to the appropriate sales executive or practice lead, ensuring extremely fast response times.
- Metrics & Reporting: Monitor conversion rates of inbound leads, preparing weekly and monthly pipeline health reports for the BFSI and practice leadership teams.
Required Skills & Experience
Experience:
- 12–16 years of experience in Sales Operations, Presales, Bid Management, or Business Analysis within a technology consulting, professional services, or IT services firm.
- Experience working directly with or within the BFSI vertical is highly preferred.
- Broad understanding of high-level concepts across Data Science (AI/ML), Data Engineering (Cloud/Data Warehousing), and Digital Engineering (App Dev/API Integration).
Core Competencies:
- Operational Rigor: Strong project management skills; ability to manage complex staffing sheets, project schedules, and cross-functional teams under tight deadlines.
- Executive Communication: Exceptional written and verbal communication skills. You must be able to write clearly and design presentations that resonate with executive-level corporate buyers.
- Collaboration: A natural relationship builder who can exert influence without direct authority across busy technical practice leads and highly demanding sales leaders.
- Tool Proficiency: Mastery of presentation tools (PowerPoint/Google Slides), CRM platforms (Salesforce/HubSpot), and project/resource management software (Jira, or similar RM tools).
What We Offer
- A highly visible role with direct exposure to executive and practice leadership.
- The opportunity to shape a critical, evolving cross-practice operational function.
- A dynamic, collaborative culture at the intersection of cutting-edge technology and enterprise finance.
