Lead Pre sales - Techno Commercial (Proposal)

Head Presales (Techno-Commercial)

Location: Deccan Gymkhana, Pune
Experience: Minimum 10–12 Years
Department: Sales / Business Development
Industry Preference: Manufacturing / Industrial Automation / Engineering Services / Technical Training & Skill Development

About SkillSonics

SkillSonics is a leading impact-oriented social enterprise delivering skills training globally, with a focus on empowering individuals and creating sustainable livelihoods. The organization designs and executes labour-market-relevant vocational and professional training based on Swiss training methodologies and provides end-to-end skill development solutions covering planning, design, recruitment, training, certification, placement, and management of training institutions.

Job Summary

We are looking for an experienced and commercially strong Head – Presales (Techno-Commercial) to lead the organization's presales function and drive the development of technically sound, commercially competitive, and customer-focused solutions.

The incumbent will be responsible for managing the complete presales lifecycle—from understanding customer requirements and solution conceptualization to costing, pricing, proposal development, RFQ/RFP/tender management, commercial negotiations, and handover of won opportunities to the execution team.

The role requires a strong combination of technical understanding, commercial acumen, solutioning capability, leadership skills, client management, and cross-functional coordination. The Head – Presales will work closely with Business Development/Sales, Operations, Technical, Finance, Procurement, and senior management to improve proposal quality, commercial viability, and conversion of business opportunities.

Key Responsibilities

Presales Strategy & Leadership

• Lead and manage the overall techno-commercial presales function.
• Develop and implement presales strategies aligned with the organization's business and revenue objectives.
• Guide the presales team in preparing high-quality technical and commercial proposals.
• Establish standardized processes, templates, costing models, pricing frameworks, and proposal review mechanisms.
• Prioritize opportunities and ensure effective utilization of presales resources.
• Mentor and develop team members to strengthen technical, commercial, and proposal-development capabilities.

Solution Development & Proposal Management

• Understand complex client requirements and translate them into appropriate technical and commercial solutions.
• Lead the preparation and review of detailed technical proposals, commercial proposals, quotations, presentations, and solution documents.
• Take ownership of RFQs, RFPs, EOIs and tender submissions from receipt through final submission.
• Review scope of work, technical specifications, deliverables, timelines, contractual requirements, and commercial conditions.
• Ensure proposals clearly communicate the organization's value proposition and meet customer requirements.
• Conduct final quality reviews before submission of major proposals and bids.

Costing, Pricing & Commercial Management

• Lead detailed project costing and pricing exercises in coordination with relevant internal stakeholders.
• Develop commercially competitive pricing while ensuring required organizational margins and project viability.
• Review manpower costs, operational costs, procurement requirements, logistics, overheads, taxes, contingencies, and other commercial components.
• Conduct commercial risk assessments before submission of major proposals.
• Review payment terms, contractual obligations, penalties, warranties, commercial assumptions, and other key terms.
• Maintain pricing discipline and ensure appropriate internal approvals for commercial proposals.

Client Engagement & Commercial Negotiation

• Participate in client meetings, technical discussions, solution presentations, and commercial negotiations.
• Act as a senior presales interface for key customers and strategic opportunities.
• Clarify technical and commercial queries raised by clients during the evaluation process.
• Support the Business Development/Sales team during negotiations and closure of opportunities.
• Build strong relationships with client stakeholders and understand their technical, operational, and commercial requirements.

Cross-Functional Coordination

• Collaborate closely with Business Development/Sales, Operations, Technical, Finance, Procurement, and other internal teams.
• Obtain accurate technical, operational, costing, and commercial inputs required for proposals.
• Coordinate internal reviews and approvals for strategic or high-value proposals.
• Ensure proper handover of successful proposals to the project/operations team, including committed scope, commercials, assumptions, timelines, and deliverables.
• Identify potential delivery or commercial risks during the presales stage and ensure they are addressed before final commitment.

Tender / RFQ / RFP Management

• Lead end-to-end management of RFQs, RFPs, tenders, and other formal business opportunities.
• Review tender eligibility, technical specifications, scope, commercial terms, and documentation requirements.
• Ensure timely and compliant submission of all required technical and commercial documents.
• Coordinate responses to client clarifications and participate in pre-bid and post-bid discussions where required.
• Maintain a structured repository of submitted proposals, tenders, quotations, and supporting documents.

MIS, Pipeline & Performance Management

• Maintain visibility of the presales pipeline, proposal status, submission deadlines, commercial values, and outcomes.
• Track proposal conversion/win rates and identify reasons for wins and losses.
• Develop and monitor key presales performance indicators.
• Provide regular MIS and business updates to senior management.
• Maintain historical costing, pricing, proposal, and competitor information to improve future commercial decisions.

Required Skills

• Strong techno-commercial and solution-development expertise.
• Extensive experience in preparing and reviewing complex quotations and commercial proposals.
• Strong knowledge of costing, pricing, margin analysis, and commercial structuring.
• Proven experience handling RFQs, RFPs, tenders, and large proposals.
• Strong commercial negotiation and client-facing capabilities.
• Ability to understand technical requirements and convert them into commercially viable solutions.
• Strong leadership and team-management skills.
• Excellent stakeholder and cross-functional management capabilities.
• Strong analytical, problem-solving, and decision-making abilities.
• Excellent written and verbal communication and presentation skills.
• Advanced proficiency in Microsoft Excel, Word, and PowerPoint.
• Ability to manage multiple high-value opportunities and strict submission deadlines simultaneously.
• High attention to detail and documentation accuracy.

Qualification

• Bachelor's Degree in Engineering – Mechanical / Electrical / Electronics / Mechatronics / Industrial Engineering or related technical discipline.
• MBA / PGDM in Marketing, Finance, Operations, or Business Management will be an added advantage.

Experience

• Minimum 10–12 years of overall relevant experience in techno-commercial presales, solutioning, proposal management, tendering, costing, pricing, or related functions.
• Prior experience in manufacturing, industrial automation, engineering services, technical services, industrial training, or skill-development solutions is preferred.
• Experience independently managing large and complex RFQs/RFPs/tenders and commercial proposals.
• Demonstrated experience in client presentations and commercial negotiations.
• Experience leading or mentoring a presales/proposal/techno-commercial team is strongly preferred.
• Exposure to working with senior management and multiple internal and external stakeholders is essential.

Key Competencies

Presales Leadership | Techno-Commercial Solutioning | Costing & Pricing | RFQ/RFP/Tender Management | Proposal Strategy | Commercial Negotiation | Client Relationship Management | Margin & Commercial Analysis | Stakeholder Management | Team Leadership | Business Acumen | MIS & Reporting | Strategic Thinking