Pre - Sales Solution Consultant

We are hiring a techno-functional Pre-Sales Solution Consultant to turn customer problems into clear, winnable solutions across both our business lines. You will own the pre-sales cycle end-to-end: discovery, solution design, documentation, demos, POCs, and a clean handover to delivery. The role suits someone equally comfortable in a customer workshop, a technical deep dive with engineers, and a commercial discussion with sales. You will work on both software deals (AI platforms, integrations, and SaaS) and hardware-led deals (drones, robotics, cameras, and field deployments).

The core responsibilities for the job include the following:

Discovery and Solution Design:

• Lead discovery calls, requirement workshops, and site assessments to understand customer business, technical, and operational needs.
• Translate requirements into solution architectures covering software, integrations, hardware, connectivity, and deployment models.
• For surveillance and drone/robotics opportunities, assess site conditions, coverage needs, camera and device counts, network and power requirements, and regulatory constraints.

Pre-Sales Documentation:

• Prepare MNDAs, RFP/RFI responses, proposals, SOWs, solution documents, bills of materials (BOMs), and presentations from scratch.
• Respond to government and PSU tenders, including technical compliance matrices, pre-bid queries, and bid documentation, where applicable.
• Maintain a reusable library of solution templates, case studies, and response content. Demos, POCs, and pilots.
• Deliver product demos and customer presentations, both remote and on-site.
• Define POC/pilot scope, success criteria, assumptions, and dependencies with internal teams.
• Coordinate field trials and pilot deployments for hardware-led solutions.

Commercials and Estimation:

• Support solution costing, effort estimation, BOM pricing, and commercial inputs with Sales and Delivery.
• Work with OEMs, hardware vendors, and partners on quotes, specifications, and lead times.

Collaboration and Handover:

• Work closely with Sales, Product, Engineering, and Delivery to ensure accurate, consistent customer responses.
• Support implementation within the agreed scope, wherever needed.
• Ensure a smooth, well-documented handover from pre-sales to delivery.
• Share customer and market feedback with Product to shape the roadmap.

Requirements:

• 4-8 years of experience in pre-sales, solution consulting, solution architecture, business analysis, or a similar role.
• A proven record of preparing RFP/RFI responses, proposals, SOWs, MNDAs/NDAs, and commercial documentation from scratch.
• Strong techno-functional understanding: able to discuss business outcomes with CXOs and architecture with engineers.
• Experience in a startup or fast-paced technology company.
• Excellent written and verbal communication, documentation, and PowerPoint skills.
• Structured thinking for effort estimation, costing, and scope definition.
• Adaptable and hands-on, with end-to-end ownership of opportunities.
• Willing to travel for customer meetings, site surveys, demos, and pilots.
• Domain Knowledge: Candidates should bring strong working knowledge of at least one track below, plus the willingness to learn the other.

Track A: Enterprise AI Software:

• Voice AI, Conversational AI, GenAI/LLMs, RAG, and AI agents.
• Speech-to-text (STT), text-to-speech (TTS), and telephony (SIP, IVR, cloud contact center platforms).
• CRM and dialer integrations, REST APIs, webhooks, and data flows.
• Cloud deployment models (SaaS, private cloud, on-premises) and basic security and compliance requirements (e. g., GDPR, DPDP Act).

Track B: Drones, Robotics, and Surveillance:

• CCTV and IP camera systems, VMS, NVR and storage sizing, and AI video analytics (ANPR, face recognition, intrusion, and crowd detection).
• Drone platforms, payloads (EO/IR, thermal, and LiDAR), and use cases such as inspection, mapping, security, and emergency response.
• Robotics and automation for security patrol, industrial inspection, or warehousing.
• Network design for large deployments: fiber, wireless, 4G/5G, edge computing, and command and control centers.
• Indian regulatory frameworks, including DGCA Drone Rules 2021 and Digital Sky, and government procurement via GeM and tenders.

Good to Have:

• Exposure to contact center or BPO environments.
• Experience with government, PSU, smart city, public safety, or defense projects.
• Experience working with hardware OEMs, system integrators, or channel partners.
• A DGCA Remote Pilot Certificate, or hands-on experience operating drones.
• Certifications such as AWS/Azure Solutions Architect, TOGAF, CBAP, or PMP.
• Proficiency in Hindi, Bengali, or Nepali for customer engagement in East and Northeast India.