Presales Manager

Position

Pre-Sales Manager

Experience

5-12 Years

Grade

T3XX - Senior Manager / AVP

Location

Mumbai/ Chennai

About FuEL

FuEL is Intellect's Flagship program designed to develop the next generation of transformation leaders for the global Fintech/Insuretech industry.

Created for high-potential professionals, the program equips participants to move beyond operational excellence and become trusted advisors who help financial institutions reimagine business models, accelerate digital & AI transformation and deliver exceptional customer experiences.

Your journey begins with an immersive four-week learning experience covering Digital Transformation, Product Immersion, Design Thinking and AI-led Banking Innovation. You'll gain deep exposure to Intellect's award-winning banking platforms across Consumer Banking, Corporate Banking, Transaction Banking, Capital Markets, Wealth and Insurance, while working alongside some of the industry's foremost banking, product and technology experts.

Explore more at: www.intellectdesign.com

The Opportunity

The best presales leaders don't just respond to RFPs—they shape how clients think about their business challenges before a competitive process even begins. This role is for that kind of leader.

As Presales Manager, you will own the solutioning agenda across complex, high-value deal pursuits—bringing together deep banking domain expertise, strategic thinking, consultative selling, and genuine individual and integrated product mastery to drive measurable customer value and win business that matters. You will be leading efforts to drive new sales, cross sell, and upsell at Intellect’s Key relationships engaging at the CXO level and solution with authority, and build the presales capability that turns market opportunities into signed engagements.

You will engage with business leaders across Retail Banking, Wholesale Banking, Transaction Banking, Payments, Lending, Treasury, and Wealth Management to understand strategic objectives, diagnose business challenges, and translate them into differentiated transformation opportunities.

The role requires the ability to ask the right questions, challenge conventional thinking, bring external market perspectives, and guide customers from problem identification to solution vision.

You should be comfortable in working in a networked org design and in taking ownership of the outcome therefore to pool the best resources and solution that OneIntellect has to offer to its customers. This is a role for someone who is as comfortable in a boardroom solutioning session as they are shaping product strategy conversations with internal roadmap teams.

Role Definition

The Pre-Sales Manager primarily drives the early-stage sales cycle by actively shaping and qualifying pipeline opportunities through discovery and validation. They are responsible for translating customer requirements into compelling value propositions and demonstrating product value, while providing critical support in later pipeline stages to convert opportunities into successful deals.

Key Responsibilities

1. Prospect Understanding
Engage with banking executives, business heads, product owners, and operations leaders to understand strategic priorities. Analyse banking business models, revenue drivers, operational challenges, and competitive pressures. Translate market trends into actionable transformation opportunities. Actively validate critical deal qualifiers—including Need/Problem, Decision Makers, Customer’s Timeline, Customer’s Budget runway, and Proposal intent to successfully graduate opportunities.

2. Consultative Value Selling
Create Business Value to shape opportunities, influence decisions and improve win probability. Ability to articulate measurable business outcomes, ROI, and value propositions aligned to customer objectives. Help banks rethink customer journeys, operating models, and product strategies.

3. Product Demonstrations and Client Workshops
Conduct high-quality product demonstrations, discovery workshops, proof-of-concept sessions, technical presentations, and solution walkthroughs for prospective clients aligned to their business needs. Ensure demo is aligned to use cases to prospect’s requirements and perform Demo Diagnostic

4. RFP/RFI and Bid Support
Lead responses to RFPs, RFIs, questionnaires, and proposal documents. Ensure that responses are accurate, complete, compelling, and aligned with the customer’s stated requirements.

5. Solutioning and Proposal Development
Design tailored high quality solution propositions using the company’s product capabilities, platform strengths, implementation approach, and domain expertise. Support the creation of scope documents, solution architecture inputs, effort estimates, implementation plans, timelines, assumptions, exclusions, and commercial inputs. Ensure that the proposed solution is practical, differentiated, and aligned to the customer’s needs.

6. Coordination with Product, Engineering and Delivery Teams
Work closely with Product, Engineering, Architecture, Delivery, Implementation, and Support teams to validate solution feasibility, effort assumptions, customisation needs, integration approach, dependencies, and delivery risks.

7. Sales Enablement
Equip the Sales team with product collateral, demo scripts, solution notes, competitive insights, objection-handling points, customer-specific messaging, and proof points to support effective selling.

8. Market and Customer Feedback Loop
Capture feedback from prospects, clients, partners, competitive situations, demonstrations, and RFPs, and share structured insights with Product teams for roadmap, positioning, and solution improvement.

9. Deal Conversion Support
Actively drive the early-stage sales cycle by shaping and graduating qualified opportunities. Act as a bridge between Sales, Product, and Delivery to ensure that the proposed solution is credible, client-specific, implementable, and capable of supporting successful deal closure.

10. Knowledge Management
Maintain updated value proposition product decks, reusable proposal content, case studies, standard responses, FAQs, and solution artefacts to improve pre-sales productivity and consistency.

11. Transition to Delivery
Support the handover from Sales to Delivery after deal closure by ensuring that the agreed scope, solution commitments, assumptions, risks, and client expectations are clearly documented and communicated.

Experience & Qualifications

 Extensive experience in the BFSI industry, with a strong track record in Presales, Solution Consulting, Product Consulting, or other customer-facing roles within banking, financial services, or fintech organizations.

 Deep domain expertise in one or more banking business areas, with the ability to understand customer needs, analyse business challenges, and design differentiated, practical, and commercially viable solution propositions.

 Proven experience leading complex sales pursuits, including customer discovery, executive workshops, product demonstrations and proof-of-concept engagements.

 Demonstrated ability to articulate product value, competitive differentiation, implementation strategy, and business outcomes, translating product capabilities into compelling customer-specific solutions.

 Strong commercial acumen with experience preparing solution proposals, scope documents, effort estimates, implementation plans, commercial inputs, and customer-facing collateral to support strategic business opportunities.

 Exceptional stakeholder management and communication skills, with the ability to engage and influence CXOs, business leaders, technical teams, partners, and cross-functional stakeholders across the sales lifecycle.

 Demonstrated ability to capture customer feedback, competitive intelligence, market trends, and emerging industry insights, leveraging them to strengthen product positioning, solution offerings, and continuous improvement.

 Proven success in enabling high-performing sales organizations through reusable solution assets, demo environments, knowledge repositories, and best practices, while ensuring a seamless transition from Sales to Delivery and consistently driving successful customer outcomes.

Why This Role

You will be operating at the forefront of banking transformation—where market strategy meets client needs, and where the quality of solutioning directly influences business success. You will have the opportunity, authority, and mandate to build a high-performing presales function that not only nurtures opportunities but also helps create them. If you're looking for a senior leadership role where your expertise, customer relationships, and strategic judgment can shape outcomes and drive meaningful business impact, this is the opportunity.