Senior Relationship Manager

About Intellect Design Arena Ltd. – A Global Enterprise Fintech Leader Driven by Purpose. Delivered Through Innovation. A global enterprise fintech leader helping financial institutions simplify complexity, modernize faster and create meaningful customer values. At Intellect Design Arena, we are redefining the future of banking through intelligent technology, design-led thinking, and AI-powered innovation. As a global enterprise fintech leader, Intellect partners with over 500 financial institutions across 90+ countries, enabling them to simplify complexity, accelerate transformation, and deliver superior customer experiences. With a portfolio spanning Global Transaction Banking, Consumer Banking, Retail Banking, Insurance, and AI-powered platforms, Intellect combines the agility of a startup with the scale and maturity of a global product organization. Our strength lies in our ability to continuously reinvent ourselves. Powered by over 1,200 highly skilled engineers, domain experts, architects, and product specialists, we leverage Design Thinking, First Principles Thinking, and Artificial Intelligence to build the next generation of financial technology platforms. As AI becomes foundational to every aspect of software engineering, Intellect is committed to building leaner, smarter, and highly productive teams where AI-driven automation, quality intelligence, and engineering excellence are embedded into the software lifecycle. Explore more at: www.intellectdesign.com

The Opportunity Role-Presales Specialist Grade-AVP/Senior Manager/VP Location-Mumbai Exp-7-12 The best presales leaders 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. Analyze 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, customization 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, proof-of-concept engagements, and high-quality responses to RFPs, RFIs, and proposals. ● Strong understanding of banking business processes, technology platforms, enterprise solution architecture, integration approaches, regulatory considerations, and implementation methodologies. ● Demonstrated ability to articulate product value, competitive differentiation, implementation strategy, and business outcomes, translating product capabilities into compelling customer-specific solutions. ● Experience collaborating effectively with Sales, Product, Engineering, Architecture, Delivery, Implementation, and Support teams to validate solution feasibility, define scope, mitigate delivery risks, and support successful deal closure. ● 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.