Head Presales

Tata Consultancy Services; Bengaluru; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

Tata Consultancy Services in Bengaluru seeks an experienced presales leader with 15+ years in IT services, digital transformation, and Salesforce, capable of guiding large-scale solutioning and bid management.

You will own solutioning, estimation, proposal development, and client presentations for strategic opportunities, working with Sales, Delivery, Practice, and Alliances to shape winning outcomes.

Qualifications

• 15+ years of IT services and digital transformation experience.
• Lead end-to-end presales for Salesforce and digital transformation.
• Own solutioning, estimation, proposals, and client presentations.

Responsibilities

• Lead the Presales Function for Salesforce, AI, Cloud, and Digital Transformation opportunities.
• Own solution strategy for strategic and large transformation pursuits.
• Drive proposal development, bid management, and solution governance.
• Work closely with sales teams to qualify and shape opportunities.
• Conduct customer workshops, discovery sessions, and executive briefings.
• Build solution roadmaps aligned with customer business objectives.
• Provide effort estimation, staffing models, and delivery approaches.
• Lead customer presentations, demos, and solution defense sessions.
• Collaborate with delivery teams to ensure proposed solutions are executable.
• Manage presales KPIs, win-rate improvement initiatives, and knowledge repositories.
• Mentor and develop solution architects, presales consultants, and bid managers.

Skills

Presales Leadership

Solutioning

Proposal Development

Stakeholder Management

Executive Communication

Bid Governance

Deal Shaping

RFP/RFI/RFQ

Customer Workshops

Staffing Models

Tools

Salesforce

Service Cloud

Experience Cloud

Data Cloud

Revenue Cloud

Industry Clouds

Job description

Candidate must have 15+ years of experience in IT Services, Digital Transformation, Salesforce Consulting, and Presales, with proven expertise in leading large-scale solutioning and bid management functions.

Required Skills & Experience

• Lead and manage the end-to-end presales function for Salesforce and Digital Transformation opportunities.
• Own solutioning, estimation, proposal development, and client presentations for strategic opportunities.
• Collaborate with Sales, Delivery, Practice, and Alliance teams to build winning solutions.
• Drive RFP, RFI, RFQ, and proactive proposal responses.
• Strong expertise in:
• Digital Transformation
• CRM Solutions
• AI & Automation Solutions
• Data & Analytics
• Experience creating:
• Statement of Work (SOW)
• Roadmaps
• Transition Plans
• Transformation Proposals
• Strong understanding of:
• Delivery Models
• Managed Services
• Application Development
• Experience in:
• Opportunity Qualification
• Deal Shaping
• Deal Reviews
• Bid Governance
• Commercial Negotiations
• Ability to present solutions to:
• CXOs
• Business Stakeholders
• Procurement Teams
• Strong understanding of:
• Service Cloud
• Experience Cloud
• Data Cloud
• Agentforce
• Revenue Cloud
• Industry Clouds
• Experience working with Global Delivery Models.
• Strong financial and commercial acumen.
• Ability to build and mentor high-performing presales teams.
• Strong stakeholder management and executive communication skills.

Key Responsibilities*

• Lead the Presales Function for Salesforce, AI, Cloud, and Digital Transformation opportunities.
• Own solution strategy for strategic and large transformation pursuits.
• Drive proposal development, bid management, and solution governance.
• Work closely with sales teams to qualify and shape opportunities.
• Conduct customer workshops, discovery sessions, and executive briefings.
• Build solution roadmaps aligned with customer business objectives.
• Provide effort estimation, staffing models, and delivery approaches.
• Lead customer presentations, demos, and solution defense sessions.
• Collaborate with delivery teams to ensure proposed solutions are executable.
• Manage presales KPIs, win-rate improvement initiatives, and knowledge repositories.
• Mentor and develop solution architects, presales consultants, and bid managers.