Presales Associate Manager

Thence Digital; Bengaluru; On-site; INR 2,000,000 - 3,000,000; Full time

Job summary

A leading IT services firm is looking for a knowledgeable Presales Associate Manager to facilitate client engagement and manage bid lifecycles. The ideal candidate will have 5-10 years of experience in presales, with strong skills in bid management and pricing strategy. This role demands effective communication and leadership abilities. As part of a growing team, you'll play a critical role in the company's international growth strategy and may have the chance for a Partner role within 1.5–2 years based on results.

Qualifications

• 5-10 years of experience in Presales, Bid Management, or Solutions Consulting.
• Proven handling of large-scale RFPs/RFIs and multi-million-dollar deals.
• Expertise in pricing models and financial planning.

Responsibilities

• Lead client conversations and conduct detailed discovery workshops.
• Manage complete bid lifecycles and create structured proposals.
• Own pricing strategy and build detailed price models.

Skills

Presales

Bid Management

Pricing Strategy

Solution Design

Communication

Leadership

Education

Bachelor’s degree in Business, Technology, Engineering, or related fields

Job description

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Overview

We are looking for a highly experienced and strategically strong Pre-Sales Manager to join our team. The ideal candidate will bring deep expertise across presales, bid management, pricing strategy, and solution & proposal design, acting as the strategic link between client needs and our delivery capabilities. This role requires exceptional communication, strong commercial acumen, and the ability to drive complex pursuits from discovery to deal closure.

Key Responsibilities

Prospect Engagement & Requirements Discovery

• Lead client conversations as the primary solution and technical contact for prospective engagements.
• Conduct detailed discovery workshops to understand business challenges, technical landscapes, and expectations across IT, BFSI, Manufacturing, and similar domains.
• Translate ambiguous client inputs into structured requirements, ensuring clarity and alignment across internal teams.
• Work closely with Delivery, Engineering, and Domain SMEs to craft scalable, high-quality solutions.
• Drive solutioning for large-scale RFIs/RFPs, ensuring alignment with client expectations and organizational capabilities.
• Lead end-to-end effort estimation, resource planning, and timeline definition using industry-standard methodologies (Agile/Waterfall).
• Apply experience across pricing models—Fixed Price, T&M, ARC/RRC—while optimizing solution cost structures.

Bid & Proposal Management

• Manage complete bid lifecycles for small to multi-million-dollar opportunities, ensuring strategy, structure, and compliance.
• Define win themes, value propositions, and competitive messaging in collaboration with leadership and cross-functional teams.
• Create well-structured proposals, commercial documentation, and executive-ready presentations.
• Review contracts, identify risks, and ensure all submissions meet compliance requirements.

Pricing & Commercial Strategy

• Own pricing strategy, coordinating with Finance and Delivery to develop commercially viable and competitive proposals.
• Build detailed price models that factor effort, risks, service models, and profitability.
• Present solutions and commercial constructs confidently to senior client stakeholders.
• Manage the full pre-sales pipeline, driving each opportunity from qualification through proposal submission and negotiation.
• Maintain accurate activity tracking in CRM and ensure timely follow-ups throughout the deal cycle.
• Interface with executives, cross-functional leaders, and global delivery teams to ensure seamless pursuit execution.
• Mitigate risks and ensure internal alignment on scope, solution, and delivery commitments.

Qualifications

Required Experience

• 5-10 years of experience in Presales, Bid Management, Program/Project Delivery, or Solutions Consulting.
• Proven experience handling large-scale RFPs/RFIs, multi-million-dollar deals, and complex solution constructs.
• Strong understanding of pricing models (Fixed Bid, T&M, ARC/RRC), financial planning, and cost optimization.
• Ability to simplify and communicate complex technical solutions to senior non-technical stakeholders.
• Expertise in proposal creation, pursuit strategy, risk identification, and executive communication.
• Strong leadership skills with experience collaborating across cross-functional and global delivery teams.

Education

• Bachelor’s degree in Business, Technology, Engineering, or related fields.

About Thence Digital

At Thence Digital, we are a Product Innovation & IT Services firm specializing in product design, engineering, and end-to-end product management. We partner with global enterprises, startups, and scale-ups to craft scalable, user-centric, and impactful digital solutions. As we expand globally, we are building a team of high-performing leaders who can accelerate our growth.

This role plays a critical part in our international growth strategy. High-performing individuals may be considered for a Partner role within 1.5–2 years based on performance and impact.

Seniority level

Mid-Senior level

Employment type

Full-time

Industries

IT Services and IT Consulting

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