Senior Executive - Presales

TO THE NEW; Dadri; Hybrid; INR 1,200,000 - 1,800,000; Full time

Job summary

TO THE NEW is seeking a GTM Analyst - Market Research & Insights (5-10 years) to support GTM, presales and bid teams with structured market, customer and competitive insights for RFPs, proposals and go-to-market initiatives. The role sits within the presales team and works closely with Business Unit Heads, solution architects, sales and senior management to sharpen GTM strategies and deal positioning.

You will produce insight packs and databacked content while tracking deal outcomes to improve

Qualifications

• 5–10 years of experience in market research, consulting, business analysis or strategy.
• Experience in desk research, competitive analysis and synthesising insights for outputs (slides, briefs, notes).
• Exposure to proposal processes and enterprise sales cycles is a strong plus.
• Proven ability to work with cross-functional teams (sales, presales, delivery, marketing, finance).
• Strong writing and storytelling abilities with ability to present insights clearly.

Responsibilities

• Conduct secondary research on target accounts, industries and geographies for RFPs and GTM plans.
• Build and maintain competitor profiles including offerings, pricing signals and differentiators.
• Analyse RFPs/RFIs to map needs to GTM strategy and value propositions.
• Create insight packs: market snapshots, stakeholder maps and buyer personas.
• Support quantitative analysis: market sizing, TAM/SAM/SOM and basic pricing analysis.
• Refine win themes and proof points with solution architects and sales.
• Draft databacked content for proposals and GTM collateral.
• Maintain reusable GTM knowledge assets like battle cards and case studies.
• Track deal outcomes to derive win/lose patterns for future bids.
• Collaborate with marketing to align thought leadership and campaigns with GTM insights.

Skills

Market research

Competitive analysis

Stakeholder management

Excel/Sheets

PowerPoint

Quantitative analysis

Storytelling

Tools

LinkedIn

Company databases

Industry reports

Paid intel tools

Job description

Job Summary:

We are looking for a GTM Analyst - Market Research & Insights (5-10 years) to support our GTM, presales and bid teams with structured market, customer and competitive insights for RFPs, proactive proposals and gotomarket initiatives. The role sits within the presales team and works closely with Business Unit Heads, competency owners, solution architects, sales and senior management to sharpen GTM strategies and deal positioning

What you'll do:

• Conduct secondary research on target accounts, industries and geographies to provide context, trends and benchmarks for RFPs, proposals and GTM plans.
• Build and maintain competitor profiles: offerings, positioning, pricing signals, win themes, differentiators and recent deals relevant to our GTM focus areas.
• Analyse RFPs/RFIs to extract business drivers, buying criteria and implicit needs, and map them to our GTM strategy and value propositions.
• Create insight packs for pursuits: market snapshots, customer landscape, stakeholder maps, SWOT, buyer personas, typical decision process and GTM implications.
• Support presales and sales with quantitative analysis: market sizing, opportunity assessment, TAM/SAM/SOM, basic financial and pricing analysis.
• Work with solution architects and sales to refine win themes, value propositions and proof points based on market and competitive intelligence.
• Draft databacked content for proposals, GTM presentations and sales collateral: industry trends, business case inputs, ROI models, benchmark data (using public sources or internal case studies).
• Maintain reusable GTM knowledge assets: sector playbooks, battle cards, case study libraries, standard statistics and reference data.
• Track and report on deal outcomes to derive patterns on why we win/lose; feed insights back into future bids and GTM strategies.
• Collaborate with marketing to align thought leadership, campaigns and sales collateral with deallevel and GTM insights.
• Ensure all research follows compliance, confidentiality and citation standards.

What you need:

• 5-10 years of experience in market research, consulting, business analysis, or strategy roles, preferably in IT/technology services or SaaS.
• Demonstrated experience in desk research, competitive analysis, and synthesising insights into executiveready outputs (slides, briefs, notes).
• Exposure to proposal processes; understanding of enterprise sales cycles and GTM motions is a strong plus.
• Experience working with crossfunctional teams (sales, presales, delivery, marketing, finance).
• Skills and competencies: Strong research and analytical skills; ability to work with both qualitative and quantitative data.
• Excellent business writing and storytelling skills; able to convert analysis into clear narratives and visuals.
• Good understanding of technology and digital/IT services landscape (cloud, data, apps, integrations, etc.) or willingness to ramp up quickly.
• Proficiency with Excel/Sheets (models, basic analytics) and PowerPoint/Slides (storyboarding, visualisation).
• Familiarity with research and intelligence tools (e.g., LinkedIn, company databases, industry reports); experience with any paid intel tools is a plus.
• High attention to detail, strong organisation and ability to support multiple bids and GTM initiatives in parallel under tight timelines.
• Stakeholder management skills; comfortable working closely with senior sales leaders and SMEs.