Sr. Solution Architect (ESM Presales)

Visionet Systems Inc.; Gurugram District; On-site; INR 2,500,000 - 3,800,000; Full time

Job summary

Visionet Systems Inc. is seeking a seasoned presales professional to own end-to-end ESM solutioning. You will craft responses to RFIs/RFPs, run discovery workshops, and lead capability demonstrations for business and technical stakeholders up to CXO level.

You will design engagement models for assessments, migrations, and AMS, while coordinating with sales and delivery teams on licensing and SKUs. The role requires strong storytelling in PowerPoint, solid Excel modelling, and deep knowledge of

Qualifications

• Translate business requirements into end-to-end ESM solutions.
• Estimate effort, size engagements, and price proposals.
• Write winning proposals and SOWs with clear executive summaries.
• Lead orals, solution defense, and handling objections.
• Understand multiple ServiceNow workflows and licensing packaging.
• Position GenAI/AI opportunities within the platform.

Responsibilities

• Own end-to-end solutioning for ESM opportunities from discovery to defense.
• Respond to RFIs/RFPs with structured functional/technical responses.
• Lead discovery workshops and prepare discovery questionnaires.
• Deliver capability presentations, product demos and walkthroughs to stakeholders up to CXO level.
• Design delivery and resourcing models for assessments, implementations and AMS.
• Collaborate with Sales, Delivery, and partners on licensing and SKUs.
• Create reusable presales assets and hand over to delivery teams.

Skills

End-to-end presales

Requirement analysis

Proposal writing

Executive storytelling

Stakeholder management

Workshop facilitation

Tools

ServiceNow ITSM

Jira Service Management

Confluence

Licensing & SKUs

Excel modelling

Job description

Job Description

• a. Own the end-to-end solutioning for ESM opportunities – from discovery and requirement analysis through solution design, effort sizing, pricing, proposal and solution defense
• b. Respond to RFIs, RFPs and BAFOs with clear, well-structured functional and technical responses, assumptions, scope and SOWs
• c. Lead discovery workshops and prepare questionnaires to uncover customer pain points, current-state maturity and target outcomes
• d. Build and present capability presentations, product demos and solution walkthroughs to business and technical stakeholders, up to CXO level
• e. Design delivery and resourcing models for assessments, implementations, migrations and managed services (AMS) engagements
• f. Work with sales, delivery and ServiceNow / Atlassian partner teams on licensing, SKU mapping and joint pursuits
• g. Create and maintain reusable presales assets – proposal content, estimation templates, case studies and one-sliders
• h. Provide a detailed handover to the delivery team and act as functional & technical consultant through the sales/contract cycle
• i. Travel to international or domestic customer locations as per business requirements

Required Skills & Expertise

• i. Proven ability to translate business requirements into end-to-end ESM solutions and articulate the business value
• ii. Strong skills in effort estimation, resource loading, Gantt/plan creation and pricing across fixed-price, T&M and managed services models
• iii. Experience writing winning proposals, executive summaries and SOWs, with sharp storytelling in PowerPoint and solid modelling in Excel
• iv. Confidence in leading orals, solution defense and objection handling with customers and advisors
• b. Platform & Technology
  • i. Strong functional knowledge of ServiceNow® ITSM, plus working knowledge of at least two other workflows – ITOM, ITAM/HAM/SAM, HRSD & Employee Center, IRM, Security Operations, CSM or App Engine
  • ii. Good understanding of ServiceNow® licensing, SKUs and packaging to map products to customer scope
  • iii. Working knowledge of Atlassian® Jira Service Management and Confluence, and of tool migrations to ServiceNow® or JSM
  • iv. Awareness of GenAI / Agentic AI on the platform (Now Assist, Virtual Agent, AIOps) and the ability to position realistic use cases
  • v. Understanding of integration, automation and platform governance concepts (Integration Hub, upgrades, configuration vs customization)
• c. Professional Skills
  • i. Excellent written and verbal English communication, including business writing and the ability to explain technical concepts in non-technical language
  • ii. Strong customer orientation and ability to work with all levels of client and internal stakeholders
  • iii. Analytical problem-solver with a passion for designing creative solutions
  • iv. Close attention to detail and accuracy; deadline driven and results oriented, able to manage multiple bids in parallel
  • v. Ability to organize, delegate and leverage support from other parts of the organization
  • vi. Flexible attitude and comfort working in a fast-changing environment as part of the driving force behind change

Qualifications & Experience

• a. 8 – 10 years of IT experience, of which at least 5 – 7 years in presales for IT / Enterprise Service Management
• b. Hands-on delivery or operational experience on ServiceNow® (preferred) or similar tools such as Jira Service Management, BMC Remedy® or Cherwell®

Good to Have

• a. ServiceNow® certifications – CSA and one or more CIS (ITSM, HRSD, IRM, ITOM, etc.)
• b. SIAM Foundation / Professional certification; ITIL® 4 Managing Professional or Strategic Leader
• c. Exposure to Agile, Design Thinking or TOGAF® methodologies
• e. Industry experience in Retail, Healthcare & Life Sciences or BFSI