Oracle Presales Lead

We are seeking a high-impact Oracle PreSales Lead to anchor our Oracle Practices end-to-end presales, solutioning, and dealshaping efforts across Oracle Fusion SaaS, Oracle EBS and Oracle Cloud Infrastructure (OCI) and any related Oracle Tech Stack. Experience in NetSuite, and JD Edwards would be an added advantage.

This is a strategic, customer-facing, and commercially critical role responsible for leading RFP responses, solution proposals, estimation, deal qualification, pricing, and contract finalizationultimately driving high win-rate outcomes and ensuring a clean handover to delivery.

The ideal candidate is professional, articulate, detailoriented, persuasive, and brings deep solution, estimation, and crossplatform Oracle expertise.

The candidate should have led end to end solutioning for business opportunities starting with RFQ / RFI / RFP to submission and successful closures across North America, Europe and Middle East Regions with at least 5+ years in solution architecture / presales roles.

Travel : As needed, Valid US B1 Visa preferred.

Key Responsibilities:

RFP / RFQ / RFI Ownership:

1. Review and interpret RFPs, scope documents, and tender packages endtoend.

2. Lead deal qualification using structured frameworks (e.g., MEDDIC/BANT or internal equivalents).

3. Identify scope boundaries, risks, assumptions, solution gaps, and competitive differentiators.

Customer Discovery & Engagement:

1. Build and deliver Initial Clarification Questionnaires for customers to validate expectations and reduce ambiguity.

2. Review customer responses, refine scope, and align solution direction accordingly.

3. Conduct customer workshops, discovery sessions, and solution walkthroughs.

Solution Architecture & Proposal Creation:

1. Lead solution design across Oracle EBS, Oracle Fusion Cloud (SaaS), OCI, NetSuite, and JD Edwards in L2C, O2C, P2P, R2R, SCM, and relevant crossfunctional areas across Oracle Tech Stack.

2. Define the overall architecture, integration patterns, data flows, reporting, and hosting strategy.

3. Develop the Solution Proposal Document, including architecture diagrams, value proposition, differentiators, delivery model, RACI, and governance.

Estimation, Pricing & Commercials:

1. Build detailed effort estimates, work breakdown structures (WBS), delivery plans, timelines, and milestones.

2. Prepare resource loading, offshore/onshore mix, staffing plan, and skill requirements.

3. Own costing, margin, budget model, P&L, commercial assumptions, and financial viability of the deal.

Proposal Delivery:

1. Create the final proposal pack including solution narrative, approach, CVs, project plan, timelines, and commercial sheets.

2. Present the proposal face-to-face to the customer, articulating business benefits, differentiators, and delivery approach with executive presence.

3. Handle Q&A, clarifications, and steer customer confidence during presentations

Bid Defense & Negotiation:

1. Lead bid defense meetings, solution validation calls, and commercial negotiations.

2. Own the refinement cycles until final award.

3. Demonstrate strong customer empathy, negotiation strength, and problemsolving attitude

Contracting, SOW Creation & Handover;

1. Draft the Statement of Work (SOW), deliverables, assumptions, acceptance criteria, payment milestones, and legal terms (in collaboration with Legal & Delivery).

2. Support contract signing, compliance checks, and final approvals.

3. Perform structured handover to delivery to ensure smooth project initiation.

What We Offer:

1. Opportunity to lead strategic Oracle deals across diverse industries.

2. Exposure to VPs, CXOs, enterprise architecture teams, and highvalue transformation programs.

3. Competitive compensation with performancebased incentives.