Presales Consultant

Job Title : Presales Lead

Job Location: Mumbai (Thane/Andheri)

Job Purpose:

The Presales Lead will drive cybersecurity solutioning, customer engagement, and sales enablement across MDR/CES/MSSP services. They must have strong expertise in security technologies (SIEM, EDR, firewalls, cloud security) and IT infrastructure. Responsibilities include responding to RFPs, conducting PoCs, crafting proposals, and engaging with C-level executives. Strong consultative selling, presentation, and negotiation skills are essential. The role requires collaboration with sales, technical, and product teams, along with CRM proficiency.

Roles & Responsibilities

1. Solutioning & Technical Expertise

• Understand customer security needs and design tailored cybersecurity solutions across MDR/CES/MSSP services.
• Conduct Proof of Concepts (PoCs), product demos, and technical workshops to showcase solutions.
• Stay updated on cybersecurity trends and technologies (SIEM, SOAR, XDR, Cloud Security, IAM/PAM, Firewalls, Endpoint Security, Threat Intelligence).

2. RFP/RFI & Proposal Management

• Lead technical responses to RFPs/RFIs, ensuring high-quality proposal submissions.
• Develop and present compelling business cases, solution architectures, and value propositions for clients.
• Work with internal teams to create pricing models, service offerings, and customized solutions based on client needs.

3. Sales & Customer Engagement

• Engage with C-level executives, IT teams, and security stakeholders to drive technical discussions.
• Act as a trusted advisor , translating complex cybersecurity concepts into business-friendly solutions.
• Support the sales team in deal closure by addressing objections, defining technical scopes, and guiding the sales cycle.

4. Market Intelligence & Competitive Analysis

• Analyze competitor offerings, industry trends, and emerging threats to refine presales strategies.
• Collaborate with marketing and product teams to enhance solution messaging and positioning.
• Identify upselling and cross-selling opportunities by aligning solutions with customer business goals.

5. Internal & Cross-Functional Collaboration

• Work closely with the delivery, technical, and product teams to ensure seamless solution deployment.
• Train and enable sales teams on cybersecurity products, services, and market differentiators .
• Maintain accurate pipeline tracking and reporting using CRM tools (Salesforce, HubSpot, Zoho, etc.) .

Skills / Certificates Required:

• The Presales Lead should have expertise in cloud security (AWS, Azure, GCP), Zero Trust, IAM, PAM, and SOC operations, along with knowledge of automation (SOAR, XDR) and AI-driven threat detection.
• Strong business acumen, leadership, and stakeholder management skills are essential.
• Preferred certifications include AWS Security, SC-900, CISA, CRISC, OSCP, GPEN, and ITIL or PMP for project management.
• Experience with SIEM tools like Splunk and QRadar is a plus. The role requires a strategic mindset, problem-solving skills, and the ability to assess security investments and ROI while aligning cybersecurity solutions with business needs.

Experience:

4+ years in a pre-sales or solution consulting role, preferably in MDR, MSSP, CES, or cybersecurity services.