Presales Manager

About the opportunity

Role: Presales Manager

Level: Manager

Reporting To: Director - Presales

Location: Bangalore & Delhi

About the Function:

Happay, a part of the MakeMyTrip Group, is a leading spend management platform that empowers businesses to gain complete visibility and control over their expenses. Our unified solution simplifies and streamlines all aspects of business spending—from travel and expense to payments and procurement— delivering real-time insights and end-to-end automation for enterprises.

The Pre-Sales function at Happay plays a pivotal role in shaping client success. Collaborating closely with Sales, Product, and Implementation functions, Pre-Sales is responsible for crafting tailored solutions, delivering impactful product demonstrations, and guiding prospective clients through technical integrations. As the first touchpoint for solutioning, the function ensures that each engagement is consultative, value-driven, and aligned with the client’s unique spend management needs.

About the Role:

This role is responsible for driving pre-sales engagements for Happay’s enterprise SaaS solutions, with a focus on travel and expense management. Sitting at the intersection of Sales, Product, and Implementation, the role involves crafting customized solution strategies, delivering compelling product demonstrations, and supporting clients through technical evaluations and integrations.

It plays a critical part in shaping client solutions and influencing enterprise buying decisions. By combining technical expertise with a consultative approach, the role helps accelerate deal closures and ensures alignment between client needs and product capabilities.

This is a high-impact role that contributes directly to enterprise sales success and long-term client satisfaction.

What will you be doing:

• Partnering with the Sales function to qualify leads and deliver customized product demonstrations that address travel and expense management challenges.
• Leading technical conversations during enterprise sales cycles, addressing client-specific requirements, use cases, and objections.
• Collaborating with Product, Implementation, and other cross-functional teams to ensure a seamless transition from pre-sales to onboarding.
• Creating and maintaining technical proposals, RFP responses, and pre-sales documentation that align with client expectations.
• Providing expert consultation on platform configurations, best practices, and integrations to support informed decision-making throughout the sales process. 

Qualification & Experience:

• Graduate / Post Graduate with 5-7 years of pre-sales experience preferably in SaaS (2-3 years in the travel and expense management domain will be a plus)
• In-depth knowledge of SaaS platforms, API/SFTP integrations, and travel management systems.
• Strong analytical and problem-solving skills with the ability to translate client needs into tailored solutions.
• Excellent communication and presentation skills, with a proven ability to engage with both technical and business stakeholders.
• Experience working in fast-paced, solution-oriented environments with enterprise clients is an advantage.

Key Success Factors for the Role:

• Strong client-facing skills with a proven ability to present complex solutions to both technical and non-_x0002_technical audiences.
• Ability to collaborate effectively across departments including Sales, Product, and Implementation to drive customer success.
• Excellent written and verbal communication skills suited for both business and technical stakeholders.
• Proficiency in using CRM systems such as Salesforce to track pre-sales activities and manage client interactions.
• Willingness to travel for client meetings, presentations, and strategic discussions.

Nice to have:

• Experience with competitive platforms such as SAP Concur, Expensify, or Zoho.
• Familiarity with global SaaS product compliance standards and regulatory requirements.
• Background in global SaaS deployments with an understanding of international travel policies and expense workflows.
• Hands-on experience in SaaS implementations and exposure to post-sales processes.
• Understanding of change management principles to help clients navigate organizational shifts.