Techno-Commercial Presales – Services

Job Description: Techno-Commercial Presales Services

Role Overview

The Techno-Commercial Presales Services Specialist is responsible for driving service solutions by combining technical expertise with strong commercial acumen. The role supports the sales team in identifying customer needs, designing service solutions, preparing proposals, and ensuring seamless technical-to-commercial alignment for successful closures.

Key Responsibilities

1. Pre-Sales & Solution Design

• Engage with customers to understand technical, operational, and commercial requirements.
• Develop tailored service solutions across Professional Services, Managed Services, AMC, DaaS, ITAD/E-waste, NOC/SOC, and other service offerings.
• Prepare solution architectures, service scopes, BOM/BOS, and effort estimations.
• Conduct technical workshops, demos, and PoCs to showcase service capabilities.
• Collaborate with internal delivery teams to validate solutions and ensure feasibility.

2. Proposal & Techno-Commercial Documentation

• Prepare comprehensive techno-commercial proposals, SOWs, SLAs, and RFP/RFQ responses.
• Own the pricing model: effort estimation, resource cost, risk buffers, and margin optimization.
• Ensure service deliverables are clearly defined and aligned with customer expectations.

3. Sales Support & Deal Enablement

• Work closely with Sales, KAMs, and OEM partners to position service solutions effectively.
• Participate in customer meetings to address technical queries and negotiate service scopes.
• Support tender responses, bid submissions, and compliance documentation.
• Enable cross-sell/upsell across service lines.

4. OEM & Partner Engagement

• Liaise with OEMs/SaaS partners for certifications, solution updates, and program benefits.
• Integrate OEM tools, service methodologies, and technical guidelines into proposals.
• Maintain strong relationships with partner ecosystems for joint GTMs.

5. Internal Collaboration & Governance

• Coordinate with delivery, finance, operations, and procurement for accurate solutioning.
• Maintain a repository of service offerings, case studies, pricing templates, and capability decks.
• Ensure approvals and internal checks for risk, compliance, and profitability.

6. Market & Technology Intelligence

• Track industry trends, competitor offerings, and new service models.
• Recommend enhancements to service catalog, processes, and methodologies.
• Provide feedback to leadership for refining service GTM strategy.

Required Skills & Experience

Technical Skills

• Strong understanding of:
• Endpoint services, infra support, NOC/SOC, security services
• ITAD/E-waste compliance solutions
• Cloud/SaaS ecosystem (Microsoft, Google Workspace, Zoom, Docusign, etc.)
• AMC/MS/DaaS delivery models
• Experience in solution architecture or service delivery is an advantage.

Commercial & Presales Skills

• Ability to design cost-effective solutions with clear ROI.
• Expertise in responding to RFPs, SOW drafting, and customer presentations.
• Strong negotiation, proposal writing, and stakeholder-management skills.

Soft Skills

• Excellent communication and presentation skills.
• Customer-centric approach with problem-solving mindset.
• Ability to manage multiple bids simultaneously.
• Strong documentation and analytical capability.

Qualifications

• Graduate in Engineering / Computer Science / IT (preferred).
• 310+ years of experience in Presales / Solution Design / Techno-Commercial roles in IT/Services.
• OEM certifications (Microsoft, Google, Blancco, ITIL, etc.) are a plus.