Presales Lead (Remote)

Why this role

What you’ll do

• Own pursuits end-to-end: Lead opportunity qualification, discovery, solution shaping, storytelling, and commercial strategy from first touch through SOW signature.
• Craft winning narratives: Build C-suite pitch decks and high-quality proposals/SOWs tailored to business outcomes, TCO/ROI, delivery approach, risks, and commercials.
• RFP/RFI leadership: Manage comprehensive responses—solution architecture, delivery model, estimates, assumptions, dependencies—collaborating directly with SMEs, Tech Owners, and Delivery Leads.
• Ideate & differentiate: Conduct market/company research to articulate sharp value propositions and “why Codvo” competitive angles.
• Named Solutions: Productize Codvo’s past wins into Named Solutions (e.g., GenAI accelerators, data modernization blueprints, domain-specific playbooks). Create reusable artifacts, demo scripts, reference architectures, and case kits.
• Sales enablement: Build marketing and sales kits—one-pagers, solution briefs, POVs, customer stories, and demo environments to shorten sales cycles.
• Partner co-sell motion: Work with the Partnerships team to register and progress opportunities on AWS/Azure/GCP and leading data platform partner portals; co-create solutions/POVs with partner engagement teams and align to funding programs.
• Estimation & commercials: Drive scoping, effort estimates, pricing models (T&M, fixed-price, capacity), and risk/mitigation with Delivery/Finance.
• Thought leadership: Contribute to blogs, webinars, conference talks, and POVs on AI/GenAI, MLOps, LLM apps, Data Engineering, and Analytics.
• Governance: Maintain pursuit hygiene—track progress, risks, and actions in CRM and presales trackers; uphold IP, security, and compliance standards.

What you bring

• 10–12 years total experience, 8-10+ years in presales/solutioning at a Systems Integrator or Product Engineering firm.
• Strong technology exposure: AI/ML & GenAI (LLM apps, RAG, prompt engineering, safety/guardrails), Data Engineering (ingestion, lakehouse/warehousing, ELT/ETL, orchestration, streaming), and Cloud fundamentals.
• Domain depth in at least one: Retail/CPG, Travel & Transportation, MedTech, with clear stories of outcomes delivered (e.g., personalization, demand forecasting, network optimization, quality/compliance, clinical/real-world data).
• Pursuit excellence: Proven record leading Tier-1 RFPs/RFIs to win—narrative, solution design, pricing, and executive presentation.
• Partnership experience: Hands-on with hyperscaler/data-platform partner motions (opportunity registration, MDF/funding plays, co-sell, marketplace listings).
• Communication: Executive storytelling, crisp writing, and the ability to simplify complex tech into business value.
• Education: MBA (Tier-1/2) with strong academics; technical undergrad preferred.
• Mindset: High ownership, bias to learn/ship fast, collaborative leadership, and comfort in ambiguity.

Nice-to-haves

• Certifications: Any of AWS/Azure/GCP associate/ professional; Databricks/Snowflake; GenAI/LLM badges.
• Familiarity with security, governance, and compliance in regulated domains.
• Tools: PowerPoint/Google Slides, Excel/Sheets, HubSpot, Confluence/Jira, Miro/Figma, Lucid.

KPIs you’ll own

• Win rate & qualified pipeline influenced
• RFP/RFI scores and time-to-proposal
• Named Solutions created & sales enablement assets adopted
• Partner-sourced/influenced revenue and funded PoCs secured
• Customer references/CSAT at handover to delivery

What success looks like (first 3 months)

• Launch 6 Named Solutions (domain-anchored) with demos and Sales/ Marketing kits.
• Cut proposal cycle time by 20–30%.
• Land 2–3 co-sell wins with hyperscalers or data-platform partners.
• Build a clean pursuit hygiene rhythm (deal reviews, risk logs, pricing playbook).