Role Overview The Principal - Pre-Sales Cargo is responsible for leading the global pre-sales effort for Air cargo business vertical, supporting revenue growth by aligning customer needs with Accelya's new generation Cargo solutions. This role combines strategic leadership, solution design, and customer engagement to drive successful deal closures.

Key Responsibilities

Leadership & Strategy

Lead the technical Pre-sales function ensuring high performance and alignment with business goals.

Define and execute pre-sales strategy to support pipeline growth and conversion

Collaborate with Sales, Product, and Delivery teams to align offerings with market needs

Establish best practices, tools, and frameworks for pre-sales excellence

Customer Engagement

Engage with C-level stakeholders in airline clients

Participate and represent Accelya in Industry forums, shaping the upcoming cargo industry standards; project thought leadership of Accelya at industry level in modernizing Air Cargo management solutions.

Understand customer business challenges and translate them into solution strategies

Lead high-impact presentations, product demonstrations, and solution workshops

Act as a trusted advisor during complex deal cycles

Solution Design & Proposals

Oversee solution architecture, ensuring scalability and alignment with customer requirements

Drive RFP/RFI responses, proposal creation, and value articulation

Ensure solutions are competitive,



financially viable, and technically sound

Support pricing strategies and commercial structuring

Sales Support & Deal Management

Partner closely with Sales to qualify opportunities and shape deals

Contribute to account strategies and large deal pursuits

Manage risk assessment and ensure compliance with client requirements

Support contract negotiations with technical and solution inputs

Market & Product Alignment

Provide feedback to Product Management on market trends and customer needs

Stay updated on airline industry trends, competitors, and emerging technologies

Represent the company at industry events, conferences, and client forums

Key Requirements

Experience

12–18 years of experience in technical pre-sales, solution consulting, enterprise sales

Strong experience in Air cargo industry

Proven track record of supporting large, complex, global deals

Experience in managing and scaling large, complex deals

Skills

Robust leadership and stakeholder management skills

Excellent communication, presentation, and negotiation abilities

Deep understanding of solution architecture and enterprise systems

Commercial acumen with ability to influence deal strategy

Ability to translate technical solutions into business value

Education

Bachelor's degree in Engineering, Business, or related field

MBA or equivalent preferred

📌 Principal - Pre Sales (Cargo Solutions) (Raigarh)
🏢 Accelya
📍 Raigarh