Presales Business Analyst

Sales & Presales · Jaipur · Full-time

ROLE SNAPSHOT

Position Title Pre-sales Business Analyst

Function Sales & Presales

Location Jaipur, Rajasthan (in office) — with client-site and remote demo travel as required

Reports To Managing Director / Head of Presales

Employment Type Full-time, permanent

Experience Band 3–6 years in presales, solution consulting, or business analysis (enterprise software / SaaS)

Reference ID PER-JD-PSA-2026-001

ABOUT PERICENT

PERICENT BPM AND DMS Software (P) Limited is a Jaipur-based enterprise software company that builds and sells docEdge (Document Management System) and bpmEdge (Business Process Management System) to enterprise clients across BFSI, Manufacturing, FMCG, Healthcare, Life Sciences, Government/PSU and EPC/Infrastructure. Our platforms are trusted by organisations such as ONGC, Maruti Suzuki, AMUL/GCMMF and JK Lakshmi Cement.

ROLE PURPOSE The Presales Business Analyst sits at the centre of the sales cycle — between the prospect, the sales team, product and delivery. The role owns discovery, requirements analysis, solution demonstrations, and the techno-functional response to proposals and RFPs. The objective is to convert qualified opportunities into won deals by clearly connecting each prospect's documented business problem to the right docEdge / bpmEdge solution — and to hand over a clean, delivery-ready scope once the deal is closed.

Cardinal Rule: We never introduce the product before the prospect has articulated a problem it solves. Discovery and problem framing always come first — the demo and the solution follow the pain, never the other way round.

KEY RESPONSIBILITIES

- Discovery & Requirements Gathering
- Run structured discovery calls and workshops; qualify opportunities using the PANT+ framework (Pain, Authority, Need,



Timeline + Fit).
- Map current-state (as-is) processes and identify document and workflow gaps.
- Produce clear Business Requirement Documents (BRDs) and to-be process maps that delivery can build against.
- Solution Design & Demonstrations
- Configure sandbox / demo environments tailored to the prospect's documented pain points.
- Deliver role- and vertical-specific demos of docEdge and bpmEdge to business, IT and CXO-level stakeholders.
- Translate requirements into a solution blueprint and a defensible scope of deployment.
- Proposal & RFP Management
- Own the techno-functional sections of proposals, RFP/RFI responses and transformation blueprints.
- Build ROI / TCO models and business cases that quantify the cost of inaction and the value of the solution.
- Coordinate bid inputs across sales, product and technical teams to submit compliant, on-time responses.
- SAP & Integration Support
- Scope integration requirements including SAP ArchiveLink and CMIS, and the wider ERP/line-of-business context.
- Frame integration messaging appropriately by segment (valid for large / mid-market accounts; positioned differently for small organisations).
- Cross-functional Coordination
- Manage Proof-of-Concept (POC) engagements to agreed success criteria and timelines.
- Hand over won deals to the delivery team with complete, unambiguous documentation.
- Feed recurring prospect requirements back into product and go-to-market planning.





KEY RESULT AREAS (KRAs)

Key Result Area What It Measures Weight

Proposal & RFP Win Rate Conversion of qualified opportunities where the BA led the solution response and blueprint. 25%

Demo Effectiveness Prospect advancement after tailored demos; positive stakeholder feedback and next-step commitment. 20%

BRD / Requirements Accuracy Completeness and delivery-readiness of Business Requirement Documents; low rework at handover. 20%

RFP / Response Turnaround On-time, compliant submission of bid responses and techno-functional documentation. 15%

POC Management POCs delivered to agreed scope and timeline with documented success criteria met. 10%

Pipeline Support Discovery coverage and quality of qualification support provided to the sales team. 10%

Total 100%

COMPETENCY MATRIX

Functional / Technical Behavioural

Requirements elicitation & process mapping (as-is / to-be, BPMN awareness) Consultative listening — establishes the problem before proposing a solution

Solution demos & sandbox configuration (DMS / BPM workflows) Executive presence — credible with CXO and IT/Compliance stakeholders

Proposal, RFP and techno-functional documentation writing Structured thinking — turns ambiguity into a clear scope

ROI / TCO modelling and business-case framing Ownership — drives POCs and responses to closure

Awareness of SAP integration (ArchiveLink, CMIS) and ERP context Collaboration — bridges sales, product and delivery cleanly

Domain fluency across BFSI, Manufacturing, FMCG, Healthcare, Government/PSU Adaptability — tailors the narrative to each vertical

CANDIDATE PROFILE

- 3–6 years in presales, solution consulting or business analysis for enterprise software / SaaS, ideally in DMS, B

📌 Pri sales Business Analyst (Jaipur)
🏢 Pericent BPM And DMS Software (P
📍 Jaipur