Dear Candidate

Greetings from Kiya.ai

We have an excellent opportunity for Presales role. Kindly find the job description as belows.

About the Role

We are seeking an experienced and strategic Pre-Sales to lead our pre-sales function within the BFSI sector. This role is critical in driving business growth through expert RFP management, solution engineering, and client engagement. The ideal candidate will have deep expertise in the BFSI domain, proven success in responding to complex RFPs, exceptional presentation skills, and the ability to lead cross-functional teams to win strategic deals.

Key Responsibilities

RFP & Proposal Management

- Lead end-to-end RFP response process for BFSI clients, ensuring timely, compliant, and winning submissions
- Manage RFP pipeline, prioritize opportunities based on win probability and strategic value
- Coordinate with internal stakeholders (Product, Legal, Finance, Delivery) to gather technical, commercial, and compliance information
- Develop compelling value propositions and solution narratives tailored to client needs
- Oversee pricing strategy development, including cost modeling, competitive benchmarking, and margin optimization
- Maintain RFP response library with reusable content, case studies, and templates
- Track RFP win/loss metrics and implement continuous improvement initiatives
- Ensure compliance with regulatory and industry-specific requirements in all proposals

Solution Engineering & Consulting

- Act as trusted advisor to prospects, understanding their business challenges and proposing appropriate solutions
- Lead solution design sessions for complex BFSI requirements including lending, payments, cards, deposits, trade finance, and regulatory reporting
- Create customized product demonstrations, proof-of-concepts (POCs), and technical presentations
- Address technical queries and concerns during the sales cycle
- Translate complex technical features into business benefits for diverse stakeholder audiences
- Collaborate with product teams to provide client feedback and influence product roadmap

Presentation & Communication

- Develop and deliver high-impact PowerPoint presentations for C-suite executives, technical teams, and procurement committees
- Lead client-facing presentations, demonstrations, and workshops
- Prepare executive summaries, business cases, and ROI analyses
- Present at industry conferences, seminars, and client events




- Create visually compelling and persuasive presentation materials that align with brand standards
- Adapt communication style and content based on audience (technical vs. business stakeholders)

Pricing & Commercial Strategy

- Develop comprehensive pricing models (fixed price, time & materials, tiered pricing, performance-based) based on client requirements and risk profile
- Collaborate with finance teams on cost estimation, bill of materials, and profitability analysis
- Manage subcontractor and partner pricing for consortium bids
- Create detailed cost breakdowns with transparent pricing structures
- Balance competitiveness with profitability in all pricing recommendations
- Monitor market pricing trends and competitor strategies

Team Leadership & Development

- Build, mentor, and manage a high-performing pre-sales team
- Establish pre-sales processes, methodologies, and best practices
- Conduct training sessions on product knowledge, BFSI domain expertise, and presentation skills
- Set performance targets and KPIs for team members (win rates, response time, quality scores)
- Foster collaboration between pre-sales, sales, product, and delivery teams

Strategic Planning & Analytics

- Define and implement scalable pre-sales strategy aligned with business objectives
- Analyze win/loss data to identify trends and improvement opportunities
- Track and report on key metrics: win rate, bid conversion, proposal pipeline, revenue influenced
- Maintain competitive intelligence on BFSI market trends, emerging technologies, and competitor positioning
- Contribute to overall go-to-market strategy and business planning

Required Qualifications

Experience

- 7+ years of progressive experience in pre-sales, solution consulting, or sales engineering roles
- Minimum 2 years of direct experience responding to RFPs in the BFSI sector
- 3+ years in a leadership or team management capacity
- Proven track record of winning complex, high-value BFSI deals
- Experience with enterprise software/technology solutions for banking and financial services
- Demonstrated success in pricing strategy and commercial negotiations

Domain Expertise

- Deep understanding of BFSI industry,



including banking operations, financial products, and regulatory landscape
- Knowledge of core banking systems, digital banking platforms, payment solutions, lending systems, or wealth management platforms
- Familiarity with BFSI-specific regulations and compliance requirements (RBI guidelines, KYC/AML, data privacy, etc.)
- Understanding of digital transformation trends in BFSI (cloud migration, API banking, fintech integration)

Technical Skills

- Advanced Microsoft PowerPoint skills for creating qualified, persuasive presentations
- Proficiency in Microsoft Office Suite (Word, Excel for financial modeling and analysis)
- Experience with RFP management tools and proposal automation software
- Familiarity with CRM systems (Salesforce, Microsoft Dynamics) for opportunity tracking
- Understanding of solution architecture concepts and enterprise integration patterns

Core Competencies

- Exceptional written and verbal communication skills
- Outstanding presentation and public speaking abilities
- Strategic thinking with strong business acumen
- Consultative selling and solution-oriented mindset
- Excellent problem-solving and analytical capabilities
- Strong stakeholder management and influencing skills
- Ability to work under pressure and meet tight RFP deadlines
- Detail-oriented with focus on quality and accuracy
- Collaborative team player with cross-functional coordination experience
- Client-centric approach with relationship-building skills

Preferred Qualifications

- MBA or Master's degree in Business Administration, Technology, or Finance
- Experience with AI-powered RFP tools and proposal automation platforms
- Knowledge of sales methodologies (Solution Selling, SPIN Selling, Challenger Sales, Consultative Selling)
- Experience selling to large enterprise BFSI clients and institutional investors
- Certifications in relevant technologies (Cloud platforms, Banking solutions)
- Prior experience in product management, consulting, or BFSI operations
- Track record of building and scaling pre-sales teams

Key Performance Indicators (KPIs)

- RFP win rate (target: 40-50%)
- Proposal quality scores and client feedback ratings
- Revenue influenced through pre-sales activities
- RFP response turnaround time
- Number of qualified bids submitted
- Deal advancement rate (shortlist/finalist rate)
- Team productivity and capability development metrics
- Pre-sales cost per deal ratio

📌 Presales Consultant (Mumbai)
🏢 Kiya.ai
📍 Mumbai