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 current 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 a
📌 Lead Air Cargo Solutions Architect (Mumbai)
🏢 Accelya
📍 Mumbai
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