Roles and Responsibilities :

Domain Knowledge — AP & AR

- Deep, working familiarity with Procure-to-Pay and Order-to-Cash processes — not surface-level, but enough to lead a discovery session with a Controller without preparation

- Direct exposure to common AP/AR pain points: invoice exception volumes, supplier onboarding delays, cash application complexity, and ERP integration challenges

- Hands-on experience with enterprise ERP environments — SAP S/4HANA, Oracle Fusion, Coupa, or Ariba — in a client-facing or implementation context

- Ability to speak to Finance KPIs naturally: DPO, DSO, STP rates, three-way match accuracy, and working capital impact

AI Product Fluency

- Prior involvement in selling or solutioning AI-powered Finance products — intelligent document processing, ML-based matching, agentic workflows, or exception management automation

- Enough technical grounding to have an honest conversation about what an AI solution can and cannot do — without relying on a solutions architect to field every hard question

- Familiarity with how AI capabilities are packaged and positioned in the Finance technology market, including awareness of key vendors and platform players

Communication & Executive Presence

- Proven comfort engaging at the CFO, VP Finance, and Controller level — building credibility through specificity, not just enthusiasm

- Ability to simplify complex AI concepts for a Finance audience without losing accuracy

- Solid written communication skills — capable of producing sharp proposals, executive summaries, and point-of-view content independently

- Knows when to listen, when to push back, and when to bring in support — reads a room well





Pre-Sales Track Record

- Has owned pipeline before, not just supported it — with accountability for forecasting, deal progression, and close

- Experience leading multi-stakeholder sales cycles in Finance technology or BPS, from qualification through commercial agreement

- Comfortable working in a matrixed environment — able to align delivery, product, and account teams toward a shared outcome

- Track record of converting first engagements into longer-term client relationships

Qualifications

- 12–15 years of total experience, with a meaningful portion in Finance technology pre-sales, solutioning, or consulting

- Demonstrated experience selling to or advising CFO-org stakeholders (CFO, VP Finance, Controller, Treasurer)

- Strong functional knowledge of AP and/or AR processes; direct experience with P2P or O2C transformation programs is a strong plus

- Familiarity with AI solutions in Finance — IDP, intelligent matching, exception management, cash application automation

- Experience with ERP platforms commonly found in enterprise Finance environments (SAP S/4HANA, Oracle Fusion, Coupa, or similar)

- Proven ability to build and manage a sales pipeline, including forecasting and opportunity management

- Excellent written and verbal communication; strong proposal and presentation skills

- Bachelor's degree in business, finance, engineering, or a related field; MBA or CA is an advantage

Job Requirements :

- 11-18 years of experience in IT services & consulting industry.

- Proven track record in leading pre-sales teams or similar roles.

- Strong understanding of RFP/RFI processes and ability to analyze complex requirements documents.

📌 Presales Lead (Bengaluru)
🏢 Quadrangle
📍 Bengaluru