Key Responsibilities

Solutioning &

- RFP Response

- Collaborate with the sales team to understand client channel and distribution requirements and develop tailored S&D; solutions, based on Comviva’s BlueMarble Retail product suite, that address their operational and commercial needs
- Own end-to-end solution architecture for large-scale Sales &
- Distribution transformation bids covering Dealer &
- Channel Management, Inventory Management, Point of Sale, Field Force Automation, Stock &
- Order Management, SIM Kitting, and Warehouse Management
- Assist in the preparation of proposals, bids, RFP responses and contextual Product Demos — ensuring alignment with client requirements, industry best practices, and Comviva’s business objectives
- Design multi-channel, multi-geography distribution transformation approaches with supporting volumetrics, phasing options, and structured trade-off analysis.

Domain &

- Technical Depth

- Act as a subject matter expert on Comviva’s Sales &
- Distribution platform — providing credible, experience-grounded guidance to clients and internal stakeholders across all S&D; functional domains
- Demonstrate deep understanding of Dealer &
- Channel Management — including distributor hierarchies, channel partner onboarding, territory management, credit and commission management, and SLA-driven performance frameworks
- Architect solutions for Point of Sale and Field Force Automation — covering assisted and unassisted sales flows, trade promotion execution, beat planning, retailer engagement, and real-time stock visibility for on-ground sales teams
- Design end-to-end Inventory and Warehouse Management solutions — including SIM and device kitting workflows, stock allocation, replenishment logic, returns management, and multi-warehouse orchestration

Presales Delivery

- Build highly contextual compliance responses, high-quality solution proposal documents, and bid response artefacts that accurately represent Comviva’s S&D; platform capabilities
- Prepare and conduct compelling product demonstrations and presentations — bringing Comviva’s Sales &
- Distribution capabilities to life for channel operations heads, IT leadership, and CXO audiences
- Lead solution proposal defense workshops with customer evaluation committees and senior stakeholders — structuring narrative, anticipating functional and commercial challenges, and holding the room
- Build program effort models and delivery timelines aligned to contract milestones, reflecting realistic go-live phasing across channel, geography, and functional rollout sequences




- Coach internal bid teams and client stakeholders on transformation risk — particularly around channel cutover complexity, distributor data migration, parallel operations management, and change adoption across field force

Market &

- Client Engagement

- Stay abreast of industry trends, emerging technologies, and competitive offerings to maintain a sharp understanding of the telecom Sales &
- Distribution market landscape — including the evolving dynamics of digital channel management, e-SIM distribution, and AI-driven field force optimization
- Engage with clients to gather feedback and insights, identify opportunities for improvement, and contribute to Comviva’s S&D; product development and roadmap initiatives

Key Skills Domain &

- Technical

- 8–12 years across Sales &
- Distribution solutioning, presales, solution consulting, or channel operations within a telecom product, services, or system integration company
- Deep functional knowledge of telecom S&D; domains —
- Dealer &
- Distributor Management, Channel Hierarchy &
- Territory Management, Point of Sale (assisted and digital), Field Force &
- Trade Automation, Inventory &
- Warehouse Management, SIM/Device Kitting, and Stock &
- Order Management
- Hands-on experience with at least one large-scale S&D; transformation or platform implementation program — preferably covering multiple geographies or channel tiers
- Working knowledge of how S&D; platforms integrate with BSS systems —
- CRM, EPC/Charging, and ERP — and the ability to articulate interface design and data flow positions confidently
- Familiarity with digital channel evolution in telecom — e-SIM provisioning, digital onboarding, self-care for retailers, and omnichannel distribution models
- Basic but confident understanding of Cloud platforms (AWS, Azure, GCP) and DevOps practices — enough to engage credibly with technical evaluation teams and frame solution delivery positioning
- Strong analytical and problem-solving skills — able to translate complex distribution operations into structured solution architectures and clear business value narratives

Communication &

- Collaboration

- Exceptional written English — able to construct solution narratives, executive summaries, and scope position papers that are precise, persuasive, and free of ambiguity
- Strong and fluent verbal presence — comfortable leading workshops,



managing pushback in live defense sessions, and adapting register from a field operations deep-dive to a boardroom briefing
- Active listener who builds credibility with channel operations and IT teams by understanding their on-ground realities before positioning solutions
- Collaborative by instinct — works fluidly across solution, delivery and product teams without creating silos, and brings others along rather than working in isolation
- Carries a smile and is ego-aware — intellectually confident but places collective outcome above personal position, and remains genuinely open to better thinking from anywhere in the room
- Culturally aware and able to operate effectively across diverse geographies and stakeholder personalities
- Flexibility to engage with clients across Europe and US time zones as required

AI Fluency &

- Adoption

- Uses GenAI tools deliberately and ethically — as a thinking partner and quality accelerator — ensuring every client-facing output reflects genuine Comviva solution understanding and personal intellectual ownership
- Exercises calculated creativity — using AI to explore, compress, and elevate ideas that are already grounded in domain knowledge, so that what reaches the client is sharper, not synthetic
- Maintains authentic projection of Comviva’s products, solutions, and culture in all AI-assisted output
- Understands and respects the ethical boundaries of GenAI use in a client engagement context — no fabrication of capabilities, no inflation of references, no use of AI to obscure gaps that should instead be honestly addressed.
- Stays current with emerging AI capabilities relevant to the presales and S&D; domain — including AI-driven field force optimization, predictive inventory management, and intelligent channel analytics — and proactively integrates helpful tools into personal workflow, contributing to a culture of responsible AI adoption within the Comviva presales practice

Qualifications

- Bachelor’s or Master’s degree, preferably in Telecom, Technology, Business, or a related field
- Experience presenting to and managing procurement-driven evaluation processes with structured scoring
- Exposure to Tier-1 operator S&D; programs in APAC or Middle East — markets with high prepaid penetration, large informal retail networks, and complex SIM distribution logistics

Preferred Skills

- Understanding of e-SIM and eSIM-as-a-service distribution models and their implications for traditional channel architecture
- Experience with trade promotion management, incentive compensation, or gamification within field force platforms

📌 Director Presales Solutioning (Pune)
🏢 Comviva
📍 Pune