Pre-Sales Consultant / Solution Architect

Department: Sales & Business Development

Reports To: Chief of Growth

Location: Remote, India

Compensation: Up to ₹15 LPA total annual compensation, including fixed and variable pay, if applicable. This is a firm ceiling and cannot be stretched.

About Kambaa

Kambaa is an AI-first digital transformation company, Freshworks Gold Partner, and HubSpot Platinum Partner. Our ecosystem includes Salesforce, Zoho, Make.com, Monday.com, Zendesk, WebEngage, Razorpay, Ozonetel, Shopify, MyOperator, Amazon, Microsoft, and other technology companies.

Our clients include India’s largest e-commerce platform, conglomerate, and intracity logistics provider; a leading jobs platform; major D2C brands; a leading real estate company; and the Government of Tamil Nadu.

We help organizations unlock the full potential of their technology stack through implementation and managed services.

AI-First Culture

Gain hands-on exposure to intelligent workflows, copilots, and data-driven decision-making. Within two months, one of our interns trained a client’s employees on AI. We welcome candidates who understand AI or are eager to learn and apply it to business problems.

Role Snapshot

Own the technical win and help deliver the solution.

Run discovery, architect solutions, deliver tailored demos, author proposals, and advise customers through implementation.

For selected key enterprise projects, own delivery solution architecture and guide implementation against agreed requirements. On designated engagements, also coordinate scope, milestones, dependencies, risks, and stakeholder communication with Implementation and Technical leads.

Deep, hands-on expertise in Freshdesk or Freshservice is strongly preferred. Experience across both is an advantage.

The Kambaa Pre-Sales Difference

Design solutions across Freshworks, HubSpot, Zendesk, Make.com, Zoho, and our wider ecosystem to meet customer needs and budgets. Work directly with our in-house developers on custom apps, integrations, and extensions for tailored demos and successful implementations.

Key Responsibilities

- Discovery & Requirements Engineering

- Conduct discovery calls to understand business workflows, pain points, desired outcomes, and technical constraints.
- Translate findings into transparent functional and technical requirements.
- Collaborate with Sales on qualification and capture the context needed for accurate scoping.
- Identify integration needs, dependencies, assumptions, and delivery risks early.

2. Solution Design & Demo Delivery
- Design solutions and tailored demos with Implementation and Technical teams across suitable platforms.
- Define workflows, integrations, data flows, and custom development requirements.
- Work with developers on custom apps, integrations, and extensions where needed.
- Validate demos end to end using realistic data and customer workflows.
- Coordinate with Sales to deliver demos and address solution-fit questions and technical objections.
- Validate feasibility and effort estimates with delivery teams before making commitments.

3. Bespoke Proposal Authoring
- Author customized proposals for integrations, non-standard scope,



and multi-platform architectures.
- Document the solution, scope, deliverables, assumptions, dependencies, exclusions, and delivery approach.
- Collaborate with delivery teams on effort estimates and timelines.
- Follow Kambaa’s process standards and hand finalized proposals to Sales for commercial review and dispatch.

4. Enterprise Delivery Solution Architecture
- Own architecture for selected enterprise implementations from discovery through delivery.
- Join delivery kickoffs to align teams on scope, design, and outcomes.
- Document designs and guide configuration, integrations, custom development, and data migration.
- Review key deliverables and design decisions against agreed requirements.
- Address scalability, security, access controls, reporting, and maintainability with the relevant specialists.
- Support testing, user acceptance, go-live readiness, and handover.
- Assess change requests and explain impacts on architecture, scope, effort, and timelines.

5. Project Management for Assigned Enterprise Projects
- Coordinate project plans, milestones, responsibilities, and dependencies with Implementation and Technical leads.
- Align client stakeholders, implementation teams, developers, and relevant vendor teams.
- Track progress against agreed scope, timelines, and effort budgets; flag deviations early.
- Track risks, issues, decisions, and changes; follow through on actions.
- Lead or support status meetings and provide clear client and internal updates.
- Coordinate sign-offs, testing, acceptance, and handover; escalate blockers promptly.

6. Delivery-Phase Escalation Support
- Provide business and technical best-practice guidance during project escalations.
- Help resolve gaps between customer expectations, agreed scope, and implementation.
- Explain effort estimates and change-request hours to clients when required.
- Support a smooth transition to ongoing support or managed services.

Requirements

Communication

- Exceptional spoken and written English is mandatory.
- Ability to explain technical solutions clearly to technical and non-technical stakeholders.
- Confidence leading discovery, demos, architecture discussions, and project reviews.
- Working knowledge of Hindi is a solid plus.

Experience

- Minimum two years of professional experience in pre-sales, solution consulting, or SaaS implementation.
- Experience designing solutions, guiding implementations, and coordinating timelines, stakeholders, risks, or changes.
- Deep Freshdesk or Freshservice expertise is strongly preferred, including configuration, workflows, automation, integrations, and implementation.
- Experience running demos or POCs for Freshworks products and/or HubSpot is strongly preferred.




- Enterprise implementation experience and a B2B IT services or SaaS partner background are significant advantages.

Technical & Product Aptitude
- Hands-on knowledge of CRM, ITSM, or customer service platforms.
- Ability to translate business workflows into working demos and implementable solutions.
- Comfortable with marketplace apps, native integrations, APIs, and defining custom development requirements.
- Ability to document architecture and requirements, brief developers, and review solutions against business needs.

Sales Collaboration & Learning Agility
- Experience working with Sales from discovery through proposal and close.
- Ability to write bespoke proposals, handle objections, and balance customer needs with feasibility and delivery effort.
- Quick to learn SaaS platforms and apply them to customer problems.
- Enthusiasm for AI-driven workflows, automation, and new tools.
- Comfortable working in a fast-paced, multi-product environment.

Location & Work Setup
- Fully remote, open to candidates across India.
- Occasional travel to client sites or Kambaa offices in Coimbatore or Kodaikanal may be required for key deals, enterprise delivery milestones, or quarterly business reviews.

Perks & Growth Opportunities
- Freedom in solution design: Recommend products that solve the customer’s problem within budget.
- Direct development team access: Build custom apps, integrations, and extensions for demos and delivery.
- Evolving tool stack: Work with Freshworks, HubSpot, Zendesk, Make.com, Kroolo, Merlin AI, ChatGPT, and more.
- Multi-platform expertise: Build depth across Freshdesk, Freshservice, Freshsales, HubSpot CRM, Sales Hub, Service Hub, and the wider SaaS ecosystem.
- AI-first culture: Apply AI to discovery documentation, workflows, demo environments, and productivity.
- High-impact visibility: Work with enterprise decision-makers and contribute to both winning opportunities and delivering outcomes.

Career Growth Path

- Year 0–1: Pre-Sales Consultant / Solution Architect. Build multi-product expertise, advise Sales and Delivery, and lead architecture and assigned project coordination.
- Year 1+: Senior Solution Architect for high performers. Lead complex enterprise deals and delivery, mentor colleagues, and shape solution strategy.
- Years 2–3: Accelerated tracks for exceptional talent.
- Pre-Sales Practice Lead: Build a team, define discovery and demo standards, and collaborate with vendor partners on co-selling.
- Technical Consultant / Solutions Principal: Expand architecture and advisory ownership across enterprise accounts and establish reusable delivery standards.
- Beyond Year 3: Progress toward Senior Management or Practice Lead roles, shaping go-to-market strategy and delivery capabilities.

Evaluation Process

Round 1 — Intro Call with the Chief of Growth (30 minutes)

Discuss your background, pre-sales and delivery experience, and mutual fit.

Round 2 — Case Study Demo

Analyse a business scenario, choose a platform, and present a working demo. Explain your architecture, delivery plan, and risks. Show Freshdesk or Freshservice expertise where relevant.

Round 3 — Final Round with the CEO

Discuss customer outcomes, role expectations, and fit.

📌 Presales & Solution Architect (India)
🏢 Kambaa
📍 India