Global Head of Presales – Comviva BlueMarble Location India (Pune, Mumbai, Bangalore or Gurgaon), global remit, ~40% travel Team Global presales and solution architects across Europe, Americas, ME, APAC and India The role BlueMarble is Comviva's TM Forum ODA-certified digital BSS portfolio, live with Tier-1 operators across Europe, the Americas, the Middle East and APAC. It is sold as three propositions: Commerce / CPQ (catalog, commerce, CPQ and order management, for Tier-1), BSS-X (compact pre-integrated CRM and billing for Tier-2/3 in Africa, SEA and LATAM) and Retail (dealer, partner and distribution management), with Agentic AI as a cross-cutting layer. The Global Head of Presales owns how BlueMarble wins: proactively positioning the right proposition with each operator, running every RFx response, and shaping solutions that turn product capability into measurable customer value.
Key responsibilities
Proactive positioning
• Turn customer pain points (long time-to-market, catalog fragmentation, order fallout, legacy CRM-led sales) into BlueMarble propositions and points of view before an RFx is issued.
• Run discovery workshops, executive briefings, demos and proofs of concept with CIO, CTO and CCO stakeholders.
• Build reusable assets: reference architectures, integration blueprints, demo environments, value cases and AI use-case showcases. RFx leadership
• Own the bid process for RFIs, RFPs and RFQs: qualification, bid/no-bid, response plan, solution and effort sizing, reviews and orals.
• Maintain a curated response library and compliance matrices to cut response time and raise quality.
• Work with sales, delivery, partners (group companies and system integrators) and finance on scope, pricing inputs and risk. Solutioning and value
• Design target architectures and transformation strategies,
from phased evolution to full replacement, that align with each customer's desired outcomes and risk profile.
• Quantify value in business terms (time-to-market, fallout reduction, TCO) and back it with customer proof points such as 4x faster time-to-market and 50% less order fallout.
• Position against incumbent BSS suites, CRM-platform vendors and specialist CPQ players with clear differentiation. Team and product loop
• Lead, hire and develop a global presales team; set skills, tooling and ways of working.
• Feed win/loss insights and customer requirements into the product roadmap and strategy. Profile
• 15+ years in telecom software, with 7+ years leading presales or solution consulting for Tier-1 operators.
• Deep digital BSS knowledge: product catalog, commerce/CPQ, order management, CRM and billing; fluent in TM Forum ODA, SID and Open APIs.
• Track record of winning large, multi-million-dollar RFPs and leading multi-region bid teams.
• Proven, hands-on AI
experience:
uses AI tools daily to speed up presales work (RFx responses, solution design, demos and value cases), and has positioned or delivered Agentic AI use cases in BSS with customers.
• Comfortable with cloud-native, microservice and API architectures.
• Strong executive presence; turns technical depth into a clear business case.
• Experience with B2B enterprise sales journeys and SI or partner-led deals is a plus. How success is measured Measure What positive looks like Win rate Rising win rate on qualified RFx Proactive pipeline Share of pipeline created before an RFx is issued Response quality and speed On-time submissions, reuse rate of library content Deal health Accurate effort sizing; no scope surprises at handover to delivery Team Presales coverage across regions and propositions; retention and skills growth
📌 Head Presales (India)
🏢 Comviva
📍 India