Position Summary

- Experienced Presales Lead responsible for serving as the technical and strategic bridge between sales, delivery, technology practices, and customers.
- Primary focus on translating business challenges into winning solutions across Cloud, Data, Analytics, Generative AI, and Agentic AI engagements.
- Strong expertise in one hyperscaler is required, with AWS or Azure preferred as the primary cloud platform for this role.
- Working exposure to AWS, Microsoft Azure and Google Cloud Platform is desirable, but equal depth across all three hyperscalers is not required.
- Expected to own opportunities end-to-end from qualification and discovery through solution design, estimation, proposal development, presentation, technical defense, and handoff to delivery.
- Must be comfortable engaging both business stakeholders and technical architects and translating technical solutions into measurable business outcomes.
- Prior experience in an IT services, systems integration, or consulting organization is strongly preferred.

Key Responsibilities

- Partner with Sales, Account Management, and Business Development teams to qualify opportunities, understand customer pain points, and define solution and win strategies.
- Lead presales solutioning for Cloud, Data, Analytics, GenAI, and Agentic AI opportunities.
- Lead RFP, RFI, and proposal responses covering requirements understanding, scope definition, solution approach, architecture, effort estimation, resource planning, assumptions, risks, dependencies, pricing inputs, and delivery approach.
- Conduct discovery sessions and technical workshops with customer stakeholders to translate business requirements into practical solution architectures and implementation approaches.
- Design high-level cloud architectures and recommend appropriate native services, managed services, partner technologies, accelerators, and reusable frameworks.
- Develop solution approaches for cloud migration, application modernization, data engineering, analytics, data platforms, enterprise AI, GenAI, RAG, intelligent document processing, enterprise search, copilots, and agentic workflows.
- Prepare compelling proposals, solution decks, architecture narratives, case studies, technical presentations, and executive-level solution summaries.
- Work with engineering and delivery teams to define and execute demos, Proofs of Concept, Proofs of Value, assessments, and technical validations.
- Develop effort estimates, delivery timelines, team structures, assumptions, dependencies, and risks in collaboration with delivery and practice leads.
- Support commercial discussions by ensuring that proposed technical solutions are feasible, scalable, supportable, and aligned with customer budgets and business objectives.
- Lead proposal defense and technical presentations with CIOs, CTOs, CDOs, business executives, enterprise architects, engineering leaders, and procurement stakeholders.
- Identify opportunities to use hyperscaler-native capabilities and existing SDKs, services, accelerators,



and reference architectures instead of unnecessary custom development.
- Collaborate with Cloud, Data, AI, and engineering practices to maintain current knowledge of offerings, reusable assets, reference architectures, and implementation capabilities.
- Maintain awareness of technology developments across AWS, Azure, GCP, Databricks, Snowflake, and major GenAI platforms.
- Support partner-led opportunities, cloud assessments, workshops, co-sell motions, migration programs, POCs, and funding-supported engagements where applicable.
- Contribute to reusable presales assets such as discovery questionnaires, proposal templates, estimation models, reference architectures, RFP libraries, case studies, battle cards, and solution accelerators.
- Track competitor positioning, market trends, customer buying patterns, and emerging cloud and AI technologies relevant to the organizations services portfolio.
- Mentor junior presales consultants and solution architects and contribute to improving presales governance, quality, and repeatable processes.

Required Skills & Qualifications

- Bachelors degree in Computer Science, Information Technology, Engineering, or a related discipline.
- 5 + years of overall IT experience with strong experience in presales, solution consulting, solution architecture, technical consulting, or a similar customer-facing role.
- Strong IT services or consulting background with experience selling and solutioning services rather than only product-based offerings.
- Deep expertise in at least one major hyperscaler, preferably AWS or Azure, with the ability to design and present enterprise cloud solutions.
- Working exposure to AWS, Microsoft Azure and Google Cloud Platform is preferred and should be sufficient to participate in multi-cloud discussions.
- Strong understanding of cloud migration, modernization, cloud-native application architecture, integration, security, observability, cost optimization, scalability, and resiliency.
- Strong understanding of data engineering, data lakes, lakehouse architectures, analytics platforms, business intelligence, data governance, and modern data platforms.
- Experience with data technologies such as Databricks, Snowflake, Amazon Redshift, Microsoft Fabric, BigQuery, or comparable cloud-native data services.
- Strong understanding of Generative AI solution patterns including LLM applications, Retrieval-Augmented Generation, vector search, enterprise knowledge assistants, copilots, AI agents, agentic workflows, prompt engineering, guardrails, evaluation, and human-in-the-loop workflows.




- Experience with one or more enterprise GenAI platforms such as Amazon Bedrock, Azure OpenAI, Google Vertex AI, Gemini, or comparable platforms.
- Ability to create high-level solution architecture diagrams and explain architecture decisions, tradeoffs, dependencies, security considerations, and implementation approach.
- Experience building effort estimates, resource plans, project timelines, solution assumptions, risk registers, and commercial inputs for technology engagements.
- Proven experience supporting or leading opportunities from initial qualification through proposal, technical defense, negotiation support, and technical closure.
- Strong experience preparing and responding to RFPs, RFIs, statements of work, technical proposals, and customer presentations.
- Ability to quickly understand customer needs and convert them into technically feasible, commercially viable, and outcome-oriented solutions.
- Strong business communication, storytelling, proposal writing, and presentation skills.
- Ability to simplify complex Cloud, Data, and AI concepts for business and executive audiences.
- Comfortable presenting to technical teams, enterprise architects, business leaders, and CXO-level stakeholders.
- Strong stakeholder management skills across Sales, Delivery, Engineering, Practice, CoE, Partner, and customer teams.

Primary Cloud / Hyperscaler Expectation

- Candidate must demonstrate solid expertise in one primary hyperscaler rather than shallow expertise across all three major cloud platforms.
- AWS or Azure is the preferred primary hyperscaler for this position.
- Strong understanding of Cloud, Data, Analytics, AI, and GenAI services is highly desirable.
- Exposure to AWS, Azure and GCP is considered an advantage for supporting multi-cloud customers and identifying equivalent services or architectural options.
- Equal hands-on or architectural expertise across AWS, Azure, and GCP is not required.

Preferred Qualifications

- Cloud architecture or specialty certifications from the candidate’s primary hyperscaler are preferred.
- AWS or Azure certifications such as Solutions Architect, Data Engineer, AI Practitioner, Machine Learning Engineer, or equivalent certifications are desirable where AWS or Azure is the candidate’s primary platform.
- GCP certifications are beneficial as secondary cloud credentials.
- Experience working within an AWS, Microsoft, or Google Cloud partner organization is preferred.
- Experience supporting hyperscaler co-sell motions, cloud assessments, migration programs, partner funding, POCs, and joint customer engagements is an advantage.
- Experience with CRM and opportunity-management platforms such as Salesforce, HubSpot, or Microsoft Dynamics is preferred.
- Experience contributing to or leading a Cloud, Data, AI, or GenAI Center of Excellence, innovation lab, or presales solution team is desirable.
- Domain expertise in one or more industries such as BFSI, Healthcare and Life Sciences, Insurance, Retail, Manufacturing, or Public Sector is preferred.

📌 Technical Presales - IT (Pune)
🏢 Futran Tech Solutions
📍 Pune