Position Summary:

The Pre-Sales Techno-Commercial professional will support enterprise sales teams by designing, sizing, and proposing end-to-end IT infrastructure solutions. This role combines deep technical expertise (compute, storage, networking, virtualization, data center) with strong commercial understanding to drive successful deal closures and profitable growth.

Key Responsibilities

1. Solution Design & Architecture

- Engage with customers to understand current IT infrastructure, workloads, and business needs.
- Design end-to-end infrastructure solutions covering:
- Servers & compute platforms
- Storage (SAN/NAS/HCI)
- Networking (LAN/WAN, SD-WAN)
- Virtualization & HCI
- Backup, DR, and data protection
- Create scalable, high-availability, and cost-optimized architectures.

2. Techno-Commercial Proposal Management

- Prepare detailed proposals including:
- Solution architecture diagrams
- Bill of Quantities (BoQ)
- Sizing and configuration
- Pricing and commercials
- Optimize BOM and pricing to balance competitiveness and margins.
- Handle RFPs, RFQs, and tender submissions with complete documentation.

3. Sales Support & Deal Closure

- Work closely with account managers on opportunity qualification and strategy.
- Participate in customer discussions, presentations, and technical workshops.
- Deliver solution presentations, PoCs, and demos where required.
- Address technical queries, objections, and commercial concerns.

4. Vendor / OEM Engagement

- Coordinate with OEMs
- Secure deal registrations, special pricing, and technical validations.
- Stay updated on OEM product roadmaps,



certifications, and partner programs.

5. Sizing, Performance & Cost Optimization

- Perform workload sizing, capacity planning, and performance analysis.
- Recommend right-fit configurations (avoid over/under sizing).
- Optimize TCO/ROI for customers while protecting margins.

6. Solution Positioning & Advisory

- Position infrastructure solutions aligned to business outcomes (performance, uptime, scalability, security).
- Recommend modernization strategies (virtualization, HCI, hybrid cloud readiness).
- Act as a trusted advisor to enterprise customers.

7. Internal Enablement

- Train sales teams on infrastructure offerings and positioning.
- Develop reusable solution templates, proposals, and presentations.
- Support cross-SBU collaboration (cloud, security, software).

8. Market Intelligence

- Track trends in data center, HCI, hybrid cloud, and edge infrastructure.
- Analyze competitor solutions and pricing benchmarks.
- Identify current opportunities for solution bundling.

Key Requirements

Experience

- 4–8 years in pre-sales / solution engineering for IT infrastructure.
- Experience handling enterprise customers and complex solutioning.




- Exposure to RFPs and large deal cycles.

Technical Skills

- Strong understanding of:
- Servers (rack/blade), storage, and networking
- Virtualization platforms (VMware, Hyper-V, Nutanix)
- Backup & disaster recovery solutions
- Data center architecture & design
- Ability to perform sizing and create architecture diagrams.

Commercial Skills

- Strong understanding of pricing, margins, and deal structuring.
- Experience with BOM optimization and vendor pricing models.
- Ability to balance competitiveness with profitability.

Soft Skills

- Excellent communication and presentation skills
- Strong analytical and problem-solving ability
- Customer-facing and consultative approach
- High attention to detail in proposals

Key Competencies

- Techno-commercial balance
- Solution-oriented thinking
- Ownership and responsiveness
- Collaboration across sales, OEMs, and delivery teams

KPIs / Success Metrics

- Win rate / conversion ratio
- Proposal turnaround time
- Accuracy of sizing and costing
- Revenue influenced / supported
- Gross margin on deals
- Sales team feedback / enablement effectiveness

Reporting To

- SBU Head – Infrastructure Solutions

Ideal Candidate Profile

- Strong technical depth in infrastructure + commercial awareness
- Experience in multi-vendor enterprise environments
- Ability to handle complex, high-value deals
- Proactive, structured, and execution-driven

Educational Qualifications:

Graduation in any stream

Good working knowledge in MS Office,especially excel) Zoho / CRM

📌 Pre-Sales Techno-Commercial manager (Chennai)
🏢 Skillmantra Tech Ventures
📍 Chennai