Presales Consultant

Job Title : Presales Lead

Job Location : Mumbai (Thane / Andheri)

Job Purpose :

The Presales Lead will drive cybersecurity solutioning, customer engagement, and sales enablement across MDR / CES / MSSP services. They must have strong expertise in security technologies (SIEM, EDR, firewalls, cloud security) and IT infrastructure. Responsibilities include responding to RFPs, conducting PoCs, crafting proposals, and engaging with C-level executives. Strong consultative selling, presentation, and negotiation skills are essential. The role requires collaboration with sales, technical, and product teams, along with CRM proficiency.

Roles & Responsibilities

1. Solutioning & Technical Expertise

Understand customer security needs and design tailored cybersecurity solutions across MDR / CES / MSSP services.

Conduct Proof of Concepts (PoCs), product demos, and technical workshops to showcase solutions.

Stay updated on cybersecurity trends and technologies (SIEM, SOAR, XDR, Cloud Security, IAM / PAM, Firewalls, Endpoint Security, Threat Intelligence).

2. RFP / RFI & Proposal Management

Lead technical responses to RFPs / RFIs, ensuring high-quality proposal submissions.

Develop and present compelling business cases, solution architectures, and value propositions for clients.

Work with internal teams to create pricing models, service offerings, and customized solutions based on client needs.

3. Sales & Customer Engagement

Engage with C-level executives, IT teams, and security stakeholders to drive technical discussions.

Act as a trusted advisor , translating complex cybersecurity concepts into business-friendly solutions.

Support the sales team in deal closure by addressing objections, defining technical scopes, and guiding the sales cycle.

4. Market Intelligence & Competitive Analysis

Analyze competitor offerings, industry trends, and emerging threats to refine presales strategies.

Collaborate with marketing and product teams to enhance solution messaging and positioning.

Identify upselling and cross-selling opportunities by aligning solutions with customer business goals.

5. Internal & Cross-Functional Collaboration

Work closely with the delivery, technical, and product teams to ensure seamless solution deployment.

Train and enable sales teams on cybersecurity products, services, and market differentiators .

Maintain accurate pipeline tracking and reporting using CRM tools (Salesforce, HubSpot, Zoho, etc.) .

Skills / Certificates Required :

The Presales Lead should have expertise in cloud security (AWS, Azure, GCP), Zero Trust, IAM, PAM, and SOC operations, along with knowledge of automation (SOAR, XDR) and AI-driven threat detection.

Strong business acumen, leadership, and stakeholder management skills are essential.

Preferred certifications include AWS Security, SC-900, CISA, CRISC, OSCP, GPEN, and ITIL or PMP for project management.

Experience with SIEM tools like Splunk and QRadar is a plus. The role requires a strategic mindset, problem-solving skills, and the ability to assess security investments and ROI while aligning cybersecurity solutions with business needs.

Experience :

4+ years in a pre-sales or solution consulting role, preferably in MDR, MSSP, CES, or cybersecurity services.