Presales Consultant

About Us:

Founded in 2002 in Sydney, with offices in India and a presence across the Americas and Europe, Prospecta is a leading data management software company. Our flagship platforms:
Master Data Online (MDO), enables accurate, compliant, and relevant master data for asset-intensive industries including Energy, Utilities, Oil & Gas, Mining, Infrastructure, and Manufacturing.

We pride ourselves on agility, collaboration, and innovation delivering real value to customers while fostering a diverse, growth-driven culture that encourages learning, embraces challenges, and celebrates success.

At Prospecta, our culture is centered around growth and the excitement of embracing new challenges. We have a passionate team that collaborates seamlessly to create value for our customers. Our diverse backgrounds make Prospecta an exhilarating place to work, bringing a rich tapestry of perspectives and ideas.

Job Description of Presales Consultant

Position:
Presales Consultant

Location:

Delhi NCR

In this role, you will be responsible for managing and executing the complete pre-sales lifecycle, starting from initial discovery calls to the preparation of RFP/RFI responses. You will work closely with internal teams—including Product Management and Solution Engineering—to gather accurate and compelling responses to client queries. This role requires effective coordination of cross-functional resources, managing internal collaboration, and maintaining clear communication with all stakeholders.

You will play a critical part in advancing the sales cycle by articulating product value, delivering tailored demonstrations, and showcasing how our MDM solution drives business impact for prospective clients.

Key Responsibilities

Requirement Understanding & Solutioning:

- Engage with prospects and clients to conduct deep-dive discovery sessions, understand their current data landscape, pain points, and business objectives across domains (materials, customer, vendor, asset, etc.).
- Analyse client data to uncover actionable insights and identify quality gaps that align with positioning our solution effectively
- Translate complex business requirements into solution architecture using the capabilities of the MDM product suite.
- Understand various aspects of the requirements like, functional, technical, IT security, AI etc and respond to the customer accordingly
- Work closely with product and solutioning teams to assess feasibility, propose customizations or configurations, and ensure solutions are technically sound and scalable.
- Define solution scope, integration touchpoints (e.g., SAP, Salesforce, Oracle), and data models to meet business and compliance requirements (e.g., ISO 8000, GDPR).
- Articulate how the MDM solution supports both operational efficiency and strategic data governance initiatives such as data quality, stewardship, and lifecycle management.
- Serve as the technical bridge between sales and product management, influencing roadmap by bringing market and client feedback.

Preparing Supporting Documentation:

- Create high-quality pre-sales documentation such as solution overviews, capability decks, product datasheets, and business case presentations tailored to client-specific use cases.
- Develop and maintain standardized RFP/RFI response templates, ensuring alignment with evolving product capabilities and customer expectations.
- Analyse RFPs/RFIs and build solution blueprints that align with customer use cases, data governance goals, and IT ecosystems.
- Draft detailed Statements of Work (SoW), functional overviews, and effort estimations in collaboration with solution architects and product teams.
- Create detailed functional solution documents, client-specific solution demos, and proof-of-concept (PoC) scenarios tailored to verticals like oil & gas, mining, manufacturing, pharma, etc.
- Ensure accuracy and consistency of all documentation across touchpoints, maintaining a central repository for reuse and knowledge sharing.
- Support sales enablement by developing internal collateral including battle cards, competitor comparison sheets, and ROI calculators.
- Collaborate with marketing and product management to ensure alignment of pre-sales documentation with product roadmap and positioning.

Product Knowledge and Demo:

- Develop and tailor product demonstrations to address specific client data challenges, business needs, and industry-specific requirements.
- Prepare demo scripts, use case guides, and proof-of-concept documentation to support personalized client demos and pilots.
- Have a clear understanding of product architecture
- Collaborate with Product Management and Engineering teams to incorporate customer feedback and demonstrate upcoming features when needed
- Support Proof of Concept (POC) or pilot setup and walkthroughs, ensuring alignment with client expectations.
- Stay current with competitor solutions and articulate how the MDM product stands apart in demos and presentations.
- Train and mentor junior pre-sales or sales team…