Presales Engineer

1. Position, Responsibility & Location

• Role: Manager – Pre-Sales
• Location: Ahmedabad
• Responsibility: Drive sales of Digital Signature Certificates (DSC), eSign, and PKI Products & Services to Enterprises and Government organizations.
• Experience : Min. 4- 7 Years
• Education : Preferred Masters in Business Administration from a reputed Business School

2. Job Summary

The Pre‑Sales Manager (Government & Enterprise) will lead solutioning, bid support, and technical engagement for XtraTrust’s esign, DSC, and PKI offerings with government and large corporate customers. He/She will translate complex requirements into compelling, compliant solutions, drive tenders, demos, and PoCs, and work closely with sales, product, and others to win and grow high‑value accounts across India.

3. Key Responsibilities

· Identify and qualify large opportunities from Enterprise (Enterprise = Government & large corporates) (Government = Central, State, PSU, Banks, Universities & other Departments) through portals, empanelment and direct connects.

· Lead end-to-end tender participation: tender discovery, clause analysis, bid/no-bid decision, documentation, coordination, and on-time bid submission.

· Build and maintain strong relationships with key government stakeholders, departments, and nodal agencies for current and future opportunities.

· Coordinate and run PoCs (proof of concept) with prospects to demonstrate XtraTrust’s PKI capabilities in their real environments.

· Represent XtraTrust in pre-bid meetings, vendor conferences, demonstrations, solutions walkthroughs and technical discussions with government bodies & enterprise customers.

· Identify, engage, and manage large corporate and enterprise accounts in India that can adopt PKI, DSC and related solutions.

· Coordinate and run PoCs (proof of concept) with prospects to demonstrate XtraTrust’s PKI, DSC, and signing solutions in their real environments.

· Build strategic alliances with system integrators (SIs), IT services companies, OEMs, and other ecosystem players to jointly address large deals.

· Create specific solution briefs and pitch decks to help SIs and partners position XtraTrust in their portfolios.

· Support contract negotiation and closure.

4. ‘Must have’ Skills :

4.1 Functional Skills

· Ability to engage with decision makers at different levels, establishing credibility and building strong relationships them.

· Strong capability to translate business requirements into solution blueprints, RFP/RFI responses and techno‑commercial proposals that clearly demonstrate value.

· Solid understanding of new‑age technologies (AI, data, hyper‑automation, SaaS, workflows, APIs, security, PKI) and how they can be combined with DSC/eSign to solve concrete business and compliance problems.

· Good grasp of different industries and their functional IT processes (e.g., power, energy, manufacturing, BFSI, government, PSU environments) to contextualize PKI solutions.

· Hands‑on experience in running product demos, solution walkthroughs, and PoCs, and tailoring them to different customer personas (IT, security, operations, procurement, management).

· Ability to interpret tender documents, technical specifications, and government procurement terms, and convert them into clear internal requirements and winning responses.

4.2 Behavioral Skills

· Out-of-the-box thinking, as you will need to innovate and develop creative approaches to open doors in a competitive marketplace.

· Excellent networking skills to expand your professional connections and leverage them for business opportunities.

· Analytical mindset to assess market trends, competitor activities and customer needs, enabling you to make data-driven decisions.

· High ownership: works closely with sales, product, tech and other teams; comfortable taking responsibility from pre‑bid stage to technical closure.

· Clear, structured communication—able to simplify complex technical concepts for non‑technical stakeholders without losing accuracy.

4.3 Business Skills

• Strong experience in B2B and Government pre‑sales: RFP/RFI responses, solution design, technical qualification and support to sales in closing complex deals.
• Experience in SAAS or Software Sales
• Excellent communication and presentation skills
• Proven ability to support and grow large Government and Enterprise accounts by becoming a trusted technical and solution advisor.
• Knowledge of DSC, eSign, or related digital trust solutions (preferred)

5. PROFILES NOT SUITABLE FOR THIS ROLE

6. IDEAL CANDIDATE PROFILE

• Pre‑Sales Manager / Solution Consultant from a PKI, cybersecurity, or enterprise SaaS company
• Pre‑Sales professional who has worked extensively on Government tenders

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• Solution architect who has transitioned into customer‑facing pre‑sales ownership