Presales Manager

About Darwinbox

Darwinbox is recognized as Asia's rapidly expanding HR technology platform focused on shaping the future of work by developing advanced HR tech solutions. With over 900 global enterprise customers managing more than 2.5 million employees across 116 countries, it competes ambitiously with top global players like SAP, Oracle, and Workday. The company's prestigious client list includes Nivea, Starbucks, DLF, Crisil, CRED, Vedanta, Mahindra, Glenmark, and several others. Backed by prominent investors like Microsoft, Salesforce, Sequoia Capital, and Lightspeed Venture Partners, Darwinbox envisions emerging as a premier product company from Asia.

Team and Role Overview

The role forms part of a versatile, global solutions team driving end-to-end HR digital transformation initiatives by aligning customer business strategies with their digital visions. Responsibilities encompass conducting discovery calls, product solutioning, and staying competitive through strategic market insights. As an HCM Solution Manager, you will collaborate with sales teams to architect and deliver Darwinbox's value proposition targeting executives such as CHROs, CIOs, and CFOs. Your function is pivotal in driving sales success by applying deep HR domain expertise, problem solving, and comprehensive product knowledge through workshops, demos, and proof of concept engagements.

Key Responsibilities

• Lead discovery workshops to capture and document client business processes, requirements, and workflows.
• Analyze complex enterprise needs and devise tailored solutions leveraging Darwinbox features to secure functional wins in sales processes.
• Collaborate with sales teams to craft compelling value propositions and messaging strategies for customers.
• Communicate and advocate the Darwinbox value-based solutions effectively to clients, partners, and internal teams using diverse presentation methods.
• Manage RFP processes focusing on functional, implementation, and support aspects alongside bid and value teams.
• Prepare and deliver impactful demonstrations of the Darwinbox HCM solution to influence customer evaluations.
• Oversee complex multi-module POCs ensuring full coverage, testing reconciliation, reporting, and securing wins against competitors by coordinating across sales, product, marketing, and engineering divisions.
• Co-develop business value cases with prospects and internal value management groups.
• Develop industry-specific expertise and relate Darwinbox HCM benefits effectively to sector-specific audiences.
• Foster trusted advisor relationships with key decision makers and influencers during evaluations.
• Research and articulate competitive advantages of Darwinbox HCM over legacy ERP and SaaS platforms.
• Engage in continuous personal skill enhancement through company learning opportunities.

Candidate Profile

• 8 to 15 years of experience in HCM consulting, presales, or implementation roles.
• MBA or PGDM with specialization in HR or equivalent related experience.
• Demonstrated proficiency in value-based selling within HCM consulting contexts.
• Strong analytical, problem-solving, critical thinking, and solutioning capabilities.
• Ability to communicate effectively with executives and business stakeholders at various levels.
• Experience identifying client challenges and proposing appropriate solutions.
• Expertise in designing HCM implementation plans.
• Familiarity with Microsoft Project (MPP) is advantageous.
• Previous project management and consulting experience is preferred.
• Excellent communication and interpersonal skills essential.