Presales Consultant

Position Summary

The Presales Consultant is responsible for understanding customer business requirements, positioning Warehouse Management System (WMS) and Manufacturing Execution System (MES) solutions, preparing solution proposals, conducting product demonstrations, supporting RFP/RFQ responses, and assisting the sales team throughout the sales lifecycle.

The role requires strong knowledge of warehouse operations, manufacturing processes, supply chain digitization, barcode/RFID technologies, and software solution architecture. The consultant acts as the technical and functional advisor to customers while ensuring that proposed solutions are feasible, scalable, and aligned with business objectives.

Key Responsibilities

1. Customer Requirement Analysis

· Engage with prospective customers to understand business objectives and operational challenges.

· Conduct discovery workshops and requirement gathering sessions.

· Analyze warehouse, manufacturing, and material flow processes.

· Document As-Is and To-Be business processes.

· Identify opportunities for process optimization and automation.

2. Solution Design

· Design end-to-end WMS and MES solutions based on customer requirements.

· Recommend suitable software modules, hardware components, and system architecture.

· Define solution workflows covering:

o Inbound logistics

o Warehouse operations

o Inventory management

o Production planning

o Shop floor execution

o Traceability

o Quality management

o Finished goods management

· Recommend appropriate technologies including:

o Barcode, RFID

o Mobile Computing, IoT

o Vision Systems

o PLC/Machine Integration

o Industrial Automation

3. Product Positioning

· Demonstrate WMS and MES products to customers.

· Explain product capabilities and business benefits.

· Map customer pain points to product features.

· Highlight ROI, productivity improvements, compliance, and traceability benefits.

· Position product roadmap and future capabilities including AI-driven analytics.

4. Proposal Development

Prepare:

· Technical proposals

· Functional solution documents

· Scope of work

· Architecture diagrams

· Process flow diagrams

· Bill of Materials (Software & Hardware)

· Effort estimations

· Project assumptions

· Risk analysis

· Commercial inputs

Support RFP/RFQ submissions with complete technical responses.

5. Customer Presentations

· Conduct technical presentations.

· Present solution architecture.

· Lead product demonstrations.

· Participate in proof-of-concept activities.

· Support customer workshops and technical discussions.

7. Solution Estimation

Collaborate with Delivery and Product teams to:

· Estimate implementation effort

· Define project timelines

· Identify implementation risks

· Recommend deployment architecture

· Prepare implementation approach

8. Cross Functional Collaboration

Work closely with:

· Sales Team

· Product Management

· Solution Architects

· Delivery Team

· QA Team

· Development Team

· Project Managers

· Hardware Team

Ensure smooth transition from Presales to Project Delivery.

9. Market Intelligence

· Study competitors.

· Track industry trends.

· Identify emerging technologies.

· Analyze customer requirements across industries.

· Provide inputs for product enhancements.

Key Deliverables

· Solution Design Document,

o Technical Architecture

o Process Flow Diagrams

· Demo Environment

· Product Presentations

· Technical Proposal

· Effort Estimation

· BOM

· RFP Responses

· Customer Workshop Reports

· Handover Documents / KT to Delivery

Preferred Industry Experience

Experience in one or more of:

· Automotive Manufacturing

· Electronics Manufacturing

· Pharmaceutical Manufacturing

· FMCG

· Food Processing

· Warehousing & Logistics

· Third Party Logistics (3PL)

· Retail Distribution

Required Skills

Functional Skills

· Business Process Analysis

· Solution Design

· Requirement Gathering

· Process Mapping

· Proposal Writing

· Presentation Skills

· Customer Engagement

· Consulting

· Analytical Thinking

Technical Skills

· WMS, MES

· ERP Integration, SQL, API Integration

· Manufacturing Processes, Warehouse Operations

Soft Skills

· Excellent communication

· Presentation and demonstration skills

· Problem solving

· Negotiation support

· Customer relationship management

· Documentation

· Time management

· Stakeholder management

Education

Bachelor's Degree in:

· Computer Science

· Information Technology

· Electronics

· Industrial Engineering

MBA (Operations/Supply Chain) is an added advantage.

Experience

· 5–10 years in Presales, Solution Consulting, or Business Consulting.

· Experience with enterprise software solutions in Manufacturing or Supply Chain.

· Hands-on exposure to WMS, MES, ERP integration, or Industrial Automation projects.

· Experience in customer-facing consulting and solution presentations.