Presales Consultant

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:
• Inbound logistics
• Warehouse operations
• Inventory management
• Production planning
• Shop floor execution
• Traceability
• Quality management
• Finished goods management
• Recommend appropriate technologies including:
• Barcode, RFID
• Mobile Computing, IoT
• Vision Systems
• PLC/Machine Integration
• 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.

Experience

• 510 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.