Director, Presales Cloud & Product Engineering Services Practice.
- Bristlecone
- 19 - 25 years
- Pune
- 3 days ago
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Job Description
Bristlecone is seeking a Director of Presales to lead the technical selling motion for its Cloud Engineering and Product Engineering Services practice. This is a practice-defining role: you will be Bristlecone's primary technical voice in competitive pursuits, the architect of winning proposals, and the strategic bridge between client business problems and Bristlecone's engineering capability.
You will work in close partnership with Account Managers, Practice Heads, and Delivery Directors to shape opportunities, respond to RFPs, lead solution workshops, and build the repeatable presales assets that scale Bristlecone's pipeline across named strategic accounts and new logo acquisitions alike. The ideal candidate combines deep cloud and engineering solutioning expertise with executive-level presence, sharp commercial instincts, and a hunger to win.
Key Responsibilities
Solution Architecture & Technical Solutioning
- Lead end-to-end solutioning for cloud engineering, custom application development, DevOps and low-code platform opportunities across Bristlecone's target verticals
- Design credible, differentiated solution architectures spanning cloud platforms (AWS, Azure, GCP), containerized microservices, API-led integration, data platforms, and AI-powered application layers
- Translate ambiguous client requirements gathered through discovery workshops into structured, commercially compelling solution blueprints with clear delivery phasing and risk framing
- Own the technical narrative across all pursuit artifacts including RFP responses, SOWs, capability decks, reference architectures, and executive presentations
- Size and estimate engagements with credibility effort, team composition, phasing, delivery risk, and commercial model in close collaboration with Delivery Directors
- Lead solutioning for AI/GenAI-embedded cloud application programs within enterprise environments
- Articulate responsible governance considerations within proposals to address enterprise buyer concerns around risk & compliance
Client Engagement & Executive Presales
- Engage confidently at CXOs, VPs, and IT Director level as a trusted technical advisor positioning Bristlecone as a long-term transformation partner, not a transactional vendor
- Lead solution discovery workshops, architecture deep-dives, and proof-of-concept scoping sessions with client stakeholders across technical and business functions
- Articulate Bristlecone's differentiation in competitive situations spanning custom app development, cloud-native engineering, DevOps maturity, and AI integration
- Build trusted relationships with client architects, engineering leaders, and procurement teams across the full pursuit lifecycle from qualification through contract award
- Support account teams in whitespace mapping, opportunity qualification, and pipeline development within named strategic existing accounts and new hunts
- Represent Bristlecone at industry events, client innovation days, and partner co-sell engagements as a subject matter authority on cloud and engineering transformation
Proposal & Asset Development
- Own and continuously improve Bristlecone's presales collateral library for cloud and PES pursuits solution templates, reference architectures, case studies, battlecards, and pricing models
- Drive RFP response quality and consistency, coordinating inputs across delivery, and hyperscaler partner teams under tight pursuit deadlines
- Develop point-of-view documents, capability briefs, and thought leadership assets that support pipeline generation, brand positioning, and sales enablement
- Maintain a reusable solutions repository that reduces pursuit cycle time, improves win rates, and enables the broader sales team to self-serve on standard solution plays
- Conduct structured win/loss reviews to continuously sharpen Bristlecone's competitive positioning and presales approach
Practice & Partner Development
- Work with hyperscaler partner teams (AWS, Microsoft Azure, GCP) and maintain Bristlecone's partnership tier standing
- Contribute to PES go-to-market strategy by identifying high-potential solution plays, industry verticals, and buyer personas to prioritize across the sales pipeline
- Collaborate with marketing on campaigns, events, and content that generate qualified pipelines and reinforce Bristlecone's engineering credentials in the market
- Enable the broader sales and delivery organization through pre-sales playbooks, solution workshops, and capability briefings that sharpen the team's ability to identify and qualify opportunities.
Who You Are
Experience
- 15 to 20+ years of IT industry experience with at least 5 years in dedicated presales, solution consulting, or solution architecture role within a services firm
- Proven track record of winning large, competitive cloud engineering and custom application development pursuits in a services environment
- Experience leading full pursuit lifecycles from qualification and discovery through proposal development, orals, and contract negotiation
- Background spanning both internal enterprise application programs and external customer-facing digital product delivery, including web platforms, customer portals, Mobile apps and B2B/B2C transaction systems
- Domain exposure in one or more target verticals: e.g. Life Sciences, Consumer Goods, Manufacturing, Retail, or Agribusiness and other related vertical
- Prior delivery background strongly preferred candidates who have transitioned from delivery management or solution architecture into presales bring the credibility that wins competitive pursuits
Technical Competencies
- Cloud Platforms: Good working knowledge of AWS, Azure, and/or GCP ecosystems able to design credible architectures and articulate trade-offs at both strategic and technical levels
- Application Engineering: Strong grasp of modern full-stack development, microservices, API design, event-driven architecture, containerization (Kubernetes, Docker), and cloud-native design patterns
- DevOps & Platform Engineering: Familiarity with CI/CD toolchains, infrastructure-as-code (Terraform), SRE practices, and cloud cost optimization (FinOps)
- Emerging AI Protocols: Awareness of Model Context Protocol (MCP), AI coding assistants (GitHub Copilot, Amazon Q), and their implications for delivery velocity and engineering team productivity
- Low-Code Platforms: Ability to position and scope ServiceNow, Microsoft Power Platform (Power Apps, Power Automate), and other tools as part of broader solution architectures
- Integration: Good understanding and knowledge of integrations for API-led connectivity patterns
- Test Automation: Familiarity with intelligent test automation frameworks and their role in accelerating release velocity.
Presales & Commercial Skills.
- Exceptional written and verbal communication able to craft executive narratives, technical architectures, and commercial proposals with equal fluency and conviction
- Strong commercial acumen: able to construct pricing models, evaluate margin implications, and frame delivery risk within pursuit contexts without losing the client conversation
- Experience working with hyperscaler partner ecosystems and co-sell motions (AWS, Microsoft, Google), including familiarity with partner funding and incentive programs
- Skilled facilitator of discovery workshops, design thinking sessions, and solution orals with mixed technical and business audiences at executive level
- Ability to manage multiple concurrent pursuits under tight timelines without compromising proposal quality or client engagement standards
- Strong analytical mindset able to deconstruct complex RFPs, identify win themes, and structure responses that score well against evaluation criteria.
Preferred Qualifications
- Cloud certifications (good to have): AWS Solutions Architect Professional, Azure Solutions Architect Expert, or GCP Professional Cloud Architect
- Experience with structured proposal methodologies
- AI-Augmented Delivery Ecosystem Fluency: Working knowledge of modern AI tools across the full SDLC requirements, design, engineering (GitHub Copilot, Amazon Q, Cursor, Codex, Claude etc.), testing (AI-driven test generation & automation), and operations with the ability to articulate delivery benefits and trade-offs around governance & code ownership to client stakeholders
- AI-Augmented Presales & Proposal Intelligence: Hands-on familiarity with AI-augmented development workflows, win theme extraction, solution narrative generation, and competitive response acceleration with the judgment to apply them without compromising proposal quality or differentiation
- Architecture Pattern Depth: Strong command of a broad range of architecture patterns and their trade-offs, including lift-and-shift migration, re-platforming, re-architecting to cloud-native
- Modern Web & Mobile Application Development Background: Grounded development experience spanning responsive modern web applications (React, Angular, Vue) and mobile platforms (React Native, Flutter, or native iOS/Android), with the ability to credibly scope, estimate, and architect customer-facing digital product programs without relying solely on delivery teams for technical depth
- Full-Stack Engineering Fluency: Practical exposure to backend engineering patterns including RESTful and GraphQL API design, serverless functions, containerized microservices, and cloud-native data persistence sufficient to lead technical solutioning conversations without a solutions architect in the room.
Key Focus Areas
This role is structured across four accountability pillars:
40% Solution Architecture & Technical Solutioning
30% Client Engagement & Executive Presales
20% Proposal & Asset Development
10% Practice & Partner Development
Job Classification
Industry: IT Services & ConsultingFunctional Area / Department: ConsultingRole Category: IT ConsultingRole: IT Consulting - OtherEmployement Type: Full timeContact Details:
Company: BristleconeLocation(s): Pune+ View Contact
Keyskills: Solution Architecting Presales Client Engagement
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