Principal - pre sales (cargo solutions)
Accelya · Mumbai, India
FULL TIMEpermanent
Job Description
Role Overview
The Principal - Pre-Sales Cargo is responsible for leading the global pre-sales effort for Air cargo business vertical, supporting revenue growth by aligning customer needs with Accelya’s new generation Cargo solutions. This role combines strategic leadership, solution design, and customer engagement to drive successful deal closures.
Key Responsibilities
Leadership & Strategy
Lead the technical Pre-sales function ensuring high performance and alignment with business goals.
Define and execute pre-sales strategy to support pipeline growth and conversion
Collaborate with Sales, Product, and Delivery teams to align offerings with market needs
Establish best practices, tools, and frameworks for pre-sales excellence
Customer Engagement
Engage with C-level stakeholders in airline clients
Participate and represent Accelya in Industry forums, shaping the upcoming cargo industry standards; project thought leadership of Accelya at industry level in modernizing Air Cargo management solutions.
Understand customer business challenges and translate them into solution strategies
Lead high-impact presentations, product demonstrations, and solution workshops
Act as a trusted advisor during complex deal cycles
Solution Design & Proposals
Oversee solution architecture, ensuring scalability and alignment with customer requirements
Drive RFP/RFI responses, proposal creation, and value articulation
Ensure solutions are competitive, financially viable, and technically sound
Support pricing strategies and commercial structuring
Sales Support & Deal Management
Partner closely with Sales to qualify opportunities and shape deals
Contribute to account strategies and large deal pursuits
Manage risk assessment and ensure compliance with client requirements
Support contract negotiations with technical and solution inputs
Market & Product Alignment
Provide feedback to Product Management on market trends and customer needs
Stay updated on airline industry trends, competitors, and emerging technologies
Represent the company at industry events, conferences, and client forums
Key Requirements
Experience
12–18+ years of experience in technical pre-sales, solution consulting, enterprise sales
Strong experience in Air cargo industry
Proven track record of supporting large, complex, global deals
Experience in managing and scaling large, complex deals
Skills
Strong leadership and stakeholder management skills
Excellent communication, presentation, and negotiation abilities
Deep understanding of solution architecture and enterprise systems
Commercial acumen with ability to influence deal strategy
Ability to translate technical solutions into business value
Education
Bachelor’s degree in Engineering, Business, or related field
MBA or equivalent preferred
The Principal - Pre-Sales Cargo is responsible for leading the global pre-sales effort for Air cargo business vertical, supporting revenue growth by aligning customer needs with Accelya’s new generation Cargo solutions. This role combines strategic leadership, solution design, and customer engagement to drive successful deal closures.
Key Responsibilities
Leadership & Strategy
Lead the technical Pre-sales function ensuring high performance and alignment with business goals.
Define and execute pre-sales strategy to support pipeline growth and conversion
Collaborate with Sales, Product, and Delivery teams to align offerings with market needs
Establish best practices, tools, and frameworks for pre-sales excellence
Customer Engagement
Engage with C-level stakeholders in airline clients
Participate and represent Accelya in Industry forums, shaping the upcoming cargo industry standards; project thought leadership of Accelya at industry level in modernizing Air Cargo management solutions.
Understand customer business challenges and translate them into solution strategies
Lead high-impact presentations, product demonstrations, and solution workshops
Act as a trusted advisor during complex deal cycles
Solution Design & Proposals
Oversee solution architecture, ensuring scalability and alignment with customer requirements
Drive RFP/RFI responses, proposal creation, and value articulation
Ensure solutions are competitive, financially viable, and technically sound
Support pricing strategies and commercial structuring
Sales Support & Deal Management
Partner closely with Sales to qualify opportunities and shape deals
Contribute to account strategies and large deal pursuits
Manage risk assessment and ensure compliance with client requirements
Support contract negotiations with technical and solution inputs
Market & Product Alignment
Provide feedback to Product Management on market trends and customer needs
Stay updated on airline industry trends, competitors, and emerging technologies
Represent the company at industry events, conferences, and client forums
Key Requirements
Experience
12–18+ years of experience in technical pre-sales, solution consulting, enterprise sales
Strong experience in Air cargo industry
Proven track record of supporting large, complex, global deals
Experience in managing and scaling large, complex deals
Skills
Strong leadership and stakeholder management skills
Excellent communication, presentation, and negotiation abilities
Deep understanding of solution architecture and enterprise systems
Commercial acumen with ability to influence deal strategy
Ability to translate technical solutions into business value
Education
Bachelor’s degree in Engineering, Business, or related field
MBA or equivalent preferred
Details
| Company | Accelya |
| Location | Mumbai, India |
| Type | FULL TIME |
| Niche | sales |
| Experience | permanent |