Director Presales Solutioning

Key Responsibilities

Solutioning & RFP Response

Collaborate with the sales team to understand client channel and distribution requirements and develop tailored S&D solutions, based on Comviva’s BlueMarble Retail product suite, that address their operational and commercial needsOwn end-to-end solution architecture for large-scale Sales & Distribution transformation bids covering Dealer & Channel Management, Inventory Management, Point of Sale, Field Force Automation, Stock & Order Management, SIM Kitting, and Warehouse ManagementAssist in the preparation of proposals, bids, RFP responses and contextual Product Demos — ensuring alignment with client requirements, industry best practices, and Comviva’s business objectivesDesign multi-channel, multi-geography distribution transformation approaches with supporting volumetrics, phasing options, and structured trade-off analysis.

Domain & Technical Depth

Act as a subject matter expert on Comviva’s Sales & Distribution platform — providing credible, experience-grounded guidance to clients and internal stakeholders across all S&D functional domainsDemonstrate deep understanding of Dealer & Channel Management — including distributor hierarchies, channel partner onboarding, territory management, credit and commission management, and SLA-driven performance frameworksArchitect solutions for Point of Sale and Field Force Automation — covering assisted and unassisted sales flows, trade promotion execution, beat planning, retailer engagement, and real-time stock visibility for on-ground sales teamsDesign end-to-end Inventory and Warehouse Management solutions — including SIM and device kitting workflows, stock allocation, replenishment logic, returns management, and multi-warehouse orchestration

Presales Delivery

Build highly contextual compliance responses, high-quality solution proposal documents, and bid response artefacts that accurately represent Comviva’s S&D platform capabilitiesPrepare and conduct compelling product demonstrations and presentations — bringing Comviva’s Sales & Distribution capabilities to life for channel operations heads, IT leadership, and CXO audiencesLead solution proposal defense workshops with customer evaluation committees and senior stakeholders — structuring narrative, anticipating functional and commercial challenges, and holding the roomBuild program effort models and delivery timelines aligned to contract milestones, reflecting realistic go-live phasing across channel, geography, and functional rollout sequencesCoach internal bid teams and client stakeholders on transformation risk — particularly around channel cutover complexity, distributor data migration, parallel operations management, and change adoption across field force

Market & Client Engagement

Stay abreast of industry trends, emerging technologies, and competitive offerings to maintain a sharp understanding of the telecom Sales & Distribution market landscape — including the evolving dynamics of digital channel management, e-SIM distribution, and AI-driven field force optimizationEngage with clients to gather feedback and insights, identify opportunities for improvement, and contribute to Comviva’s S&D product development and roadmap initiatives

Key Skills

Domain & Technical

8–12 years across Sales & Distribution solutioning, presales, solution consulting, or channel operations within a telecom product, services, or system integration companyDeep functional knowledge of telecom S&D domains — Dealer & Distributor Management, Channel Hierarchy & Territory Management, Point of Sale (assisted and digital), Field Force & Trade Automation, Inventory & Warehouse Management, SIM/Device Kitting, and Stock & Order ManagementHands-on experience with at least one large-scale S&D transformation or platform implementation program — preferably covering multiple geographies or channel tiersWorking knowledge of how S&D platforms integrate with BSS systems — CRM, EPC/Charging, and ERP — and the ability to articulate interface design and data flow positions confidentlyFamiliarity with digital channel evolution in telecom — e-SIM provisioning, digital onboarding, self-care for retailers, and omnichannel distribution modelsBasic but confident understanding of Cloud platforms (AWS, Azure, GCP) and DevOps practices — enough to engage credibly with technical evaluation teams and frame solution delivery positioningStrong analytical and problem-solving skills — able to translate complex distribution operations into structured solution architectures and clear business value narratives

Communication & Collaboration

Exceptional written English — able to construct solution narratives, executive summaries, and scope position papers that are precise, persuasive, and free of ambiguityStrong and fluent verbal presence — comfortable leading workshops, managing pushback in live defense sessions, and adapting register from a field operations deep-dive to a boardroom briefingActive listener who builds credibility with channel operations and IT teams by understanding their on-ground realities before positioning solutionsCollaborative by instinct — works fluidly across solution, delivery and product teams without creating silos, and brings others along rather than working in isolationCarries a smile and is ego-aware — intellectually confident but places collective outcome above personal position, and remains genuinely open to better thinking from anywhere in the roomCulturally aware and able to operate effectively across diverse geographies and stakeholder personalitiesFlexibility to engage with clients across Europe and US time zones as required

AI Fluency & Adoption

Uses GenAI tools deliberately and ethically — as a thinking partner and quality accelerator — ensuring every client-facing output reflects genuine Comviva solution understanding and personal intellectual ownershipExercises calculated creativity — using AI to explore, compress, and elevate ideas that are already grounded in domain knowledge, so that what reaches the client is sharper, not syntheticMaintains authentic projection of Comviva’s products, solutions, and culture in all AI-assisted outputUnderstands and respects the ethical boundaries of GenAI use in a client engagement context — no fabrication of capabilities, no inflation of references, no use of AI to obscure gaps that should instead be honestly addressed.Stays current with emerging AI capabilities relevant to the presales and S&D domain — including AI-driven field force optimization, predictive inventory management, and intelligent channel analytics — and proactively integrates useful tools into personal workflow, contributing to a culture of responsible AI adoption within the Comviva presales practice

Qualifications

Bachelor’s or Master’s degree, preferably in Telecom, Technology, Business, or a related fieldExperience presenting to and managing procurement-driven evaluation processes with structured scoringExposure to Tier-1 operator S&D programs in APAC or Middle East — markets with high prepaid penetration, large informal retail networks, and complex SIM distribution logistics

Preferred Skills

Understanding of e-SIM and eSIM-as-a-service distribution models and their implications for traditional channel architectureExperience with trade promotion management, incentive compensation, or gamification within field force platforms