Senior Director

Role: Senior Director

Location: Hartford, Connecticut, USA

Reporting to: AVP level.

Job description:

Tango Leader – PreSales Lead, Data & Analytics

Role Overview

• The PreSales Lead – Data & Analytics is a senior, client-facing leadership role.
• Responsible for driving revenue growth through strategic account mining and solution-led presales.
• Leads end-to-end presales pursuits for Data & Analytics opportunities.
• Acts as a bridge between business, technology, sales, and delivery teams.
• Converts qualified opportunities into scalable, profitable, and governable engagements.
• Plays a key role in mentoring presales teams and ensuring smooth transition from deal shaping to delivery.

Key Objectives

• Drive revenue growth within strategic and key enterprise accounts.
• Establish the organization as a trusted Data & Analytics transformation partner.
• Ensure strong deal governance and architectural alignment from presales to delivery.
• Support talent identification and onboarding aligned with account and solution needs.

Detailed Roles & Responsibilities

1. Account Mining & Revenue Growth

• Collaborate closely with Account Managers, Client Partners, and Sales Leadership.
• Proactively mine existing client accounts to identify:
• Whitespace opportunities
• Expansion, cross-sell, and up-sell opportunities
• Develop deep understanding of:
• Client business models and industry context
• Client’s data landscape, maturity, and challenges
• Identify and shape value-led Data & Analytics use cases such as:
• BI and reporting modernization
• Advanced analytics and predictive insights
• AI/ML and data science solutions
• Cloud data platform modernization
• Build and maintain a strong pipeline with predictable revenue outcomes.
• Support revenue growth across analytics, cloud, and data engineering service lines.

2. Solution Definition & Deal Shaping

• Own solution architecture and deal definition for complex Data & Analytics opportunities.
• Design end-to-end solutions across:
• Data platforms, lakes, and warehouses
• BI, dashboards, and reporting layers
• Advanced analytics, AI/ML, and data science use cases
• Cloud ecosystems (AWS preferred)
• Generative AI–based solutions
• Define:
• Technical architecture
• Operating model and delivery approach
• Phasing and roadmap
• Lead effort estimation, pricing, commercials, and staffing models.
• Ensure solutions are:
• Client-value driven
• Technically feasible and scalable
• Commercially viable and profitable
• Clearly articulate solution value propositions to:
• Senior business stakeholders
• Technology and architecture leaders

3. Proposal Leadership & Sales Support

• Lead and own end-to-end proposal creation for:
• RFPs, RFIs, and RFQs
• Client presentations and solution decks
• Develop compelling:
• Storyboards
• Solution narratives
• Differentiation messaging
• Lead:
• Solution walkthroughs
• Technical discussions
• Executive and CXO-level presentations
• Work closely with Sales, Marketing, and Delivery teams to improve:
• Proposal quality
• Win ratios
• Time-to-response
• Ensure proposals comply with:
• Organizational standards
• Risk and compliance guidelines
• Delivery capabilities and constraints

4. Team Mentoring & Capability Building

• Mentor and coach:
• Solution Architects
• Presales Consultants
• Analysts and junior team members
• Build strong capabilities in:
• Solution design
• Estimation and commercials
• Client storytelling
• Develop reusable:
• Solution frameworks
• Accelerators
• Presales artifacts and templates
• Coach teams on:
• Client communication and executive presence
• Storytelling and value articulation
• Foster a culture of:
• Continuous learning
• Quality improvement
• Innovation in solutioning

5. Delivery Governance & Deal-to-Execution Transition

• Support seamless transition from presales to delivery teams.
• Ensure original solution intent and commercials are preserved.
• Participate in:
• Architecture reviews
• Design validations
• Governance forums
• Act as an escalation point for:
• Solution gaps
• Scope clarifications
• Architectural or commercial concerns
• Ensure early delivery aligns with:
• Committed scope
• Architecture
• Timelines and commercials
• Provide advisory support during:
• Critical delivery milestones
• Steering committee meetings
• Audits or risk reviews

Required Skills & Experience

Experience

• Overall IT consulting experience.
• Data & Analytics presales, solutioning, or consulting roles.
• Proven history of:
• Account mining
• Revenue generation
• Deal closures
• Experience working with large enterprises and CXO-level stakeholders.

Technical & Domain Expertise

• Strong knowledge of Data & Analytics ecosystem, including:
• Data warehousing and BI solutions
• Cloud data platforms (AWS preferred)
• Modern analytics stacks (Snowflake, Databricks, etc.)
• Good understanding of:
• ETL and data integration concepts
• Data governance, quality, and security
• Advanced analytics and AI/ML use cases
• Property & Casualty (P&C) Insurance domain experience is a strong plus.

PreSales & Consulting Skills

• End-to-end solution architecture and estimation.
• Proposal and bid management.
• Executive-level client communication and storytelling.
• Strong commercial awareness and pricing constructs.
• Effective stakeholder management across sales, delivery, and clients.

Key Competencies

• Strategic and entrepreneurial mindset.
• Strong analytical and problem-solving abilities.
• Ability to influence without formal authority.
• High degree of ownership and accountability.
• Comfortable working in fast-paced and ambiguous environments.

Success Measures

• Revenue growth and deal conversion ratios.
• Quality, scalability, and reusability of proposed solutions.
• Client satisfaction and repeat business.
• Smooth and effective transition from deal closure to delivery execution.