Sonata Software
Website:
sonata-software.com
Job details:
Senior IT Infrastructure Presales – Job Profile
Role Overview
A Senior IT Infrastructure Presales professional leads complex, high‑value technology engagements by owning solution strategy, architecture, and technical deal closure. The role goes beyond technical design into consultative selling, mentoring junior presales staff, and influencing customer decisions at a senior level.
You act as a trusted advisor to customers and a technical leader for internal sales and delivery teams.
Key Responsibilities
1. Strategic Customer Engagement
- Lead end‑to‑end presales cycles for medium to large enterprise deals
- Engage CXOs, IT Heads, and Enterprise Architects
- Understand business objectives, transformation goals, and budget constraints
- Drive solution discovery workshops and architectural discussions
- Position IT Infrastructure as a business enabler, not just technology
2. Solution Architecture & Design Leadership
- Own end‑to‑end infrastructure architecture, including:
- Data Centers (Compute, Storage, Network)
- Virtualization & Hyper‑Converged Infrastructure
- Hybrid & Multi‑Cloud (Azure, AWS, GCP)
- Backup, DR, and Business Continuity
- Network & Infra Security (Firewalls, IAM, Zero Trust basics)
- Create and validate:
- High‑Level Designs (HLD)
- Reference architectures
- Migration and modernization roadmaps
- Ensure scalability, security, resiliency, and cost optimization
3. RFP / Bid Leadership
- Lead technical response for:
- Large RFPs, RFIs, RFQs
- Managed Services & Infrastructure Transformation deals
- Define scope, assumptions, risks, and dependencies
- Prepare:
- Solution narratives
- BoQs/BoMs
- Effort models and pricing inputs
- Ensure alignment between solution, cost, and delivery feasibility
4. Commercial & Deal Shaping
- Support sales leadership in:
- Deal qualification
- Technical win strategy
- Margin optimization
- Evaluate trade‑offs between cost, performance, and risk
- Assist in contract & SoW finalization
- Identify upsell / cross‑sell opportunities
5. OEM, Partner & Ecosystem Management
- Lead relationships with OEMs and hyperscalers:
- Dell, HPE, IBM, Cisco, NetApp
- Microsoft Azure, AWS, Google Cloud
- Negotiate:
- Architecture options
- Licensing models
- Special pricing and incentives
- Stay current with technology roadmaps and product lifecycle changes
6. Technical Leadership & Mentoring
- Mentor and guide:
- Junior presales engineers
- Solution consultants
- Review and approve architectures and proposals
- Define:
- Presales best practices
- Reusable solution frameworks
- Act as escalation point for complex technical issues
Core Technical Expertise
Infrastructure & Data Center
- Enterprise Servers & Storage
- SAN / NAS / Object Storage
- Network architecture (LAN/WAN, SD‑WAN)
- Data center modernization
Cloud & Modern Platforms
- Azure / AWS / GCP (architecture & costing)
- Hybrid and multi‑cloud designs
- Cloud migrations and landing zones
- Containers & Kubernetes (architectural understanding)
Virtualization & Platforms
- VMware vSphere / NSX / Horizon
- HCI platforms (VxRail, Nutanix, HPE Simplivity)
- Windows & Linux ecosystems
Security & Resiliency (Infra‑focused)
- DR strategies (Active‑Active, Active‑Passive)
- Backup platforms
- Infrastructure security integration
Soft Skills & Leadership Competencies
- Executive‑level communication and presentation
- Strong stakeholder management
- Consultative selling mindset
- Decision‑making under pressure
- Ability to lead without authority
- Strong business and financial awareness
Typical Deliverables
- Solution Architecture Documents
- Technical Proposal & RFP Responses
- Architecture Diagrams
- Cost Models & BoQs
- SoWs (technical sections)
- Executive Presentations
- PoC and Pilot Plans
Experience & Education
- Experience: 8-10 years in IT Infrastructure
- Presales Experience: 3–4 years preferred
- Education: B.E / B.Tech / MCA or equivalent
Click on Apply to know more.