Presales Manager – Digital Manufacturing - Pune - Capgemini Engineering

    Capgemini Engineering
    Capgemini Engineering Pune

    1 day ago

    Technology / Internet
    Description

    Job Title: Presales Manager – Digital Manufacturing (MES/MOM/I4.0)

    Location: Pune (preferable), Mumbai

    Role Summary

    The Presales Manager will be a lead contributor to the Digital Manufacturing presales function, driving solution strategy, pursuit excellence, and team enablement across MES, MOM, Smart Factory/ IIoT and Industry 4.0 offerings. This role spans solutioning, presentations and demos, value articulation, and sales enablement. The role will combine domain expertise and strategic influence to shape winning proposals, build compelling presentations and deliver demos, and build reusable assets for GTM that accelerate growth. The person will work with a team of global presales leads, collaborate with Sales, Delivery, and Alliances, and act as a trusted contributor to client initiatives.

    Key Responsibilities

    1) Strategic Pursuit Management

    • Own and drive RFP/RFI responses, ensuring quality, differentiation, and alignment with client priorities.
    • Manage bid governance, risk assessment, and pricing alignment with Delivery and Finance.
    • Develop pursuit assets: value stories, capability decks, one-pagers, infographics, battlecards and executive-ready presentations.
    • Define presales playbooks, best practices, and reusable assets for Digital Manufacturing pursuits.
    • Lead discovery discussions and workshops (process, data and pain-point mapping) across production, quality, maintenance, and inventory.
    • Build business cases with ROI/TCO, quantifying value (OEE improvement, first-pass yield, scrap reduction, WIP visibility, compliance/audit readiness, downtime reduction).

    2) Solution Strategy & Architecture

    • Shape end-to-end solution architectures across MES, IIoT, Edge, and Cloud platforms aligned to ISA‑95/ISA‑88 across L0–L4, MES/MOM APS, WMS, QMS, CMMS/EAM, SCADA/Historians, Edge/IIoT.
    • Validate technical feasibility, scalability, and compliance for proposed solutions.
    • Translate business requirements into functional/technical solution blueprints, scope, and delivery approach.
    • Select fit-for-purpose MES/Manufacturing platforms (COTS or composable) and recommend reference architectures (on‑prem, hybrid, cloud).
    • Collaborate with Delivery/Engineering for estimations, staffing, risks, and assumptions; validate feasibility and implementation roadmap.
    • Align with security, data governance, and GxP/Part 11 where applicable.
    • Collaborate with alliances and product teams to integrate differentiated offerings into proposals.

    3) Alliance & Offering Development

    • Contribute to building strategic relationships with MES vendors (Siemens, Rockwell, AVEVA, SAP, PTC, etc.).
    • Co-create joint GTM presales initiatives.
    • Identify emerging technologies and trends to enhance the Digital Manufacturing portfolio.

    4) Value Engineering & Thought Leadership

    • Develop business cases, ROI/TCO models, and transformation roadmaps for clients proposals.
    • Convert technical capabilities into compelling value narratives for operations leaders and CFO stakeholders.
    • Prepare competitive positioning, differentiators, and win/loss analysis.
    • Contribute to industry POVs, whitepapers, and publish case studies to strengthen market positioning.

    Required Qualifications:

    • Experience: +8–12 years in Digital Manufacturing, with 4+ years in presales function.
    • Strong expertise in MES/MOM platforms, ISA‑95/ISA‑88 standards, and shop-floor digitization.
    • Proven track record in leading large pursuits and executive presentations.
    • Familiarity with ERP-MES-OT integration, IIoT architectures, and cloud adoption.
    • Tooling: Advanced PowerPoint/Visio/Excel; familiarity with Power BI/Tableau for value storytelling.
    • Excellent stakeholder management, negotiation, client-facing communication and storytelling skills.

    Desirable Qualifications:

    • Hands-on with at least one leading MES/Digital Manufacturing platforms (e.g., Siemens Opcenter, Rockwell FTPC/FTPS, Werum PASx, AVEVA/MES, DELMIA Apriso, SAP DM/MII/ME etc.)
    • Experience in discrete (automotive, industrial machinery, hi‑tech, aerospace) and/or process industries (CPG, life sciences, chemicals, F&B).
    • Exposure to regulations (life sciences, pharma) and compliance frameworks.

    Education

    • Bachelor's in Engineering; MBA preferred.

    Travel

    ~10-20% - flexible based on pursuits.

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