Title:  Deputy Manager-Sales Operations

Area(s) of responsibility

Key Responsibilities

A. Pursuit & RFP Leadership

Own and support RFP/RFI/RFQ responses, proactive proposals, capability submissions and analyst/provider qualification inputs.

Translate client requirements into solution narratives, win themes, differentiators, solution outlines, assumptions, exclusions, transition approach and delivery models.

Drive bid timelines, content ownership, review cadence, response quality and proposal compliance in partnership with bid management teams.

Create reusable proposal artefacts, case-study modules, capability snippets, value propositions and governance templates.

B. Industry Solutioning

Develop industry-specific solution points of view across Pharma, MedTech, Diagnostics, Digital Health and Healthcare segments.

Map Birlasoft offerings to the life sciences value chain such as R&D, regulatory, safety, quality, manufacturing, SCM, commercial excellence, PLM and patient engagement.

Work with delivery, domain SMEs, architects and technology practices to shape integrated solutions across applications, data, AI/GenAI, cloud, cybersecurity, integration, ERP, testing and managed services.

Create outcome-oriented solution constructs covering value drivers such as speed-to-market, regulatory compliance, automation, productivity, cost optimisation, quality and patient/customer experience.

C. Sales Enablement & Account Support

Support account teams with account research, white-space identification, buying-centre mapping and pursuit qualification.

Prepare executive-ready decks, client workshop material, discovery questionnaires, sales battlecards and capability narratives.

Participate in client discovery workshops, solution walkthroughs, orals preparation and CXO-level presentations.

Assist sales teams in developing value hypotheses, business cases, ROI narratives and industry talking points.

D. Assets, Thought Leadership & Market Positioning

Build and maintain reusable presales assets including industry playbooks, offering one-pagers, capability decks, case-study libraries, demo scripts and solution accelerators inventory.

Support thought leadership initiatives such as blogs, whitepapers, analyst responses, webinars and conference material.

Partner with alliances and technology teams to articulate industry-led offerings around platforms such as Veeva, Medidata, Oracle Life Sciences, Salesforce, SAP, ServiceNow, AWS, Microsoft, Snowflake and others, where relevant.

Track market trends, competitor messaging, regulatory themes and digital transformation priorities across Life Sciences.

E. Governance & Performance Discipline

Maintain pursuit trackers, qualification scorecards, deal stage updates and proposal operating rhythm.

Support go/no-go qualification, opportunity prioritisation, pricing inputs coordination and review packs for leadership governance.

Capture lessons learnt from wins/losses and continuously improve proposal quality, reusable assets and sales enablement content.

Required Experience & Qualifications

6–12 years of experience across presales, consulting, domain advisory, business analysis, solutioning or delivery in IT services / consulting / Life Sciences technology environments.

Strong understanding of Life Sciences value chain across Pharma, MedTech, Diagnostics, Digital Health, Healthcare or related sectors.

Experience contributing to or leading RFP/RFI responses, proposals, sales presentations, client workshops and solution narratives.