Lead and mentor the global pre-sales team, ensuring high performance and alignment with business goals
Define and execute pre-sales strategy to support pipeline growth and conversion
Collaborate with Sales, Product, and Delivery teams to align offerings with market needs
Establish best practices, tools, and frameworks for pre-sales excellence
Customer Engagement
Engage with C-level stakeholders in airline and travel industry clients
Understand customer business challenges and translate them into solution strategies
Lead high-impact presentations, product demonstrations, and solution workshops
Act as a trusted advisor during complex deal cycles
Solution Design & Proposals
Oversee solution architecture, ensuring scalability and alignment with customer requirements
Drive RFP/RFI responses, proposal creation, and value articulation
Ensure solutions are competitive, financially viable, and technically sound
Support pricing strategies and commercial structuring
Sales Support & Deal Management
Partner closely with Sales to qualify opportunities and shape deals
Contribute to account strategies and large deal pursuits
Manage risk assessment and ensure compliance with client requirements
Support contract negotiations with technical and solution inputs
Market & Product Alignment
Provide feedback to Product Management on market trends and customer needs
Stay updated on airline industry trends, competitors, and emerging technologies
Represent the company at industry events, conferences, and client forums
Key Requirements
Requirements
12-18+ years of experience in pre-sales, solution consulting, or enterprise sales
Strong experience in airline, travel tech, fintech, or SaaS domains
Proven track record of supporting large, complex, global deals
Experience managing and scaling pre-sales teams
Strong leadership and stakeholder management skills
Excellent communication, presentation, and negotiation abilities
Deep understanding of solution architecture and enterprise systems
Commercial acumen with ability to influence deal strategy
Ability to translate technical solutions into business value
Education
Bachelor's degree in Engineering, Business, or related field
MBA or equivalent preferred
What does the future of the air transport industry look like to you? Whether you're an industry veteran or someone with experience from other industries, we want to make your ambitions a reality!
Additional Information
For more than 40 years, Accelya has been the industry's partner for change, simplifying airline financial and commercial processes and empowering the air transport community to take better control of the future. Whether partnering with IATA on industry-wide initiatives or enabling digital transformation to simplify airline processes, Accelya drives the airline industry forward and proudly puts control back in the hands of airlines so they can move further, faster.
Director - Pre-Sales
Location: Mumbai
Role Overview
The Director - Pre-Sales is responsible for leading the global pre-sales function, supporting revenue growth by aligning customer needs with Accelya's airline and financial technology solutions. This role combines strategic leadership, solution design, and customer engagement to drive successful deal closures.
Accelya · Mumbai, India