Technical Account Manager (Pre-Sales & Client Success)

Accountabilities:: Client Discovery and Requirements Gathering: Lead discovery calls with prospective clients to understand their business objectives, challenges, technical requirements, and expectations. Ask relevant questions to establish project scope, budget, timelines, constraints, and measurable success criteria. Translate business needs into clear and structured documentation, including Business Requirements Documents (BRDs), user stories, feature lists, and project scope documents. Technical Solution Design and Proposals: Collaborate with internal technical leads and software architects to design appropriate solutions, define technology stacks, establish high-level architecture, and identify required modules and integrations. Prepare accurate effort estimates, project timelines, delivery milestones, and pricing structures, including fixed-price, time-and-materials (T&M), and dedicated-team models. Develop compelling business proposals, Statements of Work (SOWs), Request for Proposal (RFP) responses, and presentation materials. Present proposed solutions to client stakeholders, explaining technical approaches, business value, project scope, and delivery expectations. Develop wireframes and clickable prototypes when necessary to communicate proposed features and user experiences. Sales and Deal Closure: Own opportunities from the initial client conversation through proposal presentation, commercial negotiations, and signed contract. Work closely with the sales team to progress opportunities, address client objections, negotiate pricing and contractual terms, and successfully close deals. Maintain accurate sales pipeline information and deal records within the CRM, ensuring reliable revenue forecasting and opportunity tracking. Project Delivery and Client Success: Coordinate project handovers to development teams, ensuring clear communication of requirements, priorities, deliverables, and acceptance criteria. Serve as the primary client contact throughout the development lifecycle, maintaining strong communication and alignment between clients and internal delivery teams. Organize client meetings around project milestones, demonstrations, and agreed delivery checkpoints. Manage scope changes, change requests, client expectations, and potential delivery risks, escalating issues proactively when necessary. Monitor project progress to ensure deliverables meet agreed requirements, quality standards, and timelines through final client approval. Account Growth and Relationship Management: Identify opportunities for upselling and cross-selling additional services, including new software modules, maintenance and support, cloud solutions, quality assurance, and dedicated development teams. Develop trusted, long-term client relationships that encourage repeat business, referrals, and positive testimonials. Contribute directly to revenue growth by managing commercial opportunities and maximizing the value of existing client accounts. Requirements: Between 4 and 8 years of professional experience within a custom software development company or IT services environment, particularly in pre-sales, business analysis, solution consulting, technical account management, or engagement management. Demonstrated success leading client discovery conversations and converting business requirements into proposals and signed software development contracts. Experience working with international clients, ideally across the United States, Canada, the United Kingdom, Europe, and the Middle East. Hands-on experience preparing technical and commercial proposals, Statements of Work (SOWs), project estimates, and delivery plans for web applications, mobile applications, or enterprise software solutions. Strong technical understanding of software development processes and architecture, including web and mobile applications, APIs, databases, cloud platforms such as AWS, Azure, or GCP, third-party integrations, and the software development lifecycle (SDLC). Programming experience is not required. Good understanding of Agile and Scrum methodologies, with the ability to collaborate effectively with software developers, QA engineers, project managers, and technical architects. Excellent written and spoken English, with the confidence to lead client presentations and communicate complex technical concepts to executives, founders, and technical stakeholders. Strong commercial awareness, negotiation capabilities, objection-handling skills, and the ability to manage client expectations throughout the sales and delivery processes. Excellent communication, interpersonal, organizational, and problem-solving skills, with the ability to manage multiple client engagements and competing priorities. Comfortable working in a fully remote environment across different time zones, including occasional meetings outside standard Indian working hours. Bachelor's degree in Computer Science, Information Technology, Engineering, or a related discipline, or equivalent relevant professional experience. Nice-to-have qualifications: Previous experience as a Technical Business Analyst before transitioning into a client-facing or commercial role. Familiarity with project management, CRM, and collaboration tools such as Jira, Confluence, HubSpot, Salesforce, Figma, Balsamiq, and Miro. Exposure to projects involving AI/ML, SaaS, e-commerce, fintech, or healthtech. Relevant professional certifications, such as CSPO, PSPO, CBAP, or cloud practitioner certifications. Experience responding to RFPs and generating business opportunities through platforms such as Upwork, Clutch, or partner networks. Key Performance Indicators (KPIs): Discovery-to-proposal and proposal-to-deal conversion rates. New revenue generated through successfully closed deals. Total account revenue, including upselling and cross-selling opportunities. Client satisfaction, relationship quality, and retention throughout project delivery. Accuracy of project estimates and scope definitions, minimizing delivery disputes, unexpected costs, and unplanned overruns. Benefits: Fully remote working arrangement, providing flexibility to work from anywhere in India. Full-time opportunity within an innovative software development and technology services environment. Exposure to diverse international clients, industries, and software development projects. Opportunity to take ownership of the complete client lifecycle, from initial business development through successful project delivery. Direct contribution to business growth, revenue generation, and long-term client partnerships. Opportunity to work closely with experienced software engineers, technical architects, sales professionals, and project delivery teams. Exposure to modern technologies and innovative solutions across AI/ML, cloud computing, SaaS, mobile applications, and enterprise software. Opportunities for continuous professional development and growth across technical consulting, solution architecture, account management, and commercial leadership. Performance-driven environment where results are measured through deal conversion, revenue generation, client satisfaction, and account growth.