We are looking for a Director – Presales (Roaming & AI Platforms) to lead presales, solution consulting and bid management for the company’s roaming portfolio and emerging AI platform offerings. The role combines deep telecom roaming expertise with the ability to position and win AI-led deals with MNOs, MVNOs, IPX providers and enterprises, while building a high-performing presales team and partnering with Sales, Product, Engineering, Finance and Legal to convert pipeline into profitable revenue.
The ideal candidate has deep knowledge of core roaming technologies (GRX, IPX, LTE, 5G, VoLTE, VoWiFi, NR, NR-NSA, NR-SA, and CAMEL), roaming analytics and tariff models, plus a strong grasp of applied AI/ML platforms (data platforms, MLOps, generative and agentic AI, AI-driven fraud and revenue assurance), and proven bid management and executive stakeholder skills.
KEY RESPONSIBILITIES & ACCOUNTABILITIES
1. Presales Leadership & Strategy:
- Define and execute the presales strategy and operating model for Roaming and AI Platforms, aligned with revenue targets and pipeline priorities.
- Build, lead and mentor a team of presales consultants, solution architects and bid managers; set KPIs (win rate, bid turnaround, solution quality).
- Own opportunity qualification and bid/no-bid decisions; act as executive sponsor for strategic, large or complex deals.
2. Roaming Solution Consulting & Pre-Sales:
- Lead roaming engagements end to end: understand customer requirements, design bespoke solutions and define scope, architecture and integration needs.
- Deliver executive presentations, demonstrations, proofs of concept and workshops for customers and partners.
- Advise on network interoperability, 5G SA/NSA evolution, VoLTE, VoWiFi, signaling security and IoT roaming.
3. AI Platforms Solutioning & Pre-Sales:
- Shape value propositions and reference architectures for AI platforms, including roaming analytics, fraud detection, revenue assurance, network automation and generative/agentic AI.
- Lead AI discovery workshops, proofs of value and ROI-backed business cases.
- Define solution architecture (data integration, MLOps, LLM/RAG, deployment models) addressing data privacy, residency and responsible-AI requirements.
- Drive cross-sell by embedding AI into the roaming portfolio.
4. Bid Management & Commercial Structuring:
- Own end-to-end bid management for RFIs, RFPs, RFQs and tenders, including proposals, technical documentation, pricing models and business cases.
- Structure deals with Finance and Legal (licence, subscription, usage-based, managed services), balancing margin, risk and compliance.
- Develop win themes and competitive positioning; run solution reviews and win/loss analyses; support contract negotiation and handover to delivery.
5. Technical Authority – Core Roaming & Network:
- Deep understanding of core network architectures and protocols, including SS7 (SCCP, TCAP, MAP, ISUP, CAMEL, CAP), Diameter, GTP, SIP, IMS, and LTE/5G core (AMF, SMF, PCF, UDM, NRF, NSSF, NEF, SEPP).
- Familiarity with roaming solutions: TAP/RAP, NRTRDE, SMSC, Voice/SMS/Signaling Firewalls, Roaming Hubs, Interconnect, clearing/settlement, and BSS/OSS (billing, mediation, provisioning).
- Working knowledge of IP networking, VoIP, cloud-native architectures, and products such as MSC, STP, GMSC, SGSN/MME and VAS platforms.
6. Stakeholder, Partner & Go-to-Market:
- Engage senior stakeholders at MNOs, MVNOs, IPX providers, enterprises and vendors; build AI, cloud and data partnerships for joint solutions.
- Support negotiation of roaming agreements and commercial terms; participate in GSMA events and industry forums to drive thought leadership.
- Act as customer voice to Product and Engineering for roadmap input; drive sales enablement, solution playbooks, demos and training.
7. Market & Competitive Analysis:
- Track global roaming trends, regulatory changes, AI adoption in telecom and competitor offerings and pricing to sharpen strategy and bid positioning.
- Identify opportunities in 5G SA, Private Networks, IoT roaming, edge computing and generative/agentic AI.
QUALIFICATIONS
B.E/ B.Tech/ MCA (Electronics, Telecom or Computer Science); MBA preferred
EXPERIENCE
15+ years of experience in Roaming Solutions, Pre-Sales, or Technical Sales in telecom, including 5+ years in presales/solution leadership and exposure to AI/ML or analytics platforms.
