Data & AI Analytics leader -Insurance
Role: PreSales Lead, Data \& Analytics (Senior Director) Location: Hartford, Connecticut, USA.( need locals’ 3 days office) Reporting to: AVP level. Job description: Tango Leader – PreSales Lead, Data \& Analytics Role Overview * The PreSales Lead – Data \& Analytics is a senior, client-facing leadership role. * Responsible for driving revenue growth through strategic account mining and solution-led presales. * Leads end-to-end presales pursuits for Data \& Analytics opportunities. * Acts as a bridge between business, technology, sales, and delivery teams. * Converts qualified opportunities into scalable, profitable, and governable engagements. * Plays a key role in mentoring presales teams and ensuring smooth transition from deal shaping to delivery. Key Objectives * Drive revenue growth within strategic and key enterprise accounts. * Establish the organization as a trusted Data \& Analytics transformation partner. * Ensure strong deal governance and architectural alignment from presales to delivery. * Support talent identification and onboarding aligned with account and solution needs. Detailed Roles \& Responsibilities 1. Account Mining \& Revenue Growth * Collaborate closely with Account Managers, Client Partners, and Sales Leadership. * Proactively mine existing client accounts to identify: * Whitespace opportunities * Expansion, cross-sell, and up-sell opportunities * Develop deep understanding of: * Client business models and industry context * Client’s data landscape, maturity, and challenges * Identify and shape value-led Data \& Analytics use cases such as: * BI and reporting modernization * Advanced analytics and predictive insights * AI/ML and data science solutions * Cloud data platform modernization * Build and maintain a strong pipeline with predictable revenue outcomes. * Support revenue growth across analytics, cloud, and data engineering service lines. 2. Solution Definition \& Deal Shaping * Own solution architecture and deal definition for complex Data \& Analytics opportunities. * Design end-to-end solutions across: * Data platforms, lakes, and warehouses * BI, dashboards, and reporting layers * Advanced analytics, AI/ML, and data science use cases * Cloud ecosystems (AWS preferred) * Generative AI–based solutions * Define: * Technical architecture * Operating model and delivery approach * Phasing and roadmap * Lead effort estimation, pricing, commercials, and staffing models. * Ensure solutions are: * Client-value driven * Technically feasible and scalable * Commercially viable and profitable * Clearly articulate solution value propositions to: * Senior business stakeholders * Technology and architecture leaders 3. Proposal Leadership \& Sales Support * Lead and own end-to-end proposal creation for: * RFPs, RFIs, and RFQs * Client presentations and solution decks * Develop compelling: * Storyboards * Solution narratives * Differentiation messaging * Lead: * Solution walkthroughs * Technical discussions * Executive and CXO-level presentations * Work closely with Sales, Marketing, and Delivery teams to improve: * Proposal quality * Win ratios * Time-to-response * Ensure proposals comply with: * Organizational standards * Risk and compliance guidelines * Delivery capabilities and constraints 4. Team Mentoring \& Capability Building * Mentor and coach: * Solution Architects * Presales Consultants * Analysts and junior team members * Build strong capabilities in: * Solution design * Estimation and commercials * Client storytelling * Develop reusable: * Solution frameworks * Accelerators * Presales artifacts and templates * Coach teams on: * Client communication and executive presence * Storytelling and value articulation * Foster a culture of: * Continuous learning * Quality improvement * Innovation in solutioning 5. Delivery Governance \& Deal-to-Execution Transition * Support seamless transition from presales to delivery teams. * Ensure original solution intent and commercials are preserved. * Participate in: * Architecture reviews * Design validations * Governance forums * Act as an escalation point for: * Solution gaps * Scope clarifications * Architectural or commercial concerns * Ensure early delivery aligns with: * Committed scope * Architecture * Timelines and commercials * Provide advisory support during: * Critical delivery milestones * Steering committee meetings * Audits or risk reviews Required Skills \& Experience Experience * 15–20 years of overall IT consulting experience. * Minimum 10 years in Data \& Analytics presales, solutioning, or consulting roles. * Proven history of: * Account mining * Revenue generation * Deal closures * Experience working with large enterprises and CXO-level stakeholders. Technical \& Domain Expertise * Strong knowledge of Data \& Analytics ecosystem, including: * Data warehousing and BI solutions * Cloud data platforms (AWS preferred) * Modern analytics stacks (Snowflake, Databricks, etc.) * Good understanding of: * ETL and data integration concepts * Data governance, quality, and security * Advanced analytics and AI/ML use cases * Property \& Casualty (P\&C) Insurance domain experience is a strong plus. PreSales \& Consulting Skills * End-to-end solution architecture and estimation. * Proposal and bid management. * Executive-level client communication and storytelling. * Strong commercial awareness and pricing constructs. * Effective stakeholder management across sales, delivery, and clients. Key Competencies * Strategic and entrepreneurial mindset. * Strong analytical and problem-solving abilities. * Ability to influence without formal authority. * High degree of ownership and accountability. * Comfortable working in fast-paced and ambiguous environments. Success Measures * Revenue growth and deal conversion ratios. * Quality, scalability, and reusability of proposed solutions. * Client satisfaction and repeat business. * Smooth and effective transition from deal closure to delivery execution.