Senior Director

Role: Senior Director Location: Hartford, Connecticut, USAReporting to: AVP level.Job description:Tango Leader - PreSales Lead, Data & AnalyticsRole OverviewThe 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 ObjectivesDrive 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 & ResponsibilitiesAccount Mining & Revenue GrowthCollaborate closely with Account Managers, Client Partners, and Sales Leadership.Proactively mine existing client accounts to identify:Whitespace opportunitiesExpansion, cross-sell, and up-sell opportunitiesDevelop deep understanding of:Client business models and industry contextClient's data landscape, maturity, and challengesIdentify and shape value-led Data & Analytics use cases such as:BI and reporting modernizationAdvanced analytics and predictive insightsAI/ML and data science solutionsCloud data platform modernizationBuild and maintain a strong pipeline with predictable revenue outcomes.Support revenue growth across analytics, cloud, and data engineering service lines.Solution Definition & Deal ShapingOwn solution architecture and deal definition for complex Data & Analytics opportunities.Design end-to-end solutions across:Data platforms, lakes, and warehousesBI, dashboards, and reporting layersAdvanced analytics, AI/ML, and data science use casesCloud ecosystems (AWS preferred)Generative AI-based solutionsDefine:Technical architectureOperating model and delivery approachPhasing and roadmapLead effort estimation, pricing, commercials, and staffing models.Ensure solutions are:Client-value drivenTechnically feasible and scalableCommercially viable and profitableClearly articulate solution value propositions to:Senior business stakeholdersTechnology and architecture leadersProposal Leadership & Sales SupportLead and own end-to-end proposal creation for:RFPs, RFIs, and RFQsClient presentations and solution decksDevelop compelling:StoryboardsSolution narrativesDifferentiation messagingLead:Solution walkthroughsTechnical discussionsExecutive and CXO-level presentationsWork closely with Sales, Marketing, and Delivery teams to improve:Proposal qualityWin ratiosTime-to-responseEnsure proposals comply with:Organizational standardsRisk and compliance guidelinesDelivery capabilities and constraintsTeam Mentoring & Capability BuildingMentor and coach:Solution ArchitectsPresales ConsultantsAnalysts and junior team membersBuild strong capabilities in:Solution designEstimation and commercialsClient storytellingDevelop reusable:Solution frameworksAcceleratorsPresales artifacts and templatesCoach teams on:Client communication and executive presenceStorytelling and value articulationFoster a culture of:Continuous learningQuality improvementInnovation in solutioningDelivery Governance & Deal-to-Execution TransitionSupport seamless transition from presales to delivery teams.Ensure original solution intent and commercials are preserved.Participate in:Architecture reviewsDesign validationsGovernance forumsAct as an escalation point for:Solution gapsScope clarificationsArchitectural or commercial concernsEnsure early delivery aligns with:Committed scopeArchitectureTimelines and commercialsProvide advisory support during:Critical delivery milestonesSteering committee meetingsAudits or risk reviewsRequired Skills & ExperienceExperienceOverall IT consulting experience.Data & Analytics presales, solutioning, or consulting roles.Proven history of:Account miningRevenue generationDeal closuresExperience working with large enterprises and CXO-level stakeholders.Technical & Domain ExpertiseStrong knowledge of Data & Analytics ecosystem, including:Data warehousing and BI solutionsCloud data platforms (AWS preferred)Modern analytics stacks (Snowflake, Databricks, etc.)Good understanding of:ETL and data integration conceptsData governance, quality, and securityAdvanced analytics and AI/ML use casesProperty & Casualty (P&C) Insurance domain experience is a strong plus.PreSales & Consulting SkillsEnd-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 CompetenciesStrategic 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 MeasuresRevenue 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.

Created: 2026-05-09