Pre-Sales Solutions Consultant - Databricks

Role:

Kanerika is growing its Databricks pipeline of prospective client engagements and needs a dedicated Pre-Sales Solutions Consultant to own the technical sales motion, from initial discovery through proposal, estimation, and demo, so the Practice Lead isn't the bottleneck on every deal. This role sits at the intersection of technical credibility and client communication, translating prospect requirements into a compelling, accurately scoped Databricks solution.

Key Responsibilities

• Lead technical discovery calls with prospective clients to understand current data architecture, pain points, and goals.
• Translate client requirements into draft solution architectures on Databricks, in partnership with the Practice Lead.
• Build effort estimates, scoping documents, and inputs into SOWs/proposals for Databricks engagements.
• Develop and deliver technical demos and proof-of-concept walkthroughs tailored to prospect use cases.
• Respond to RFI/RFP technical questionnaires with accurate, well-positioned answers about Kanerika's Databricks capability.
• Maintain and evolve a library of reusable proposal content, case studies, demo scripts, and solution one-pagers.
• Work closely with sales/business development to qualify opportunities from a technical feasibility standpoint.
• Hand off won deals to the delivery team (Practice Lead and engineers) with clear documentation of scope, assumptions, and client context.
• Track win/loss patterns and proactively share feedback to refine Kanerika's Databricks positioning and offerings.
• Learn new features of databricks across unity catalogue, AI, Genie, AI Gateway, LakeBase etc. and prepare demo environments to showcase.

Required Skills & Experience

• 6–10 years of experience in data engineering, solution architecture, or pre-sales/solutions consulting roles.
• Working technical knowledge of Databricks, Spark, Delta Lake, and cloud data platforms (Azure preferred) enough to scope and credibly discuss solutions, even if not the most hands-on coder on the team.
• Demonstrated experience in pre-sales activities: discovery, estimation, proposal writing, and client presentations.
• Strong written and verbal communication skills, with the ability to create clear, persuasive proposal and demo content.
• Comfort working directly with prospective clients, including executive-level stakeholders.
• Ability to balance multiple active opportunities and shifting priorities in a pipeline-driven environment.
• Experience collaborating with both sales/business development and technical delivery teams.

Preferred / Nice to Have

• Prior experience in an IT services/consulting pre-sales function, ideally with a cloud data or analytics practice.
• Databricks certification (Solutions Architect or Data Engineer) or willingness to obtain one in the first 90 days.
• Familiarity with proposal/estimation tooling and CRM systems used in technical sales cycles.
• Exposure to competitive cloud data platforms (Snowflake, Synapse, BigQuery) to support comparative positioning.

What Success Looks Like

• Within 3 months: Owns discovery and scoping for new opportunities with light support from the Practice Lead; has a working demo environment and core proposal assets.
• Within 6 months: Independently running technical pre-sales motions end-to-end; pipeline conversion rate becomes trackable and improving.
• Within 12 months: Established as a trusted technical voice in the sales cycle, with a reusable, scalable pre-sales playbook for the Databricks practice.