Principal - Pre Sales (Cargo Solutions)

Role Overview

The Principal - Pre-Sales Cargo is responsible for leading the global pre-sales effort for Air cargo business vertical, supporting revenue growth by aligning customer needs with Accelya’s new generation Cargo solutions. This role combines strategic leadership, solution design, and customer engagement to drive successful deal closures.

Key Responsibilities

Leadership & Strategy

• Lead the technical Pre-sales function ensuring high performance and alignment with business goals.
• Define and execute pre-sales strategy to support pipeline growth and conversion
• Collaborate with Sales, Product, and Delivery teams to align offerings with market needs
• Establish best practices, tools, and frameworks for pre-sales excellence

Customer Engagement

• Engage with C-level stakeholders in airline clients
• Participate and represent Accelya in Industry forums, shaping the upcoming cargo industry standards; project thought leadership of Accelya at industry level in modernizing Air Cargo management solutions.
• Understand customer business challenges and translate them into solution strategies
• Lead high-impact presentations, product demonstrations, and solution workshops
• Act as a trusted advisor during complex deal cycles

Solution Design & Proposals

• Oversee solution architecture, ensuring scalability and alignment with customer requirements
• Drive RFP/RFI responses, proposal creation, and value articulation
• Ensure solutions are competitive, financially viable, and technically sound
• Support pricing strategies and commercial structuring

Sales Support & Deal Management

• Partner closely with Sales to qualify opportunities and shape deals
• Contribute to account strategies and large deal pursuits
• Manage risk assessment and ensure compliance with client requirements
• Support contract negotiations with technical and solution inputs

Market & Product Alignment

• Provide feedback to Product Management on market trends and customer needs
• Stay updated on airline industry trends, competitors, and emerging technologies
• Represent the company at industry events, conferences, and client forums

Key Requirements

Experience

• 12–18+ years of experience in technical pre-sales, solution consulting, enterprise sales
• Strong experience in Air cargo industry
• Proven track record of supporting large, complex, global deals
• Experience in managing and scaling large, complex deals

Skills

• Strong leadership and stakeholder management skills
• Excellent communication, presentation, and negotiation abilities
• Deep understanding of solution architecture and enterprise systems
• Commercial acumen with ability to influence deal strategy
• Ability to translate technical solutions into business value

Education

• Bachelor’s degree in Engineering, Business, or related field
• MBA or equivalent preferred