Principal Consultant

About the job

Position: Principal Consultant – Business & Solutions Consulting (Fraud Management Solutions) Division: Business and Solutions Consulting (Client Acquisition & Relationship) Location: India - Remote Mission Role: Provide expert business development and presales support for Subex’s Fraud Management solutions and services. Collaborate closely with sales, engineering, service, and technical teams ... to design and present solutions that address client needs effectively, ensuring alignment with customer technical decision-makers. Drive opportunity progression and order intake by partnering with Sales, delivering compelling value propositions, and supporting marketing initiatives such as events, webinars, and trade shows. Key Responsibilities: • Deliver impactful product demonstrations and presentations that emphasise solutions to critical business challenges, moving beyond basic feature walkthroughs. • Develop detailed, accurate responses to RFPs and technical proposals. • Proactively scope and design technical solutions aligned with customer requirements, identifying unmet needs and recommending optimised solutions that maximise value for both the client and the company. • Engage all relevant stakeholders within client organisations to secure support and adapt solutions as necessary. • Monitor ongoing customer support throughout the sales process, promptly flagging potential risks to drive deal closure to sales and account teams. • Partner with the Sales team to identify, develop, and close new business opportunities through client meetings, Proof of Concept (POC) resourcing, and business case development. • Represent the Company as a domain expert in Fraud Management in external forums, including customer presentations, white papers, blogs, conferences, and user groups. • Stay current on industry trends and market developments within Fraud Management. • Identify additional opportunities for fraud-related services such as risk assessments, audits, operational maturity evaluations, and business/IT consulting in collaboration with sales and clients. • Support seamless knowledge transfer to implementation teams post-order closure, ensuring successful solution delivery. • Achieve assigned targets for profitable sales growth across assigned products, markets, channels, or teams. Accountability & Authority: • Responsible for supporting order intake targets and advancing stalled sales opportunities through innovative strategies. • Ensure accuracy and quality of proposals, and lead bid defence, product demonstrations, and POCs to success. • Empowered to determine the optimal approach and technical solution for sales opportunities. • Authorised to assess and qualify sales opportunities based on customer needs and budget alignment. • Design solutions that meet customer requirements within budget constraints. • Ensure compliance with proposed solutions with client specifications and standards. Competencies: • Insight-driven consultative selling and business development expertise. • Strong analytical skills with the ability to synthesise data from multiple sources to develop logical, effective solutions. • Excellent oral and written communication, presentation, and documentation skills. • Sense of urgency and readiness to extend efforts beyond standard working hours when necessary. • Ability to manage time and resources effectively under tight constraints. • Proactive planning, prioritisation, and organisation skills to deliver results efficiently. • Leadership qualities, including motivating and coordinating cross-functional teams and driving collaborative efforts. • Cross-cultural and geographical collaboration skills. • Deep understanding of telecom network architectures, infrastructures, platforms, and operational processes. • Expertise in Fraud Management, including telephony fraud (fixed, mobile, IP), fraud analysis and investigations, prevention controls, and advanced detection techniques (AI/ML/analytics preferred). Experience Required: • 5-8 years of experience in telecom service providers (fixed, mobile, or cable), telecom solution vendors, or leading consultancies/systems integrators in presales or consulting roles. • 3-4 years of demonstrable experience in Fraud Management presales or consulting. • Proven experience implementing and integrating Fraud Management solutions (processes and tools). • Experience leading large teams in process analysis, root cause identification, process redesign, implementation, and remediation of control issues. • Familiarity with leading Fraud Management tools and ability to work effectively with both technical and business stakeholders. • Skilled at identifying and defining fraud-related business, technical, and functional requirements with clients. • Strong writing and presentation skills, capable of communicating complex findings to senior management. Skills & Education: • Excellent communication, people management, and customer relationship skills. • Deep expertise in Fraud Management solutions and practices. • Graduate or postgraduate degree in Engineering, Business Administration (MBA), or related field. • Relevant certifications such as TUFF, ACFE, ITIL, or GRAPA are a plus.

Requirements

• Business development
• Presales
• Fraud Management
• Solution design
• Technical proposals
• Consulting

Qualifications

• Graduate or postgraduate degree in Engineering
• Business Administration (MBA)

Preferred Technologies

• Business development
• Presales
• Fraud Management
• Solution design
• Technical proposals
• Consulting