Pre-Sales / Project Feasibility – Techno-Commercial Lead

JOB DESCRIPTION: Pre-Sales/ Project Feasibility – Techno-Commercial Lead
Solar Rooftop | Utility-Scale Solar | BESS | Wind | Hybrid Renewable Energy

Experience: 15 Years+
Industry: Solar / Renewable Energy / EPC / Power Infrastructure
Education: B.E./B.Tech – Electrical / Electronics / Mechanical / Energy Engineering + MBA/PG Preferred
Function: Pre-Sales / Project Development / Techno-Commercial
Location: Pune / On-site / Project Sites
Reporting To: Business Head / CEO / COO

Role Purpose:
We are looking for an experienced Pre-Sales & Project Feasibility – Techno-Commercial Lead with strong expertise in Solar Rooftop, Utility-Scale Solar, BESS, Wind and Hybrid Renewable Energy projects.
The candidate will own the complete opportunity-to-project feasibility and pre-sales cycle, starting from RFQ/RFP/tender evaluation, site and technical feasibility, system design, energy yield assessment, regulatory and grid assessment, BOQ, estimation, financial modelling, CAPEX evaluation, commercial proposal, risk assessment, customer negotiations and final project handover.
The role will be responsible for ensuring that every opportunity is technically feasible, commercially viable, financially bankable, regulatory compliant and executable within the proposed cost and timeline.
The candidate will work closely with Business Development, Project Development, Engineering, Procurement, Projects, Finance, Contracts and senior management to convert renewable energy opportunities into profitable EPC projects.

Key Responsibilities:
Technical Feasibility, Advisory & Design
• Evaluate RFQs, RFPs, tenders, technical specifications, SLDs, BOQs, customer requirements and project scope.
• Conduct preliminary and detailed technical feasibility studies for Utility Solar, Rooftop Solar, BESS, Wind and Hybrid Renewable Energy projects.
• Assess land availability, rooftop conditions, irradiation, site constraints, shading, topography, access, evacuation infrastructure and practical design limitations.
• Develop optimum technical solutions for Utility Solar, Rooftop Solar, BESS, Solar + BESS, Wind and Solar-Wind-BESS Hybrid projects.
• Lead preliminary PV system design including module/inverter selection, DC/AC ratio, string configuration, cable sizing, generation estimation, losses, SLDs and electrical integration.
• For rooftop projects, evaluate roof utilisation, structural requirements, shadow analysis, layout, LT/HT integration, net metering, captive/open access and other applicable connectivity requirements.
• For BESS, develop/assess MW/MWh sizing, C-rate, PCS, BMS, EMS, degradation, augmentation, round-trip efficiency, warranty, safety and grid-integration requirements.
• Review Wind and Hybrid project configurations, generation profiles, grid capacity, evacuation requirements and energy optimisation opportunities.
• Review EHV evacuation, pooling substations, transmission lines, SCADA, protection, metering and grid connectivity requirements.

Solar Simulation & Energy Yield
• Conduct or review PVSyst / Helioscope / SAM simulations and energy yield assessments.
• Validate assumptions related to irradiation, PR, degradation, losses, availability, clipping, soiling and generation estimates.
• Assess technical and performance risks that may impact project generation and customer commitments.
• Benchmark generation assumptions against project location, technology and historical/projected performance.

Project Feasibility & Risk Assessment
• Prepare comprehensive Project Feasibility Reports covering technical, commercial, financial, regulatory and execution aspects.
• Identify project constraints related to land, roof, grid connectivity, evacuation, approvals, technology, supply chain, construction and customer requirements.
• Identify scope gaps, exclusions, contractual risks, technical risks, price risks, execution risks and performance risks before bid submission.
• Develop appropriate risk mitigation measures and commercial/technical assumptions.
• Provide clear GO / NO-GO recommendations to Management based on project feasibility, risk and expected returns.
• Assess project constructability and identify potential execution challenges during the pre-sales stage.

Estimation, BOQ & EPC Costing
• Prepare detailed BOQ, quantity take-off, CAPEX and project cost estimates.
• Develop project-level costing covering Modules, Inverters, Structures, DC/AC BOS, Cables, Transformers, HT/EHV systems, BESS, Civil, SCADA, Transmission, Installation, Testing & Commissioning and other EPC components.
• Obtain and benchmark OEM/vendor budgetary quotations.
• Evaluate alternate equipment and technical configurations for cost and performance optimisation.
• Develop CAPEX benchmarks and cost databases for different project technologies and sizes.
• Ensure pre-sales costing is aligned with actual execution costs and market conditions.

Commercial & Financial Evaluation
• Develop competitive EPC pricing, target margins, commercial assumptions and bid strategy.
• Prepare or validate project financial models covering CAPEX, OPEX, revenue, tariff, savings, IRR, NPV, payback period, LCOE and project returns, wherever applicable.
• Support evaluation of CAPEX vs. OPEX models, EPC vs. third-party procurement routes and different ownership structures.
• Evaluate commercial viability under CAPTIVE, Group Captive, Open Access, Third-Party PPA, Rooftop PPA and other applicable renewable business models.
• Pressure-test key assumptions relating to tariff, generation, degradation, financing, project cost, operating cost and project life.
• Support evaluation of government subsidies, incentives, tax benefits and green financing opportunities, wherever applicable.
• Ensure project commercial assumptions are aligned with contractual commitments and realistic execution conditions.

Regulatory, Grid & Statutory Assessment
• Assess applicable CEA, DISCOM, STU/CTU, Grid Code, MNRE and state-specific renewable energy requirements.
• Support assessment of grid connectivity, evacuation, net metering, open access, captive requirements and statutory approvals.
• Coordinate with internal/external stakeholders for DISCOM applications, net-metering requirements, connectivity documentation and regulatory submissions.
• Identify regulatory and approval-related risks during project feasibility.
• Ensure proposed technical solutions are compliant with applicable IS / IEC / CEA / BIS / MNRE and customer-specific standards.

Vendor, OEM & EPC Contractor Evaluation
• Evaluate and recommend technically and commercially suitable EPC contractors, OEMs and equipment suppliers.
• Conduct technical and commercial benchmarking of modules, inverters, BESS, PCS, transformers, switchgear, structures and other major equipment.
• Review OEM technical specifications, warranties, performance guarantees, degradation assumptions and commercial offers.
• Support technical bid evaluation, vendor negotiations and final vendor recommendations.
• Maintain an updated database of OEM capabilities, pricing, delivery timelines, warranties and technical performance.
Pre-Sales & Customer Management
• Lead pre-bid meetings, site discussions, technical clarifications, customer presentations and negotiations.
• Present feasibility findings, technical solutions, project economics, risks and recommendations to customer stakeholders.
• Work closely with BD teams to understand customer objectives, commercial expectations and project success criteria.
• Prepare technically compliant and commercially competitive proposals.
• Support negotiation of technical scope, performance guarantees, commercial assumptions, exclusions and contractual commitments.
• Ensure all customer commitments are technically and commercially validated before final submission.

Business Development & Opportunity Management
• Support BD in identifying and qualifying high-potential renewable energy opportunities.
• Establish a structured Opportunity → Feasibility → GO/NO-GO → Bid → Negotiation → Order process.
• Develop preliminary project concepts and techno-commercial solutions for prospective customers.
• Participate in customer meetings and presentations as the technical/techno-commercial subject matter expert.
• Support management in prioritising opportunities based on order value, margin potential, technical feasibility, execution risk and strategic importance.

Pre-Sales → Project Handover
• Ensure a structured and documented Pre-Sales → Project handover.
• Handover complete details covering:
• Approved BOQ
• Technical design basis
• PVSyst / generation assumptions
• Project costing
• Vendor/OEM quotations
• Scope of work
• Exclusions
• Customer commitments
• Performance guarantees
• Commercial assumptions
• Technical deviations
• Project risks
• Regulatory assumptions
• Grid/evacuation requirements
• Key contractual commitments
• Conduct formal handover meetings with Projects, Engineering, Procurement, Finance and Contracts teams.
• Remain involved during the initial execution stage to ensure that pre-sales assumptions and commitments are properly translated into project execution.

Candidate Profile:
• 15+ years of relevant experience in Solar / Renewable Energy / EPC / Power Infrastructure / Energy Advisory.
• Strong hands-on experience in Utility-Scale Solar and Solar Rooftop projects.
• Strong experience/exposure in BESS, Solar + BESS and Hybrid Renewable Energy projects.
• Experience/exposure in Wind and Solar-Wind Hybrid projects will be strongly preferred.
• Strong knowledge of Solar PV design, energy yield assessment, EPC costing, CAPEX estimation and project feasibility.
• Strong understanding of EHV/grid connectivity, renewable evacuation, substations, SCADA and protection systems.
• Strong commercial understanding with experience in financial modelling, project economics and EPC pricing.
• Good understanding of IRR, NPV, payback period, LCOE, CAPEX/OPEX and project financial viability.
• Knowledge of CEA regulations, DISCOM processes, grid connectivity, net metering, open access and applicable state renewable energy policies.
• Ability to independently convert an RFQ/opportunity into a technically robust, financially viable, commercially competitive and executable project proposal.
• Strong analytical, negotiation, presentation and stakeholder-management skills.
• Excellent understanding of technical risk, commercial risk and project execution risk.
• Working knowledge of PVSyst, Helioscope/SAM, AutoCAD, Excel-based financial modelling and relevant design/estimation tools preferred.

Key Performance Indicators:
• Bid-to-Order Conversion / Win Ratio
• Order Value & Gross Margin
• Project Feasibility Accuracy
• Pre-Sales Costing vs. Actual Project Cost Variance
• Tender / Proposal Submission TAT
• GO / NO-GO Decision Quality
• Project IRR / Commercial Viability
• Value Engineering / Cost Savings
• Technical & Commercial Compliance
• Generation / Energy Yield Assumption Accuracy
• Risk Identification & Mitigation
• Customer Technical & Commercial Satisfaction
• Successful Pre-Sales → Project Handover
• Reduction in Post-Order Scope Gaps / Commercial Deviations
• Regulatory / Grid Feasibility Closure TAT

Ideal Candidate:
A senior techno-commercial renewable energy professional who combines strong Solar/BESS technical knowledge, project feasibility expertise, commercial acumen, financial understanding and customer-facing capability.
The ideal candidate should be able to independently evaluate an opportunity from technical feasibility → energy yield → system design → grid connectivity → regulatory assessment → CAPEX → financial viability → risk assessment → EPC costing → commercial proposal → negotiation → project handover.
The candidate should have the ability to clearly advise Management on “Should we pursue this project, under what conditions, at what cost, with what risks and at what expected margin?”

Priority:
Candidates with combined experience in Utility-Scale Solar + Rooftop Solar + BESS + EHV/Grid Connectivity + Project Feasibility + EPC Commercial/Costing will be strongly preferred.
Candidates who have handled end-to-end techno-commercial evaluation of large renewable energy projects and can independently drive GO/NO-GO decisions, customer negotiations and successful project handover will be given high priority.