Lead Presales Solution Architect
3 months ago
Job Description :
Summary :
- Responsible for working with Unisys clients to design and implement solutions related Unisys portfolio offerings.
- These solutions cover a broad range of partner products that Unisys offers its clients and requires an architect with a broad range of knowledge, a high level of experience, and the ability to apply that knowledge and experience to quickly adapt to changing customer needs and an evolving set of solutions.
- Responsible for pre-sales account base growth (expansion workexpan). Assignments will include cutting-edge projects in a highly technical, dynamic, and fast-paced organization.
Key Responsibilities :
The Digital Workplace Services Engagement Architect (EA) acts as the pre-sales technical lead in deal support for End-User Services and Cross Functional Services. The Engagement Architect is responsible for quality assessments of high risk, high value proposals for compliance, competitive technical approach, risk identification and mitigation planning. The Engagement Architect will lead the solution through solution creation, risk mitigation, cost modeling and financial inputs, proposal responses, and client presentations. The EA will lead the required internal governance processes for feedback and approval on each deal. The role requires regular interface with Unisys and Client director and C-Level management including the CEO, CFO and CTO.
Role Description :
- The EA owns the solution for all solution components from pre-sales through contract signature and handover to Transition and Delivery.
- Works alongside Sales to manage the client buyer and solution owner e.g., CFO, CIO and selling the solution.
- Brings operational experience to bear to ensure solution is deliverable at an acceptable risk to Unisys.
- Develops and negotiates contract content to ensure the solution maintains design authority through delivery.
- Project manages the solution architects to develop the overall architecture of the solution and costs.
- Unifies the team to build a value proposition which showcases Unisys's capabilities and how they meet or exceed the client's needs. Leads the writing and presentation of the overall solution to the client.
- Conducts and actively participates in client interactions and presentations throughout the sales process.
- Leads solution review sessions and participates in contract, HR, SLA and SOW negotiations.
- Stays up to date with market trends and able to speak confidently about the external market and positions Unisys positively.
- Advises and recommends architecture strategies, processes and methodologies to the client to facilitate their decision making and where possible, steers their thinking to align to the Unisys solution.
- Shares best practices and lessons learned in order to develop the Unisys proposition. Gathers inputs from a diverse range of sources to create an articulate and compelling proposition for the client.
- Key activities revolve around driving proposal and delivery consistency for complex deals through the entire lifecycle and providing proposal and project assessment reports to director and C-Level management.
- Provides feedback to the proposal or project teams for risk mitigation and planning.
- Delivers everything from point solutions for a single business function to large, long-term outsourcing services, to complex systems integration installations spanning multiple businesses and functions.
- Experience required in designing and orchestrating solutions for multi-technology, multi-location and multi-lingual scope deals.
- You will lead solution design workshops for joint solution development with internal stakeholders and Solution Architects.
- You will interface with key client stakeholders and act as an integrator of Infrastructure, Application, third-party vendors and sub-contractors.
Key Qualifications :
Must Have Skills :
- 8-10 years of "relevant" Solution Architecture experience, both in Delivery and Presales.
- Previous presales experience for IT Services company
-Strong presentation and communication skills
- Ability to understand business requirements and convert them into solution designs
- End user support experience and knowledge (Service Desk, Deskside, Endpoint, Mobile Device Management, Collaboration, etc.)
- Working knowledge of IT operational procedures, processes, and automation technologies.
- Must demonstrate good judgment and pragmatic approach to delivering a solution that optimizes architecture activities across company needs, business constraints and technological realities
Additional Skills preferred :
- IT Services Management (ITIL certification)
- Experience with ServiceNow or ITSM tools
- Should have participated in, and be familiar with project methodologies
- Overall IT Experience of more than 15 Years
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