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Cloud Pre-Sales Solution Architect

1 month ago

Bengaluru, India Getronics Full time

Team Purpose :


This is a prestigious position in the Cloud organization within Getronics. The business unit is responsible to maintain and provide excellent cloud services to customers. The cloud organization works on bid management, pre-sales, solution & service architecting to support the execution of complex solution sales.


Role Purpose:


The Cloud Pre-Sales Solution Architect is a senior person responsible to own end-to-end technical discussions with Customers. Responsible for ensuring the best architecture and solution is provided to the customer on behalf of Getronics. Responsible for building the latest technology presentations and solutions within the Cloud services.


  • Translate customer business requirements into high-level technical solutions
  • Design and own a solution from a generalist point of view and drive the entire pre-sales and solution lifecycle
  • Support the teams of the Getronics (GTN) Sales Units - Direct Sales, Strategic Partner Sales and Customer Operations
  • Create Requirements Gathering Questionnaires, Proposal Response presentations, detailed word response documents, Prepare SOW, collaborate with account and delivery to build compelling case studies
  • Reports to the Manager of Cloud Offerings / Head of Cloud Solutions


Responsibilities/Accountabilities

  • Proactive support of the GTN Sales divisions in design, consulting and presentation of the solution based on the customer's technical, business, and commercial requirement
  • Understand the customer business objectives and “translate” this into a high-level well rounded technical solution
  • Owns the solution during the design phase and the further life cycle as the single point of contact
  • Support the GTN Sales divisions in the deal negotiation phase until the final signature
  • Act as the interface to the Design Centre and involve the Technical Design Specialist for the detailed design and the operational approval
  • Manage 3rd Party partners and all GTN relevant units (Infrastructure Service Unit) to design a complex and deliverable solution
  • Defines and delivers the pricing strategy for GTN, in terms of the technical, business and commercial conditions of the customer
  • Responsible to document the final Solution design in a Statement of work which holds the customer signature and all GTN internal approvals.


Required Technical Skills and Experience

  • Minimum 12 or more years’ experience in a sales support position (Pre-Sales Support for Services, Consulting and Systems Integration work areas)
  • Proven track record in successful customer solution design in Infrastructure and Cloud areas
  • Excellent foundations in various ICT areas (e.g.,VmWare, Azure, AWS, Cloud computing in general, etc.)
  • Good understanding of sales / pre-sales principles and account management techniques
  • Excellent in transforming of business/customer requirement into technical solutions
  • Ability to explain and present complex concepts, ideas and information effectively
  • Good understanding of pricing strategies, financial analysis methods and negotiation.
  • Excellent in analytic and strategic thinking
  • Experience to work in an international team
  • Exposure to Solutioning Service Desk, Datacenter, Cloud areas. Experience in latest PaaS technologies – Containers -Docker, Kubernetes is good to have
  • Should have experience in costing models of different cloud services
  • Experience solutioning for CI-CD ecosystem involving tools such as Jenkins, Maven, Bamboo is an added advantage
  • Understanding of Application architecture and Enterprise Architecture is an added advantage.
  • Understanding of DevOps principles is an added advantage
  • Must have worked on at-least a handful of end-to-end datacentre and cloud deals that required creating complete solutions


GTN Band Expectations:

  • Career Level:
  • Technical generalist with a wide range of depth and breadth of knowledge in specifically cloud computing.
  • Autonomy: ➢ Way of working ➢ Leadership ➢ Decision Making ➢ Managing Resources
  • Works with considerable latitude, pursuing self-initiated activities with minimal direction
  • Likely to lead content experts, and combine internal and external solution influencer as a senior contributor
  • Secures resources in order to achieve individual and team objectives as the solution owner.
  • Plays a senior role in managing technical, business and commercial aspects
  • Influence: ➢ Communications ➢ Relationships ➢ Negotiating
  • Lead the upward and downward communication within team or line structure
  • Manage relationships with GTN internal and with 3rd party solution partners
  • Negotiates on behalf of the sales team
  • Complexity: ➢ Developing Solutions ➢ Impact
  • Own and develop solutions in terms of technical, business, and commercial aspects
  • Takes initiative to keep skills up to date, be it individually or his/her team Business Knowledge and Skills:
  • Has depth and breadth as a generalist in technical and commercial expertise, in addition to specific experience in Datacentre and cloud areas
  • Takes initiative to keep his skill sets up to date and proactively develop his strengths

Qualifications:

  • Bachelor's degree or global equivalent in a related field
  • Excellent technical and presentation skills
  • Very good communication and negotiation skills
  • Excellent Inter-personnel skills
  • Personal drive, highly self-motivated and self-organized
  • Excellent Team Player and ability to work in an international team
  • Flexibility and creativity
  • Fluent in English (written and spoken)

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