Solutions Architect

4 weeks ago

bangalore, India Infosys Full time
Infosys is a global leader in technology services and consulting. We enable clients in more than 46 countries to create and execute strategies for their digital transformation. From engineering to application development, knowledge management and business process management, we help our clients find the right problems to solve, and to solve these effectively. Our team of 200,000 innovators, across the globe, is differentiated by the imagination, knowledge, and experience, across industries and technologies, which we bring to every project we undertake.
Role: Global Deal Solution Architect - Large Deals
Location: India
Areas of Responsibility:
Deal Qualification – Provides independent perspective on opportunity size, deal profiling, and win probability to sales and delivery leaders.
Proposal Solution Development - Lead multi service line pursuit team from the start of pursuit for qualified large deals. Define the win strategy, solution strategy, and pricing strategy based on the client’s sourcing objectives, IT priorities, and business strategy. Works towards a unified solution and leverages understanding of company’s unique offerings and capabilities in all stakeholder interactions. Engages with segment heads, delivery heads, and service line finance teams to finalize solution estimates and overall deal commercials. Collaborates with external entities like top consulting firms or design agencies for defining compelling proposal. Communicates with senior management team at appropriate junctures during the pursuit and facilitates strategic pursuit decisions to improve win probability.
Proposal Defense, Negotiation & Closure –Defines orals plan and participates in solution presentation with relevant artifacts such as solution decks, proof of concepts, interactive demos, and show cases the right client references with relevant past case studies to support the proposal. Works along with sales and delivery leaders to plan due diligence where needed and participates in the due diligence. Collaborates with unit teams and large deal negotiations team to ensure successful conclusion of deal negotiation.
Relationship Management – Establishes a connect with the client CXOs and their IT leaders during the pursuit. In cases of advisors led deals, leverages the Infosys advisory relationship to channel formal and informal feedbacks. Active engagements during joint collaborative sessions, client Q&A sessions, solution validation, orals, due diligence, and BAFO meetings
Customer Prospecting – Works with unit sales and delivery teams on qualified proactive opportunities to define solutions and take them to closure. Accountable for strategizing, solution definition and solution defense along with extended Infosys teams as per above outlined tasks.
Large Deal Initiatives – Identifies topics off the back of industry trends, competition SWOT analysis, analyst feedbacks, etc. which require specific solutions to be built. Leads apt teams from large deals as well as wider enterprise teams to define comprehensive solutions for such topics to defend and expand our large deal footprint.

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