Solution Lead

3 weeks ago

bangalore, India Han Digital Solution Full time
Key responsibilities :
Typically involved from Deal Qualification to Contract Signature, Sales to Delivery Handover and for a limited period in the execution to provide continuity
Responsible for development of the end-to-end solution (Transformation, Transition and Run) covering multiple service lines and/or technology domains
Owns internal stakeholder management and visibility of core solution related metrics to approvers
Supports Sales Lead in pre-qualification activities, including ROM costing and early solution shaping as appropriate
Develops solution & response strategy, standard versus non-standard approach, aligned to the sales strategy. Clearly communicates to all bid team members.
Ensures all client requirements are analyzed and distributed for solutioning, without gaps or duplication
Designs the solution and ensures the relevant solution artefacts are completed in line with global process
Excellent understanding of the competitor landscape, providing insight into the sales plan on how to beat competition
Provide expertise on commercially structuring deals to differentiate from the competition
Works with Deal Analyst to set up ADMT and create pricing structure; communicates structure & tagging strategy
Convert Price to Win into Cost to Win by Tower
Reviews and inputs to the contract schedules, SoW and SLA among other documents
Supports Tower Lead with 3rd parties’ direct engagements when needed
Contributes to proposal writing and guides the bid team on alignment to sales strategy, themes, scoring mechanism
Ensures Solution Approval in a timely manner in line with the Global Solution Approval Process and supports towers when required with their approvals providing an end-to-end view for their approvers
Leads the solution team in all clients facing interactions
Supports Commercial Lead with negotiation of solution related schedules (SoW, SLA etc.)
Manages solution team and ensures solution related deliverables are completed
Identifies and adds to the response and other capabilities that will bring value to the opportunity
Ensures the solution and commercials are sustainable for the future, with ability to grow and upsell
Identifies and documents potential areas for upsell that have been discussed with client and handover to Account Team
Key skills :
Customer engagement
Requirement for client facing skills will vary with an entry-level Solution Lead being required past client-facing experience to a senior Solution Leads having executive client-facing experience
Able to articulate both transformational and managed services elements of deals
Strong presentational and communication skills; ability to lead / anchor client conversations; ability to pitch at right depth to different internal/external audiences
Ability to articulate value, benefits, storyline to client
Strong writing skills
Management:
Leadership of the solution team on deal; ability to coach, steer, challenge, guide – support in case of challenges or if tower lead is struggling
Strong team leader to manage and coach team through tough deadlines
Stakeholder management, engagement and socialization; Senior solution leads have strong skills in handling organizational conflict across
Proficient in the Pre-Sales Solutioning Process lead
Technical/Portfolio:
Breadth across all towers; typically, some depth within 1 or 2 towers (via previous role); ability to challenge & understand responses across the technical landscape.
Commercial:
Ability to link technical aspects of solution with commercial response,
Ability to understand contracts & schedules and ability to draft solution related contract schedules,
Risk identification, treatment and management,
Negotiation skills (including with subcontractors),
Financial:
Support Client business case creation,
Support price shaping, benchmarking, pricing models
Cost analysis, drive competitiveness,
Cost breakdown & what-if analysis,

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