Capgemini | ADM SOLUTIONS LEAD | 16 TO 24 YEARS | BENGALURU | MUMBAI
2 days ago
Ability to effectively articulate the client Solutions by elaborating value for the client, be comprehensive yet simple in addressing buyer value, winning themes, and the services we’re selling.
Show the differentiation that our solution brings to client that better than our competitor.
Lead E2E solution of pursuits to be delivered by ADM Delivery units
Identify and apply the right levers (location, pyramid, automation) to increase market competitiveness and value to clients
Build and maintain the Solutioning knowledge (e.g. template, pricing models)
Anchor the solution in deals end to end right from solution strategy, story boarding, contextualization, managing various streams of teams working on contents, stitching the solution together and packaging it in a convincing way to the clients
The role involves overseeing/owning the estimation and cost elements coming from teams and to help market units in building a competitive price
Responsible for handling the client interactions with respect to the solution during the process and also in presenting the solution to the client in orals
The person should have played presales roles, mainly handling deals and its solution by integrating various elements of roles explained before
Proven track records on client interfacing including exec level relationships is crucial
Another essential part is the presentation and articulation skills
To be highly relevant to the client, it is important that this person possesses at least one industry sector expertise
Anchor the solution in deals end to end and managed large engagements into ADM
Our Ideal Candidate:
A person who understands the nuances of application services market, trends and macro economic principles.
Master Story teller
Ability to sense unstated needs from the RFP/Primary sources
Owning the estimation and cost elements
Previous ADM solutioning experience is mandatory. Having experience in handling transformation or large AD programs would be an added advantage.
Leadership skills: Ability to show a vision, build a roadmap and rally the team around the vision.
Understand the customer needs, study the eco system, assess the competition and build the most effective solution that differentiates us greatly and stay competitive
Instill the right skills composition and bring out the right elements by leveraging the offerings and best practices
Face off with the customer, build trust & articulate the solution – have the street smartness to think on own feet and respond to queries in a convincing way and by relating to previous experiences
Strong ADM delivery background would be a bonus.
Understanding of the commercial models and have a sense of numbers
Technology agnostic skills, a deep sense of technical common sense
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