Presales Solution Architect

Key accountabilities include:

- 1. Driving the Solutioning activities for small/medium to large complex deals (5M - 100M+ TCV) which involve multiple service lines and / or technology domains
- 2. Define solution vision, value proposition and transformational direction which build on the synergies and benefits across service offers
- 3. Drive the translation of complex business initiatives into innovative business-technology solutions and ensure consistency across traditional solution boundaries
- 4. Work with Business Stakeholders, Cloud Market Makers, Delivery leads and to understand the deal objectives and recommend solutions
- 5. Provide expertise on commercially structuring deals to differentiate from the competition
- 6. Excellent understanding of the competitor landscape, providing insight into the sales plan on how to beat competition
- 7. Work alongside Cloud Market Makers, on both EN and NN deals supporting them in engaging with senior level customers in either first meetings, or early stages to help shape and design early propositions, assisting to build the pipeline
- 8. Ensure that the solution translated from business objectives is fit for purpose and clearly demonstrates value for money. The solution executive should be able to be confidently explain this to CxO level customers
- 9. Ensure that the proposed solution covers strategy, partners (such as AWS, Google, Microsoft), stakeholder management as well as the actual solution covering various Cloud and Infrastructure components as well as commercial aspects (in terms of value for money and not commercial costing etc.)
- 10. Lead a bid team, combining on-shore and off-shore solution architects to design an affordable, innovative solution which meets a clients requirements and business needs. This solution should fit within the affordability target set together with the Cloud Market Makers
- 11. Consultative approach, strong business acumen and commercial awareness, with the ability to translate business issues into relevant technical solutions and competitive propositions
- 12. Fully understands the client desired business outcomes and how the transformation strategy will deliver them through a series of projects each delivering business value
- 13. Can help construct a transformation plan that is based on a business journey, and walk the customer through the business value and outcomes delivered through that journey
- 14. Engages, guides and co-ordinates bid team resources
- Competency Skills:

- 1. Recent experience in working for a Tier 1/2 System Integrator or major Cloud Services provider in a pre-sales solutioning role
- 2. Proficient in the PreSales Solutioning Process lead by 3rd Party Advisors
- 3. Prior experience leading, costing and implementing large complex Infrastructure Technology Outsourcing (ITO) pursuits, with experience of 50M+ TCV deals with a large technology transformation component i.e. workload migration to Public Cloud, data center consolidations, etc.
- 4. Strong proficiency creating business willing solutions aligned with key market growth areas; Public/Hybrid Cloud, Cyber security
- 5. Demonstrated ability to communicate (written & verbal) effectively and to influence at CxO level
- 6. Experience and/or Certification: AWS - Solution Architect, Microsoft - Azure certification would be advantageous
- Key Skills:

- Key accountabilities include:

- 1. Driving the Solutioning activities for small/medium to large complex deals (5M - 100M+ TCV) which involve multiple service lines and / or technology domains
- 2. Define solution vision, value proposition and transformational direction which build on the synergies and benefits across service offers
- 3. Drive the translation of complex business initiatives into innovative business-technology solutions and ensure consistency across traditional solution boundaries
- 4. Work with Business Stakeholders, Cloud Market Makers, Delivery leads and to understand the deal objectives and recommend solutions
- 5. Provide expertise on commercially structuring deals to differentiate from the competition
- 6. Excellent understanding of the competitor landscape, providing insight into the sales plan on how to beat competition
- 7. Work alongside Cloud Market Makers, on both EN and NN deals supporting them in engaging with senior level customers in either first meetings, or early stages to help shape and design early propositions, assisting to build the pipeline
- 8. Ensure that the solution translated from business objectives is fit for purpose and clearly demonstrates value for money. The solution executive should be able to be confidently explain this to CxO level customers
- 9. Ensure that the proposed solution covers strategy, partners (such as AWS, Google, Microsoft), stakeholder management as well as the actual solution covering various Cloud and Infrastructure components as well as commercial aspects (in terms of value for money and not commercial costing etc.)
- 10. Lead a bid