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Job Description
Job Description:
Description :
Responsible for solution development, competitive costing, commercial proposition integration and business case alignment of Enterprise Services solutions supporting client business, applications and/or information technology environments. Solution scope includes ongoing delivery of services, services startup and transition, initial people, technology and process transformation as well as ongoing refresh, meeting client's specifications, strategic direction, technology context, and business needs. Confidently articulates all aspects of solution and persuasively communicates value to the client. Influences client evaluation criteria and decision making. Works individually, in teams or as leader, to determine customer requirements in complex and often ambiguous outsourced environments. Interacts effectively with team, pursuit leaders, internal governance and business leadership to advance sales efforts.
Responsiblities :
Opportunity Analysis
Ensures competitive position is fed back to offering management, supports definition of win themes
Understand client business goals and outcomes and aligns company solutions to client's end to end architectural framework
Solution Design and Development
Discovers and identifies and articulates previously unrecognized business value opportunities provided to client through scope, approach, metrics, billing and other changes
Ensures innovation is repeatable and contributes this collateral to solutioning community through appropriate forums
Identifies any repeating risks and initiates programs to address, engaging leadership across all necessary disciplines
Defines repeatable solutions, cross-business unit solutions, taking strategic view, optimizing the enterprise solution and considering in the solutions the required industry specific needs
Ensures detailed solution and architectural framework are aligned throughout pursuit lifecycle
Solution Leadership
Pursuit strategy and client direction influencer at CxO level and above
Is a recognized authority for the business unit
Is a recognized expert in multiple disciplines
Influences clients, senior pursuit leaders, sales and sales support organizations, pursuit and enterprise alliance partners
Creates and raises standards for peers, subject matter experts, other contributors
Education and Experience :
First level and advanced university degree plus
15+ years directly related experience
Typically 15+ years experience working in a presales or solution selling organization with global experience
Knowledge and Skills :
Technical/Solution
Demonstrates expert knowledge across a wide range of outsourcing services and solutions
Understands CIO issues and solution alternatives. Expert in emerging solutions and/or directions and business applications of technology
Recognized thought leadership internally and externally
Expert knowledge of the strengths and weaknesses of competitor products and services portfolio
Business
Develops best practices for innovative financial models in outsourcing services that bring long term business value to customer solutions
Strategic view of Total Cost of Ownership
Industry
Recognized industry or technical expertise
Invited to speak as a recognised expert at industry events
Ongoing Development
Consults as CTO. Company-recognized expert and problem solver. White papers to their name
Defines and leads development and experience programs for lower tiers and one-to-one mentorship for high potential solutioning team members