Lead Solution Architect

About the Role You Are Considering:

Lead Solution Architect is a key role in the CIS Pre-Sales and Solutioning organization reporting into regional/global level. Solution Lead is usually involved in medium to large multi-tower opportunities. As the Solution Lead you will participate and actively support business development initiatives by managing the opportunity presales team and building most robust, optimized, cost effective and victory-oriented solutions for CIS services. You will work closely with Regional and GDC Pre-Sales and Solutioning management and different CIS senior stakeholders from the Onshore regions as well as directly with our clients.

Your 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 client facing interactions

·       Supports Commercial Lead with negotiation of solution related schedules (SoW, SLA etc.)

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