Global Solution Lead - US

Role Overview:

This is a senior, individual contributor role with Capgemini’s Cloud Infrastructure Services business unit supporting large and strategic opportunities.  The Global Solution Director is a core member of the Sales Pursuit team engaging with clients at CxO level and internal stakeholders to shape innovative and differentiated solution propositions.  Working closely with the Sales Director and Bid Director they will lead global teams of senior solution architects and subject matter experts in the development of a solution proposal response to prospective Clients throughout the sales cycle from RFP through to contract close. 

Key accountabilities include: 

·       Driving the Solutioning activities for large complex deals (€100M+ TCV) which involve multiple service lines and / or technology domains

·       Define solution vision, value proposition and transformational direction which build on the synergies and benefits across Capgemini service offers

·       Drive the translation of complex business initiatives into innovative business-technology solutions and ensure consistency across traditional solution boundaries      

·       Work with Business Stakeholders to understand inefficiencies in clients’ existing IT and business processes and identify opportunities for transformation

·       Provide expertise on commercially structuring deals to differentiate from the competition

·       Excellent understanding of the competitor landscape, providing insight into the sales plan on how to beat competition

·       Work alongside Global Sales Leads, generating future pipeline for through meetings with CxO level customers, and other business units within Capgemini. Supports the Global Sales Lead 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

·       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

·       Ensure that the proposed solution covers strategy, partners (such as AWS, Google, Microsoft), stakeholder management as well as the actual solution covering Business, Application and Infrastructure as well as commercial aspects (in terms of value for money and not commercial costing etc.)

·       Lead a bid team, combining on-shore and off-shore solution architects to design an affordable, innovative solution which meets a client’s requirements and business needs. This solution should fit within the affordability target set together with the Global Sales Lead

·       Consultative approach, strong business acumen and commercial awareness, with the ability to translate business issues into relevant technical solutions and competitive propositions

·       Fully understands the client desired business outcomes and how the transformation strategy will deliver them through a series of projects each delivering business value

·       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