Key Responsibilities:
Owns design and development of technical solution, costing/pricing and their internal reviews (deal qualification, delivery assurance and commercials).
Engage with client to understand requirements, provide thought leadership, advice on service configuration to meet their needs and service transformation as needed.
Leads all client interaction during ‘Solutioning’ as part of DXC proposal including solution/capability presentations, workshops as well as inbound and outbound due diligence.
Engages throughout the opportunity lifecycle as required
Works with a team of service-line architects and SMEs assembled as necessary for supporting solution development.
Provides solution leadership and support to the sales team with active participation in development and execution of deal/win strategy, alignment of solution with the commercial strategy, and differentiating value proposition of DXC solutions to client.
Research and gain knowledge on client and their industry context as well as DXC competitors to enable winning solutions.
Be the trusted advisor to client and DXC sales teams.
Actively engage with service delivery to ensure DXC’s ability to deliver the solution with quality.
Qualifications and Experience:
Bachelor’s or Undergraduate degree required. MBA or MS or equivalent experience preferred.
12+ years’ experience in solution selling and/or consultative selling and delivery or account management experience for an IT Services provider.
Hands on experience with IT outsourcing or project opportunity lifecycle, sales and pre-sales process, deal costing and pricing concepts and tools, proposal writing, conducting client-facing presentations/workshops and deal governance.
Sound knowledge and experience of enterprise architecture, ITSM and/or project management preferred.
Detailed Job Description:
Opportunity Analysis
Engages with client’s IT, business and CxO management and becomes a key presenter, an influencer, and a trusted advisor.
Develops business and technology roadmap and strategy
Ensures competitive position is fed back to portfolio management
Understands DXC’s end to end solutions which best address customer needs.
Creates value and constantly qualifies for DXC.
Identifies services opportunities for DXC in customer’s enterprise information technology and business processes.
Contributes to win strategies and definition of win themes, including business case development and solution approach
Is aware of market price for offerings in scope and uses it effectively towards competitiveness of the solution.
Is aware of the competition capabilities and uses it effectively to differentiate DXC value proposition and competitiveness.
Solution Design and Development
Owns and defines overall solution strategy of the deal and a harmonized solution approach and messaging across all solution components and service-line capabilities involved in the solution.
Shapes, interprets and helps define client requirements to ensure they address business goals
Redefines services, service level agreement and other requirements based on client objectives. Integrates additional services, approaches that add value, improving Total Cost of Ownership and/or business case for client.
Allocates allowable cost targets for solutions. Validates results using comparable deal history, competitor and market data. Captures and highlights risks and any associated costs
Creates innovative delivery approaches to meet real client needs.
Applies top-down or yellow-pad tool estimates where appropriate in deal cycle. Validates against client base and business case. Provides feedback and ownership for cost issues
Collaborates with service-line architects and SMEs to models major components of solution. Understands impact and estimates variation across all towers caused by changes in significant deal variables. Optimizes solution through balancing cross-tower interactions. Optimizes overall client Total Cost of Ownership impact of solution
Solution Leadership
Contributes to solution methodology (repeatability, innovation, speed). Delivers concrete, sustainable improvements to the team and broader solutioning community. Shares and advocates best practice.
Influences internal leads, pursuit team leaders, offering management, Delivery at first or second line leader level.
Drives solution and/or pursuit realignment to support higher business value, supports pursuit win themes and value propositions, generates Total Cost of Ownership impact, engages and leads vendors and partners to create solutions
Articulates client business value previously not discovered or identified, integrates into company’s story and solution
Engages and tasks peers and subject matter experts appropriately, defining vision, desired services and products.
Solution-Pursuit Integration
Leads, coordinates inter-tower solution linkage and optimization. Leverages in-flight and scheduled client and delivery projects and initiatives for enhanced solution efficiency and/or cost advantage
Identifies opportunities to leverage portfolio, delivery and client strategic directions and investments. Guides integration in Solutioning and client value communication
Review and provide input to financial assumptions, commercial T&Cs and contract definitions.
Drafts and reviews contract adjustments to support solution provisions. Highlights terms and conditions impact of cross-tower solution provisions. Identifies and mitigates business risk
Analyzes solution, delivery and client requirements to identify transition issues, asset or employee transfer needs. Defines new approaches for transition, enhancing speed, efficiency, accuracy and client satisfaction. Includes integration with client processes and policies, delivery tools deployment, staffing and process startup
Directs governance activities, negotiates with governance process leaders on deal needs. Drives and leads reviews, including higher-level Delivery review, commercial and executive governance reviews
Client/Customer Relationship
Builds strong professional relationships with key IT and business executives globally
Communicates the value of technology in business terms
Understands and addresses CxO issues in relevant business terms
Applies strong consultative selling techniques to advance opportunities
Is perceived as a trusted technical advisor by the customer
Manages problem resolution and customer satisfaction issues through strong partnering capabilities
Participates in client negotiations, influences strategies and leads technical contract elements
Account Team Collaboration
Actively participates with the account team in account and opportunity planning on a global basis
Understands the roles and effectively directs other teams and resources within DXC and partners
Knowledge and Skills :
Technical Solution
Demonstrates expert knowledge of outsourcing and project services and solutions
Keeps informed about industry trends, platforms and surveys, news, and leaders
Applies deep understanding of technical innovations and trends to solving customer business problems
Has in-depth understanding of the product and services portfolio roadmaps of multiple business units, deep knowledge in area of specialization
Business
Understands and applies best practices for innovative financial models in outsourcing services that bring long term business value to customer solutions
Expertly leverages financial and accounting concepts in demonstrating business value of proposed solutions to customers
In-depth knowledge of customer value chain used to create and propose new solutions
Industry
Extensive level of industry acumen; keeps current with trends and able to converse on multiple client levels about requirements, solution, issues and challenges
Ongoing Development
Participates in company-sponsored programs and initiatives. Provides expert input to account and delivery activities
Self-assesses areas for additional development and initiates action. Formal and informal technology training. Maintains industry certifications. Mentors other solution architects and SMEs where needed.
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