Solutions Director

2 weeks ago

Irving, United States Capgemini Full time
Solutions Director - Pre-Sales-076145

Description

Qualifications

Title: Solution Director

Location: Chicago, IL, Dallas, TX, New York City, Atlanta. GA

Job Description:

Location: Remote

The Solutions Director is a key role in the Cloud Infrastructure Services (CIS) Pre-Sales organization involved in medium to large, multi-tower opportunities.

Key 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 customer management and clarity 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 Solid grasp of the competitor landscape, providing insight into the sales plan on how to beat competition Provide guidance 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 Chips in 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 finances of solution related schedules (SoW, SLA etc.) Leads solution team and ensures solution related work are completed Identifies and adds to the response and other capabilities that will bring value to the opportunity and/or show Capgemini capability Ensures the solution and commercials are sustainable for the future, with ability to grow and upsell Identifies and documents potential areas for upsell that have been discussed with client and handover to Account Team

Key skills:

Customer Engagement:

Requirement for client facing skills will vary with a Solution Lead being required past client-facing experience to a senior Solution Leads having executive client-facing experience Able to articulate both groundbreaking deals and the managed services elements of deals Strong presentational and social skills; ability to lead / anchor client conversations; ability to pitch at right depth to different internal/external audiences Ability to articulate value, benefits, storyline to client Strong writing skills

Management:

Leadership of the solution team on deal; ability to coach, steer, challenge, guide – support in case of challenges or if tower lead is struggling Strong team leader to run and coacg abd mentor through tough deadlines Partner management, engagement and socialization; Senior solution leads have confirmed skills in handling organizational conflict across various parts of Capgemini (i.e. GBLs, BUs)

Technical/Portfolio:

Across all towers; typically, some depth within 1 or 2 towers (via previous role); ability to challenge & understand responses across the technical landscape.

Commercial:

Ability to link technical aspects of solution with commercial response, Ability to understand contracts & schedules and ability to draft solution related contract schedules, Risk identification, treatment and management, Negotiate with (including with subcontractors),

Financial: 

Support Client business case creation, Support price shaping, benchmarking, pricing models Cost analysis, drive competitiveness Cost breakdown & what-if analysis

Job

:Infrastructure

Schedule

:Full-time

Primary Location

:US-TX-Irving

Organization

:CIS US

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