Solutions Lead

2 weeks ago

New York, United States Capgemini Full time

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 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.)
  • Manages solution team and ensures solution related deliverables 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 an entry-level Solution Lead being required past client-facing experience to a senior Solution Leads having executive client-facing experience
  • Able to articulate both transformational and managed services elements of deals
  • Strong presentational and communication 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 manage and coach team through tough deadlines
  • Stakeholder management, engagement and socialization; Senior solution leads have strong 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,
  • Negotiation skills (including with subcontractors),

Financial:

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

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