Solution Architect
Capgemini
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Job Description
Solution Lead is a key role in the CIS Pre-Sales organization reporting into TBD on regional/global level. Solution Lead is usually 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 analysed 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
Primary 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
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
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 socialisation; Senior solution leads have strong skills in handling organisational conflict across various parts of Capgemini (i.e. GBLs, BUs)
Capgemini is a global business and technology transformation partner, helping organizations to accelerate their dual transition to a digital and sustainable world, while creating tangible impact for enterprises and society. It is a responsible and diverse group of 340,000 team members in more than 50 countries. With its strong over 55-year heritage, Capgemini is trusted by its clients to unlock the value of technology to address the entire breadth of their business needs. It delivers end-to-end services and solutions leveraging strengths from strategy and design to engineering, all fueled by its market leading capabilities in AI, generative AI, cloud and data, combined with its deep industry expertise and partner ecosystem.