Pursuit - Solution Architect
Location
Mumbai | India
Job description
Job Description
Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.
Responsibilities:
Opportunity Analysis
- Engages IT and business management: face to face interaction.
- Understands which offerings best address customer needs and business requirements.
- Ongoing qualification of solution merits.
- Identifies services opportunities for HP in customer's enterprise information technology.
- Ensures solution addresses win themes.
Solution Design and Development
- Provides solutions to meet client requirements and is able to adapt to new requirements.
- Identifies and evaluates value- add alternatives, solutions to those alternatives.
- Optimizes solutions plus broader customer IT strategy.
- Considers client growth path, client scalability, client IT strategy and business impact.
- Takes end to end view of solution, ensuring elements within their responsibility deliver against the defined business outcomes, using standard components wherever possible.
- Ensures solution compliance with HP strategic direction.
- Suggests solution approaches that add client value.
- Works with financial analysts to validate results versus applicable criteria.
- Captures and highlights risks and any associated costs.
- Models multiple offerings/components of own tower.
- Understands interaction of deal variables (volumes, services, service level agreements, locations, and more) between tower components.
- Delivers and owns, accurate financial models that are logically structured and reflect the technical solution.
Solution Leadership
- Directs solution activities, decisions.
- Influences peers, Delivery reviewers at peer level.
- Leads service element integration within tower, tower sub-component volume tradeoffs, interconnects between tower services.
- Directs consolidation of models, assumptions by financial analysts, writers and others.
Solution-Pursuit Integration
- Anticipates, communicates and solutions to optimize inter-tower dependencies, overlaps, staff sharing, and more.
- Effectively integrates client process adoption and delivery startup needs.
- Clearly defines all risks through governance process and works to mitigate.
- Highlights where non-standard tower provisions impact contract (Statements of Work, Service
Level Agreements, billing, client obligations, etc.). - Develops transition solutions including asset and/or employee transfer, analysis of current asset re-deployment and appropriate account start-up planning activities.
- Includes integration with client processes and policies.
- Provides for delivery tools deployment, staffing and process startup.
- Conducts and/or coordinates solution, tower peer reviews, participates in higher-level Delivery and commercial governance reviews.
Client/Customer Relationship
- Builds professional relationships with key IT and business executives across the region.
- Understands and addresses CxO issues.
- Applies consultative selling techniques to advance opportunities.
- Participates in/supports negotiation of technical contract elements.
Account Team Collaboration
- May actively participate with the account team in account and opportunity planning across the region.
- Provides solution advice, drives proposals, presentations, and other customer communications during pursuit.
- Understands the roles and proactively engages other teams and resources within HP and partners.
Education and Experience Required:
- Technical university or Bachelor preferred or equivalent experience.
- 8-12 years experience in solution selling and/or consultative selling.
- 5-7 years experience in project/program management.
Knowledge and Skills:
Technical/Solution
- Demonstrates a broad knowledge of outsourcing services and solutions, with expertise in area of specialization.
- Awareness of Alliance partner offerings and directions, current industry news.
- Applies broad understanding of technical innovations and trends to solving customer business problems.
- Demonstrates thought leadership in speciality area.
- Demonstrates ability to work as the lead for components of large complex projects.
- Has in-depth understanding of the product and services portfolio roadmaps of multiple business units.
Business
- Leverages financial and accounting concepts in demonstrating business value of proposed solutions to customers.
- Proposes solutions that creatively address customer value chain and business requirements.
- Persuasively communicates the value of the solution in terms of financial return and benefits, impact on customer business goals.
Industry
- Extensive level of industry acumen.
Ongoing Development
- Participates in role-related tools testing.
- Investigates and evaluates new services and product offerings.
- Develops professional profile: enhances client-facing skills; reads industry publications; attends vendor seminars and/or training.
#LI-POST
Job tags
Salary
