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.
Designs the solution and ensures the relevant solution artifacts are completed in line with the global process
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
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.)
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

Requirements

10+ Years of Experience in Leading Small/Medium/Large (5M-100M+) Multi tower complex presales initiatives in areas of End User Services/Enterprise Service Management/Cloud/CyberSecurity
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.

Benefits

Paid time off based on employee grade (A-F), defined by policy: Vacation: 12-25 days, depending on grade
Company paid holidays
Personal Days
Sick Leave
Medical, dental, and vision coverage (or provincial healthcare coordination in Canada)
Retirement savings plans (e.g., 401(k) in the U.S., RRSP in Canada)
Life and disability insurance
Employee assistance programs
Other benefits as provided by local policy and eligibility

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills

solution developmentdeal qualificationcontract managementpricing structureproposal writingsolution designcommercial structuringupsellingpre-qualification activitiesresponse strategy

Soft skills

stakeholder managementcommunication skillspresentation skillsclient engagementleadershipnegotiationteam collaborationstrategic thinkingwriting skillsclient-facing experience