Operational Responsibilities
Single Point of Contact Account abilities
- Managing all OG, senior client buyer and functional owner relationships for the designated solution
- Driving the necessary sign-off of the solution with proper input from the OGs on client business objectives, industry, risk assessment, budget and preferences (see service group rules/process and escalation approach for specifics)
- Managing the sales team, Subject Matter Experts required during the sales process and the communication/ collaboration with Outsourcing Service Delivery
- Directing and coordinating with Legal & Commercial and Corporate Transaction Services (CTS) in areas specific to the solution to ensure use of standards
- Collaborating with the Operating Groups to provide input to Terms and Conditions and in some cases accountable for specific Outsourcing contractual terms and conditions
- Identifying leadership contacts for service transition and operations (e.g. OADM, mobilization lead) and ensuring appropriate solution plan transition for closed deals
- Interfacing with the delivery organization/s (through OADM when assigned) to ensure effective transition, shape services, collaborate on clear solution assumptions, determine appropriate service delivery locations and related cost to deliver
- Orchestrating the action points coming out of the opportunity Quality Assurance process
Solution Planning and Deal Shaping for Qualified Deals
- Understand and translate buyer requirements into a standard solution offering deal approach, solution plan, proposal and cost estimate leveraging standard process methods, deliverables and the right collection of offerings
- Collaborating as a key member of the sales team to represent the solution offering to the client buyer and other internal Accenture groups
- Aligning final solution architecture (including statement of work, schedules and other contractual documents) with final terms and conditions
Commercial and Financial Responsibilities
- Preparing the BD spend estimate, schedule, work plan, resource/sourcing plan
- Understand and clearly define the input required to create cost estimates; Preparing the cost model estimates working with Service Delivery, Solution Management (if applicable) and CTS to deliver the defined scope of services
People Management Responsibilities
- Mentor and support team members and junior solution architects
Other Expectations
Functional Expertise
- Have in-depth knowledge across verticals and horizontals with specific expertise in areas
Strategies, Offerings, and Solutions
- Good understanding of offering strategy, the standard solution components, the likely adaptations of the solution, as well as knowledge of recent deals/solutions and changes that were made to the standards
- Local market knowledge- what will work in a geography
- Ability to clearly articulate and - sell- the solution- being able to explain the solution in simple terms- being able to - draw- the solution on a white board in a few minutes in such a way that the audience understands how it works and what the key variables are that will impact the solution cost
Business & Commercial Acumen
- Commercial acumen - understands the financials and whether we can deliver a deal profitably
- Understanding of CTAs-
- Being comfortable with numbers
- Able to work quickly and forecast accurately what is likely to come out of the CTA process - need to know if we will have a deal or not
- Delivery Expertise- Understanding of what we can deliver so can solution it appropriately
- Detail Oriented- - the buck stops with this role- so needs to be able to go deep or stay at high level depending upon the audience and the need
Relationship Management
- Focused on buyer-value expectations
- Good listening skills & ability to interpret requirements and buyer values in such a way that we take the shortest route possible to the answer
- Able to communicate shared understanding of changes that the client will also need to make other required changes on their end
- Able to help client feel like solution is one-to-one but leverages our standard offering
- Being willing to bringing in the right experts- industry, offering, etc- .to ensure we most effectively address the client's needs and expectations
- Able to manage the CSG relationship- internal stakeholder management: makes things happen seamlessly- a top quality architect makes sign-offs/reviews a natural act so that the deal is effectively reviewed as it is built vs. leaving these sign offs to the last minute resulting in everyone feeling pressured
- Moderate to extensive travel depending on client opportunity requirements
- Overtime and On-Call required
- Teams are located in Mumbai, Bangalore, Chennai, Noida
- Experience in due diligence, solution identification, feasibility assessment, client visits
- Experience in cost estimation and pricing for outsourcing and offshoring of processes
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