Associate Director/Director - Deal Architect

Job description: Deal Architect - Associate Director/ Director Level - 17-24 Yrs

Summary of position:

The deal architect should posses a combination of strong experience in leading software development along with a sales and customer relationship build skills which help to increase the company's bottom line by developing relationships with targeted customer groups for the market. This will include liaising with the relevant Strategic Business Units to ensure that right offerings and solutions are offered to the customer which is in line with customer needs and requirements. The candidate will be expected to excel and deliver results in situations where there are possible window of opportunities with identified customers and this in extremely challenging and competitive markets scenarios. The role is expected to be very dynamic where candidate will need to adapt to the customer situation and use his visualization skills to deliver innovative solutions and high quality services across the business. Ideal candidate must be self-motivated and possess a passion to make a difference within the business adding value and creating an environment that wholeheartedly embraces change. On technology front, awareness of a development lifecycle within a custom software development including estimations techniques and awareness at of open system technologies like java, microsoft, open source, Service Oriented architecture, application integration. At a high level he should have knowledge about possibilities in cloud, mobility, big data, analytics, to be able to have a conversation with customer and possibly engagement with him to get organizations subject area experts involved.

Job Responsibilities:

- Main focus of the role to lead the negotiation and on-going management of large/transformational deals across the region with the support of a global virtual team

- Accountable for working with the sales and account/delivery teams in achieving challenging sales, revenue and growth targets for the region. Working with account managers on customer accounts to pursue and win innovative, technology advanced solutions or outsourcing deals

- Providing key support for Global Account Development plans, adapting global account strategies for the local environment and developing business opportunities

- Carrying out extensive liaison with customers ensuring exemplary service levels are delivered and close working relationships with the account team are maintained

- Providing technological expertise during negotiations throughout the most significant bid phases

- Pivotal in working with account teams to develop the sales pipeline as part of the account planning exercise

- Responsible for building long-term effective relationships including forecasting and participating in annual strategic planning in a multi cultural and multi product environment

- Senior presales position which provided direct support to sales and presales account teams

- Participate in development and execution of winning strategies for complex sales opportunities

- Experience in customer facing roles - Should be able to articulate for a customer the values of client CSD offerings across technologies (Oracle, Microsoft, Opensource, Cloud)

- Subject matter expert in one or more technology domains mentioned above

- As a solution expert, he / she would be responsible to provide advanced solution knowledge and assist local presales with qualifying of customer technical needs, developing and presenting customer solutions and architecture roadmap, assisting with proposals and demos

- Strong solution selling and value-based selling skills and - design thinking- knowledge

- Lead role in complex opportunities ensuring that the overall deal team is coordinating their efforts to maximum impact and that the solution strategy fits customer needs

- Serve as a champion for assigned solution and provides knowledge transfer to presales colleagues as needed

- Participate in the sales execution tasks and work closely with the account teams

- Collaborate with local sales and presales teams to plan account strategies through participation in formal account reviews - Familiar with common strategies across process optimization and information governance

- Initiate, lead and drive mutual value discovery, solution strategy, architecture and roadmap workshops with customers

- Enforce consistent presales processes including qualifications, dry runs to ensure superior demos and presentations

- Work effectively in a complex matrix with virtual teams of high level professionals

- Lead the solution strategy, presentation of recommendations to customer

- Present and position the broader vision during the contract and commercial negotiations

- Help the account team in understanding customer needs and gauge overall pulse of customer's business