Senior Competitive Solutioning Architect - IT Services

Senior Competitive Solutioning Architect (CSA)

- The CSA is a role on the pre-sales Large Deal Team.

- This team's objective is to both create large deals in the pipeline, and win large, competitive deals.

- This role contains both tactical and strategic responsibilities.

- Tactically, the CSA conducts a solution & price benchmark, optimizes the solution, and creates the client's business case content.

- Strategically, the CSA employs a strategic pricing approach, applies and creates new best practices, and deploys continuous improvement initiatives both within the Competitive Solutioning practice and enterprise-wide.

- The CSA will collaborate with Finance, Solution architects, Sales, Legal, & HR to build a solution that is deliverable, profitable and within the winning price range.

- This individual is responsible for establishing highly repeatable best practices and building their personal credibility with organizational leaders.

Key Responsibilities include:

- Perform a Competitive Solution analysis on large Total Contract Value (TCV) opportunities.

- This includes crafting an effort estimate, staffing plan, and price using market benchmark data.

- Develop Business Cases based on limited & incomplete client information that is achievable and in line with market benchmarks.

- Collaborate with clients to build Business Cases customized to their business.

- Collaborate with Program Managers, Solution Architects and other Client-centric Leaders on deal shaping activities.

- Ensure deals are solutioned and priced to be deliverable, profitable, and winnable.

- Obtain client feedback on price and solution to inform best practices.

- Improve the Competitive Solutioning capabilities, tools, & processes.

Required Qualifications:

15 years+ experience in pre-sales within the IT Services industry, focused on:

- Pursuit leadership

- Technical Solutioning

- Competitive Benchmarking

- Finance; Pricing & Analysis

- 10+ years doing deal shaping of large, complex, multi-tower deals

- Track record of winning those deals.

- Knowledge of the IT Services Provider competitive landscape

- Deep knowledge of 1-2 IT Service Provider's solutioning practices, pricing methodology, and Go To Market Approach.

- Ability to communicate with clients at the Executive level.

- Exceptional at data analysis

- Strong creative problem-solving skills.

- Self-motivated and entrepreneurial.

- Ability to learn new skills quickly.

- Experience building and enhancing Microsoft Excel-based tools.

- BS and/or MS in computer science or equivalent experience