Solution Architect

Job Description

  Solution Lead is a key role in the CIS Pre-Sales organization reporting into TBD on regional/global level. Solution Lead is usually involved in medium to large multi-tower opportunities.  

Key responsibilities:  

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. 

Ensures all client requirements are analysed and distributed for solutioning, without gaps or duplication 

Designs the solution and ensures the relevant solution artefacts are completed in line with global process  

Excellent understanding of the competitor landscape, providing insight into the sales plan on how to beat competition  

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 

Convert Price to Win into Cost to Win by Tower 

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 

Primary skills

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 

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 

Leadership of the solution team on deal; ability to coach, steer,

challenge, guide – support in case of challenges or if tower lead is struggling 

Strong team leader to manage and coach team through tough deadlines  

Stakeholder management, engagement and socialisation; Senior solution leads have strong skills in handling organisational conflict across various parts of Capgemini (i.e.  GBLs, BUs)