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Objective

To help in winning large technology deals (50M+) in Banking & Capital Markets clients across areas of legacy modernization, end-to-end technology transformation, cloud adoption, tech based managed services and other areas

Key Responsibilities

Work with Global Account Leaders (Client Service Partners and Account Tech Leaders) to identify key solution themes and expand out the problem area and solution space in detail and define Go-to-market strategy and solution buildout.
Be responsible for deal solutioning on RFP’s and pro-active pitching:

Develop solutions from a tech transformation/Large Deals perspective
Build / lead a team of solution architects and technology evangelists
As pursuit leader, drive client workshops and RFP orals
BE on point for collaterals and other materials on GTM and solution offerings
Define Functional as well as Technical solutions including commercials for large and complex sales opportunities. Formulating and leading presales technical / functional solutioning activity to prospective clients and customers while ensuring customer satisfaction.
Assist with development and presentation of high-level architectural solutions which achieve short and long-term business and/or technical goals or prospects and partners
Experience designing highly available, resilient, performant and secure solutions that deliver customer outcomes
Take a complex technical design involving multiple components and delivery partners and develop an implementation plan (design and build)
Think holistically, pulling ideas and concepts together from customer discussions and answer not only the challenge presented but identifying other areas that may not have considered
Must have creative mindset towards articulating the solution via presentation/demo

Identify partners ecosystem (Tech, Business and Non-Core Service) to support the themes and for joint Go-to-market
Ability to handle complex Pricing models including Build-Operate-Transfer scenarios
Define and drive campaigns at account and/or sub-sector/domain level
Communication & Evangelization – Increase the Tech Quotient in the account teams. Initially start with solutions which are typically cross competencies and then into specific competency areas
Define collaboratively for standard deal review process and setup upfront delivery risk identification process
Deal approval matrix – specifically where multiple competencies are involved, be part of Deal Review and SOC Solution Review
Part of the initial project team (subject to availability and bandwidth)
Publish monthly metrics in terms of Pipeline, Deal participation, Large Deals, Theme Evangelization etc.

Additional Responsibilities

Solution design and support for a/c driven pursuits
Credentials and case studies support
Pricing scenarios and support during the Deal Review process

Qualifications, Experience and Aptitude:

12-15+ years of experience working in a top-tier consulting firm
Technical degree with advanced degree preferred.
Experience working in senior technical roles such as enterprise architect, solution architect, solution lead.
Exceptional communication skills – compelling, clear and concise. High degree of intellectual curiosity and ability to learn and apply new concepts and technologies to solve business problems
Ability to clearly articulate technical solutions in language and depth relevant to different stakeholders: customers technical teams and as well business and marketing stakeholders.
Team player who can collaborate with multiple stakeholders to meet tight deadlines to arrive at solution and services proposals and initial responses.
Willingness to travel up to 10-15% of the time.

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