Translate client objectives and requirements in RFP into winning solution concept for specific deals, based on service offerings and capabilities
Develop optimum solution including: governance structure, delivery model, staffing, service location, service hours, service levels, automation tools, infrastructure for provisioning services to client, transformation approach, commercials etc.
Maintain win plus down selection rate of 60% on pursuits
Ability to harness the best of the organization's portfolio of offers to meet the stated and unstated requirements of the deal
Ability to understand the competitive landscape and tailor the solution to counter these to propose the most differentiating solution to the client
Participate in strategic initiatives to industrialize the solutions process and to enhance the competitiveness of AM proposals
Acts as a member of a high-performance organization by engaging in value-added activities that leverage the collective capabilities of the team , including Generative AI, Automation and Business Value approach.
Provide domain knowledge and nurturing domain capability to assist with building competency skills within the team
Maintain high utilization rate on AM pursuits throughout the year
Instances of formal/ informal contribution to the team through knowledge sharing.
Certifications
ITIL v4 preferred, Any AI, DevOps, Agile will be an advantage
Ideal Candidate
Must have 15+ years of experience in solutioning and delivery of large and multi tower complex ADM deals (TCV: 50 M+)
Design Thinking with ability to drive strategic initiatives
Must have played Solution lead role for multi-tower ADM deals (TCV: 100 ME+)
Extensive experience in presales (Applications & multi-tower) with accountability to build - win themes, core estimation & transformation solution, proposal defense, BAFO and contract negotiations support
Must have led multi-country deals
Must have prior experience with GSIs and/or Tier-1 IPPs
Having ITIL or PMP/PRINCEII certifications will be an advantage
Delivery experience will be an advantage
Experience in required region will be an advantage
Additional Responsibilities Include
Extensive Pre-Sales skills on RFP and RFI responses, preferably in Application Management outsourcing with high conversion rate for new logos
Excellent interpersonal skills to be able to lead discussions with multiple internal and external stakeholders
Exposure to complete AM lifecycle of i.e. Solutioning, Transition, Steady state & Optimization
Good understanding of AM estimation and various pricing/commercial models
Good understanding of bidding scenario, competition and benchmarks
Strong team orientation & leadership qualities
Excellent verbal and writing skills a must
Demonstrated thought leadership and representation in external forums
Extensively travelled and willing to travel at short notice
