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 at the organization.
- 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.
