Presales Strategy Architect

Job Description

What success looks like in this role: Collaborate with and advise members of sales teams on solution features, architectural issues, implementation considerations, cost elements and effort estimates. Analyze and evaluate client requirements against Unisys portfolio offerings and architect those requirements into a competitive solution. Provide technical input into bid proposals, projects and technical documents within the sales process, and identify additional sales opportunities with existing customers. Demonstrate the organization's products at customer sites and collaborate with sales teams to develop and recommend products and services to meet customers' requirements. Maintain up-to-date and comprehensive knowledge of the organization's and competitors' products and/or services. Analyze detailed client business process, software, application, ITO and/or infrastructure requirements (RFPs, RFIs). Guide the proposed technical solutions through the Unisys Deal Review Board for approval. Lead or support architectural and/or solution reviews. Lead or support strategic planning activities and business case development for client engagements. Architect a solution using appropriate portfolio offerings with design elements that allow integration into client environment. Support the development of cost elements and resource estimates as well as solution models. Refine and optimize architectural models. Adhere to appropriate Unisys SDF processes, architectural artifact requirements and the Unisys End-to-End Service Model. Make architectural decisions about how solutions should be designed and implemented. Act as an expert on business processes, software and applications, and/or IT infrastructure and infrastructure management. Coordinate architect resources to develop the solution architecture for medium to high complexity opportunities. Present solutions to internal and client stakeholders. Provide client-facing support to develop multi-faceted, integrated horizontal solutions that enable desired business outcomes. Disruptive on key new logo or new scope deals via a conversation-based approach (exemplify Power Messaging). Engage early (pre-DR1) via Global Pursuit Process (Business Development Manager) to help shape and develop win strategy. Bring accountability for the conceptual solution design, forward-looking innovation plan, traceability to client requirements, solution proposal development, orals presentations, and client pricing. Participate in the Win Solution Lab Sessions, defining the high-level design of the solution, including price to win analysis. Attend the DR1 and DR2 Reviews as required by the Governance Model and support Sales Team, as required, Client Reviews, and Presentations (Orals). Support Sales Team in contract negotiations. You will be successful in this role if you have: Minimum 10-12 years of relevant substantial pre-sales solution architecture experience in the IT Service industry. Commercial sector experience ideally across APAC. Excellent communication (written/verbal), presentation, collaboration, influencing, analytical, and troubleshooting skills. Knowledgeable on industry standards such as TOGAF, ITIL, ISO Standards, Zachman, etc. Broad understanding of all Unisys portfolio (or equivalent external) solutions and ability to present solution and portfolio strategy to clients. Experience in proposal processes including pricing, resource assignment, complex planning, proposal solution development/design review, design tradeoff decisions, winning theme development, assisting with contract negotiation and presentations to the client. Proven record of leading and directing global solution teams on increasingly complex assignments, including Global support engagements. Experience developing comprehensive cost/benefit analysis and determining the risk associated with a given solution. Demonstrated ability to interact and articulate the benefits of a solution in a manner appropriate for senior IT executives. Ability to work independently and in team settings to include close collaboration with clients, industry leaders, and solution leaders. Broad expertise in five or more of the solution areas listed below: Server Operating Systems, Database / Information Management, Networks, Security, End User Technology (Desktop, Laptop, Tablet, Mobile), Digital workplace services, Virtualization (Server, Desktop, Application), Infrastructure and Device Monitoring. Mobility Solutions, Application Platforms and Application Integration, IT Processes, IT Governance, measurement and controls, Public, Private, and Hybrid Cloud Infrastructure. Computing Infrastructure Services (IaaS, PaaS, ITSMaaS, STaaS, etc.), Application Development (multi-tier, Web and/or Mobile), Software & Applications, Application and Data Security, Application Integration, Enterprise Content Management, Service Oriented Architecture (SOA), Application Performance and Tuning. Business Intelligence, Analytics, Reporting, Data Warehousing, Enterprise Architecture / Business Architecture, Business Strategy Planning and Execution, Business Process Reengineering, Management and/or Simulation. Experience in project management and with design and developing conceptual, logical, and technical architecture models. #J-18808-Ljbffr