Associate Director-Solutions Engineering
Be an entrepreneur and build a team of consultants, that will create large deals for the company.
Provide leadership on crafting and executing large deals, build thought leadership with in the organization and be a recognized thought leader on enabling digital transformation with in the industry, with a strong infrastructure exposure
Create partnerships for the company with niche high value consulting firms to drive non linear growth
Work with C-suite executives, problem-solve on their key digital issues and provide actionable recommendations leveraging technology know-how and business sense. Create large deals by engaging with CXO and Enterprise Architects across existing and potential customers across the globe, ascertain intersection points with customer's digital strategy. Create customer roadmap for the infrastructure to enable the digital journey. Create high level architectural solution and convince customer on it. Create business case for customer and collaborate with Regional leads and SMEs to build detailed solution. Works extensively with the Large and Complex deals team
with the objective of:
- Establish Consulting as a practice within the company
- Create PULL for the company products, rather than the traditional point solution approach
- improve the positioning across all enterprise products except MES
within the limits of:
- product strategy
- overall organization business strategy and objectives
Will be measured on building pipeline for large deals (size fo deal depends on region) for India: $50M ( ~5 large deals 3 yrs), Europe: $20M, Asia: $5M, US: $20M (3 yr TCV)
Real commercial skillset and presence – big picture thought process rather than short-terms cost savings approach
Candidates probably coming from top consultancy firms, ideal sector experience would include banking & insurance, transport (and similar sectors that are heavily regulated)
Key responsibilities
Strategic planning
Analyze trends in IT architecture solutions area, competitor activities, customer business models; Provide inputs to identify target customer list, along with regional sales execution teams; Tweak the global engagement model and strategy as per individual client nuances and complexities
Client engagement and solutions ideation
Strategic
• Create thought leadership and engagement with C suite executives by taking the customer’s business strategy, and recommending the IT architecture (cloud, security, network, collaboration, mobility) to support that strategy
• Collaborate with members of the company team to ensure our solutions are positioned to support that strategy, and articulate the economics to support our proposition.
• Work collaboratively with the Marketing to develop creative outreach strategies to attract clients.
Operational
• Lead architecture engagements and major transformation execution through execution phases and where applicable drive internal, client and third party vendor mixed team
• Engage clients with varying degrees of maturity at the CxO level to lead innovation and the development of strategy. Influences client evaluation criteria and decision making
• Support clients (C-Level & Heads Of) in the establishment of digital architecture functions and architecture operating/governance models
• and identify opportunities for transformation
• Works individually, in teams or as leader, to understand, define and capture the client’s architecture in complex and often ambiguous environments.
• Define how the company’s propositions can be implemented within the client architecture, and draft relevant service architectures & schedules
Product development and transformation
Lead architecture engagements and major transformation execution; Prepare project plan and detail out the milestones, deliverables, timelines, owners, etc.; Bifurcate work between internal team and vendors and set rules of engagement; Oversee and monitor quality of output and adherence to cost and timelines for each phase of execution; Monitor vendor performance and escalate, as necessary; Provide status updates to internal stakeholders on product development; Coordinate with product development, sales, marketing, teams to prepare and execute product launch plan
Customer Support
Partner actively with the client during implementation of digital architecture by educating them on the company's product proposition and embedding the same within the architecture; Draft relevant service architecture and schedules and reach agreement with the client on the same; Provide troubleshooting support to clients; Conduct regular review meetings to understand functioning of the solution / product; Understand any intended changes to the digital architecture and make required adjustments to the solution provided; Provide early warning to internal organization about potential clients, if required, to protect company interest;
Team Development
Drive the creation of a partner ecosystem so that the company always has a set of highly qualified partner consultants to engage, in niche areas like Cloud transformation, digital security, Software defined networks. Regularly review team structure and assess talent requirements; participate in the recruitment and selection process; conduct goal setting and performance review for the team; drive team development, engagement and reward initiatives; coach and mentor team members as required and ensure resolution of any people issues; conduct knowledge transfer and experience sharing workshops and sessions