UG - Any Graduate - Any Specialization,Graduation Not Required PG - Any PG Course - Any Specialization
Functional Area:ITES/BPO/KPO, Customer Service, Ops.
Preferred Skills/Qualifications
(Type of work experience, skills, etc.) • Negotiate to Close
• Value Proposition Development
• Accenture Selling Methods
• Solution Configuration
• Offering Acumen
• Business Case Development
• Deal Shaping
• Solution Planning for Outsourcing Methodology
• Solution Pursuit Management
• Proposal Development
• Alliance Management
• Pricing Strategy & Execution
• Win Strategy Development
• Service Transition Approach Development
• Solution Realization Approach Development
Key Behaviors & Attributes of Successful Outsourcing Solution Architects:
Strategies, Offerings, and Solutions
• Good understanding of offering strategy, the standard solution components, the likely adaptations of the solution, as well as knowledge of recent deals/solutions and changes that were made to the standard
• Local market knowledge…what will work in a geography
• Industry acumen…if/how does a solution need to be adapted to address specific industry processes/needs
• Ability to clearly articulate and “sell” the solution…being able to explain the solution in simple terms…being able to “draw” the solution on a white board in a few minutes in such a way that the audience understands how it works and what the key variables are that will impact the solution cost
Business & Commercial Acumen
• Commercial acumen – understands the financials and whether we can deliver a deal profitably
• Understanding of CTAs…
• Being comfortable with numbers
• Able to work quickly and forecast accurately what is likely to come out of the CTA process – need to know if we will have a deal or not
• Delivery Expertise…Understanding of what we can deliver so can solution it appropriately
• Detail Oriented– “the buck stops with this role” so needs to be able to go deep or stay at high level depending upon the audience and the need
Relationship Management
• Focused on buyer-value expectations
• Good listening skills & ability to interpret requirements and buyer values in such a way that we take the shortest route possible to the answer
• Able to communicate shared understanding of changes that the client will also need to make other required changes on their end
• Able to help client feel like solution is one-to-one but leverages our standard offering
• Being willing to bringing in the right experts…industry, offering, etc….to ensure we most effectively address the client’s needs and expectations
• Able to manage the CSG relationship- internal stakeholder management: makes things happen seamlessly…a top quality architect makes sign-offs/reviews a natural act so that the deal is effectively reviewed as it is built vs. leaving these sign offs to the last minute resulting in everyone feeling pressured
Job Summary:
The Solution Architect (SA) plays a critical client-facing role that interprets and translates client requirements into a solution that can be configured from a standard set of offerings. The SA operates as a single point of contact or as part of a team (on large deals with multiple SAs) accountable to the SA SPOC from Stage 1 to deal closure and the transition to the OADM.
Key Responsibilities:
Single Point of Contact Accountabilities
? Managing all OG, senior client buyer and functional owner relationships for the designated solution
? Driving the necessary sign-off of the solution with proper input from the OGs on client business objectives, industry, risk assessment, budget and preferences (see service group rules/process and escalation approach for specifics)
? Managing the sales team, Subject Matter Experts required during the sales process and the communication/ collaboration with Outsourcing Service Delivery
? Directing and coordinating with Legal & Commercial and Corporate Transaction Services (CTS) in areas specific to the solution to ensure use of standards
? Collaborating with the Operating Groups to provide input to Terms and Conditions and in some cases accountable for specific Outsourcing contractual terms and conditions
? Identifying leadership contacts for service transition and operations (e.g. OADM, mobilization lead) and ensuring appropriate solution plan transition for closed deals
? Interfacing with the delivery organization/s (through OADM when assigned) to ensure effective transition, shape services, collaborate on clear solution assumptions, determine appropriate service delivery locations and related cost to deliver
? Orchestrating the action points coming out of the opportunity Quality Assurance process
Solution Planning and Deal Shaping for Qualified Deals
? Understand and translate buyer requirements into a standard solution offering deal approach, solution plan, proposal and cost estimate leveraging standard process methods, deliverables and the right collection of offerings
? Preparing the BD spend estimate, schedule, work plan, resource/sourcing plan
? Understand and clearly define the input required to create cost estimates; Preparing the cost model estimates working with Service Delivery, Solution Management (if applicable) and CTS to deliver the defined scope of services
? Collaborating as a key member of the sales team to represent the solution offering to the client buyer and other internal Accenture groups
? Aligning final solution architecture (including statement of work, schedules and other contractual documents) with final terms and conditions
Keywords: solutioning , rfp , rfi , deals , business development A well known BPO. Company Name:Ikya Human Capital Solutions Pvt Ltd
Reference ID:Mita / Mgr-Solu Archi / AC
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