Business Development - Architecture (Pre-Sales)

6 days ago

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Unisys

WebsiteLinkedInAll Job Openings

Applications • Business Processes • Change Management • Cloud Data and Analytics • Cloud Management

10,000+ employees

Founded 1980

🤖 Artificial Intelligence

🔒 Cybersecurity

💰 Post-IPO Debt on 2020-10

Description

• Leads large to mid-sized managed services deals in the $5M to $150M range, utilizing the standard engagement process (solution development, costing, due diligence, proposal writing and development, through contract language creation, negotiations, and closure) in order to win new business. • Acts as the pre-sales technical lead in deal support for DWS opportunities. • Responsible for quality assessments of high risk, high value proposals for compliance, competitive approach, risk identification, and mitigation planning. • Will lead the solution through solution creation, risk mitigation, cost modeling and financial inputs, proposal responses, and client presentations. • Leads the required internal governance processes for feedback and approval on each deal. • The role requires regular interface with Unisys and Client director and C-Level management including the CEO, CFO and CTO. • Works alongside Sales to manage the client buyer and solution owner e.g. CFO, CIO and selling the solution. • Brings operational experience to bear to ensure solution is deliverable at an acceptable risk to Unisys. • Develops and negotiates contract content to ensure the solution maintains design authority through delivery. • Leads and directs any additional architecture resources assigned to develop the overall solution and competitive costs. • Unifies the team to build a value proposition which showcases Unisys’s capabilities and how they meet or exceed the client’s needs. • Leads the writing and presentation of the overall solution to the client. • Conducts and actively participates in client interactions and presentations throughout the sales process. • Leads solution review sessions and participates in contract, HR, SLA and SOW negotiations. • Stays up to date with market trends and able to speak confidently about the external market and positions Unisys positively. • Advises and recommends architecture strategies, processes and methodologies to the client to facilitate their decision making and where possible, steers their thinking to align to the Unisys solution. • Shares best practices and lessons learned in order to develop the Unisys proposition. • Gathers inputs from a diverse range of sources to create an articulate and compelling proposal for the client. • Key activities revolve around driving proposal and delivery consistency for complex deals through the entire lifecycle and providing proposal and project assessment reports to director and C-Level management. • Provides feedback to the proposal or project teams for risk mitigation and planning. • Delivers everything from point solutions for a single business function to large, long-term outsourcing services, to complex systems integration installations spanning multiple businesses and functions. • Experience required in designing and orchestrating solutions for multi-technology, multi-location and multi-lingual scope deals. • You will lead solution design workshops for joint solution development with internal stakeholders and other architects. • You will interface with key client stakeholders and act as an integrator of Infrastructure, Application, third-party vendors and sub-contractors.

Requirements

• Requires undergraduate degree in business, finance, or technology with 8-10+ years of client-facing/sales experience with Technology and/or large managed services deals. • Previous experience with an IT Services company. • Strong presentation and communication skills. • Demonstrates leadership and experience in leading highly diversified teams in matrix environment. • Winning attitude and drive. • Ability to comprehensively understand client business goals and strategic imperatives and translate into winning solutions. • Capability and experience to direct the pursuit team in developing deliverables, to include appropriate messaging for proposals and other client required materials reflecting the client’s needs. • Excellent written, verbal and presentation skills. • Ability to understand business requirements and convert them into solution designs. • End user support experience and knowledge (Service Desk, Deskside, Endpoint, Mobile Device Management, Collaboration, etc.) • Must demonstrate good judgment and pragmatic approach to delivering a solution that optimizes architecture activities across company needs, business constraints and technological realities.