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Cyber Security Solutions Tower Lead

Capgemini

Capgemini

United States
Posted on Thursday, April 25, 2024

The Solutions Lead is a key role in the Cloud Infrastructure Services (CIS) Pre-Sales organization involved in medium to large, multi-tower opportunities.

Responsibilities:

  • Typically involved from Deal Qualification to Contract Signature, Sales to Delivery Handover and for a limited period in the execution to provide continuity
  • Responsible for development of the end-to-end solution (Transformation, Transition and Run) covering multiple service lines and/or technology domains
  • Owns internal stakeholder management and visibility of core solution related metrics to approvers
  • Supports Sales Lead in pre-qualification activities, including ROM costing and early solution shaping as appropriate
  • Develops solution & response strategy, standard versus non-standard approach, aligned to the sales strategy. Clearly communicates to all bid team members.
  • Ensures all client requirements are analyzed and distributed for solutioning, without gaps or duplication
  • Designs the solution and ensures the relevant solution artefacts are completed in line with global process
  • Excellent understanding of the competitor landscape, providing insight into the sales plan on how to beat competition
  • Provide expertise on commercially structuring deals to differentiate from the competition
  • Works with Deal Analyst to set up ADMT and create pricing structure; communicates structure & tagging strategy
  • Convert Price to Win into Cost to Win by Tower
  • Reviews and inputs to the contract schedules, SoW and SLA among other documents
  • Supports Tower Lead with 3rd parties’ direct engagements when needed
  • Contributes to proposal writing and guides the bid team on alignment to sales strategy, themes, scoring mechanism
  • Ensures Solution Approval in a timely manner in line with the Global Solution Approval Process and supports towers when required with their approvals providing an end-to-end view for their approvers
  • Leads the solution team in all client facing interactions
  • Supports Commercial Lead with negotiation of solution related schedules (SoW, SLA etc.)
  • Manages solution team and ensures solution related deliverables are completed
  • Identifies and adds to the response and other capabilities that will bring value to the opportunity and/or show Capgemini capability
  • Ensures the solution and commercials are sustainable for the future, with ability to grow and upsell
  • Identifies and documents potential areas for upsell that have been discussed with client and handover to Account Team

Key skills:

Customer Engagement:

  • Requirement for client facing skills will vary with an entry-level Solution Lead being required past client-facing experience to a senior Solution Leads having executive client-facing experience
  • Able to articulate both transformational and managed services elements of deals
  • Strong presentational and communication skills; ability to lead / anchor client conversations; ability to pitch at right depth to different internal/external audiences
  • Ability to articulate value, benefits, storyline to client
  • Strong writing skills

Management:

  • Leadership of the solution team on deal; ability to coach, steer, challenge, guide – support in case of challenges or if tower lead is struggling
  • Strong team leader to manage and coach team through tough deadlines
  • Stakeholder management, engagement and socialisation; Senior solution leads have strong skills in handling organisational conflict across various parts of Capgemini (i.e. GBLs, BUs)

Commercial:

  • Ability to link technical aspects of solution with commercial response,
  • Ability to understand contracts & schedules and ability to draft solution related contract schedules,
  • Risk identification, treatment and management,
  • Negotiation skills (including with subcontractors),

Financial:

  • Support Client business case creation,
  • Support price shaping, benchmarking, pricing models
  • Cost analysis, drive competitiveness
  • Cost breakdown & what-if analysis

About Capgemini

Capgemini is a global leader in partnering with companies to transform and manage their business by harnessing the power of technology. The Group is guided everyday by its purpose of unleashing human energy through technology for an inclusive and sustainable future. It is a responsible and diverse organization of nearly 350,000 team members in more than 50 countries. As we leverage cloud, data, AI, connectivity, software, digital engineering, and platforms to address the entire breadth of business needs, this passion drives a powerful commitment. To unlock the true value of technology for your business, our planet, and society for a more inclusive, sustainable future.

Get The Future You Want | www.capgemini.com

About Cloud Infrastructure Services (CIS):

CIS powers enterprises’ business and technology digital transformation by accelerating change, reinforcing cybersecurity, empowering employees, managing complexity, and fostering adaptability. Working across sectors in 50+ countries, our 30,000 cloud professionals apply our world-class expertise with cloud leaders to offer bespoke, ongoing cloud, infrastructure, cybersecurity, digital workplace, and enterprise service management support.

Leveraging our close partnerships with leading cloud vendors and advanced intelligence from our global operations centers, our CIS teams are trusted by clients to securely navigate in today’s dynamic business environments, driving forward business value so they get the future they want. Our unique approach to infrastructure connects solutions, services, and suppliers to implement integrated solutions across the IT supply chain, public and private clouds, and legacy environments, helping clients optimize their digital transformation journeys.

Our five key service areas are:

  1. Cloud Services: Exploiting the cloud at speed and scale
  2. Employee Experience Services: Making the “future of work” work for our clients
  3. Cybersecurity Services: Securing Foundations to Create Open Futures
  4. Enterprise Service Management: Taking charge of complexity to drive business value
  5. Infrastructure Services: Managing and modernizing IT estates

Applicants for employment in the US must have valid work authorization that does not now and/or will not in the future require sponsorship of a visa for employment authorization in the US by Capgemini.

Please be aware that Capgemini may capture your image (video or screenshot) during the interview process. That image may be used for verification, including during the hiring and onboarding.