Beschreibung
Key Function: To support the growth by:• Leading the solution selling of strategically important deals
• Developing credibility, thought leadership and capability in specific industry sectors
• Support development into new industries, propositions, services and technologies
• Ensuring that sold projects are successfully delivered
• Developing Solution Architects
• Personnel growth to become an Executive Director
Key Objectives:
• Deliver sales revenue targets through team based selling
• Own bid lifecycle – qualification, vision, bid management, content prep, quality assurance, presentation, relationship, closure
• Lead SAs and consultants to produce relevant and differentiated solutions to existing and new customers – including complex and outside the norm customer bids
• To be part of the initial project delivery team in order to architect the solution design and de-risk the project - ensure that the work results in referenceable projects
• Management of the commercial proposition during the bid lifecycle
• Proactively contributes to the body of knowledge
• Own partner relationships as appropriate
• Input into the creation and deployment of business development strategies and initiatives
• Support in taking propositions to the markets
• To develop own skill set to maintain ‘thought leadership’ status in customer’s and peers eyes
• Development of SAs – including mentoring, development and bonus recommendations
• Champion the development of methodologies, tools and capabilities
Core Competencies:
• Can conceptualize and communicate winning propositions – making complex ideas look simple
• Bright, ability to rapidly pick-up new technologies, propositions and business areas
• Outcome oriented – maximizing balance of effort vs benefit to achieve objectives
• Ability to work under own initiative and under tight time pressures - planning, prioritising and controlling own workload
• Drive, enthusiasm, entrepreneurialism yet maturity to win work, meet targets and grow the company
• Built relationships based on trust and credibility with client executives
• Excellent inter-personnel skills
• Demonstrates excellent communication skills both verbally and in writing
• Ability to assert own ideas to clients and within senior management
• Good network –both within and outside
• Respected by SAs as a leader and mentor
• Precise approach to project management and procedures
• Strategic insight
• Be viewed as Partner material within a big 4
Role Competencies:
• Broad, credible knowledge of integrated (multi-Line of Business) propositions, technologies, differentiation and track record
• Detailed knowledge of business requirements and solutions in their focus industry
• Create and lead sales opportunities and win strategic new business - with minimal support from other Solution Directors - including deliver powerful and engaging proposals/ presentations
• Able to oversee a portfolio of bids and business development work. Ensure their overall quality. This requires excellent multi-tasking, planning, delegation and time management
• Ability to organise and co-ordinate diverse groups in complex situations
• Ability to take leadership roles on large programmes – working with client senior management
• Command the respect and confidence of other Solution Directors, Exec Directors and Commercial Team
• Able to manage Solution Architect mentoring, training, scheduling and remuneration
• Ability to develop methods and tools and contribute to Solution Team strategy
• Support and contribute to strategy
Skills / Knowledge / Experience:
• Educated to degree level or equivalent – expect 1st or 2:1 – MBA desirable
• Extensive experience in relevant technology (eg SAP) and/or business area
• 8+ project lifecycles in both snr architect and major (5m+) project management roles
• Strong relevant technology or business solutions architect experience in FTSE level companies
• Comprehensive solution sales experience – technology and business solutions – with track history of winning large multiple lines of business bids – eg 5m+
• In depth experience of ‘Big Four’ (or similar) consulting practices and methodologies
• Track history of leadership of multi-disciplinary teams
• Life Sciences/Manufacturing industry experience