What success looks like in this role:
Business Development & Architecture – Digital Workplace Services
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. The Will lead 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.
Role Description
This role owns the solution for all solution components from pre-sales through contract signature and handover to Transition and Delivery. 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.
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You will be successful in this role if you have:
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 companyStrong presentation and communication skillsDemonstrates leadership and experience in leading highly diversified teams in matrix environmentWinning attitude and driveAbility to comprehensively understand client business goals and strategic imperatives and translate into winning solutionsCapability 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 designsEnd 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.This role may require access to export-controlled commodities and technology. Therefore, to conform to U.S. export control regulations, applicant should be eligible for any required authorizations from the U.S. Government.
Unisys is proud to be an equal opportunity employer that considers all qualified applicants without regard to age, caste, citizenship, color, disability, family medical history, family status, ethnicity, gender, gender expression, gender identity, genetic information, marital status, national origin, parental status, pregnancy, race, religion, sex, sexual orientation, transgender status, veteran status or any other category protected by law.
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