Solution Director

Role & responsibilities

The Solutions Director II manages strategies and solutions new business opportunities as well as competitive renewals by developing compelling win, solution and price strategies to meet client requirements for outsourced managed services. The SD-II possesses strong business and technical skills and is accomplished in transforming customer requirements into compelling solutions that differentiate CompuCom from its competitors. The SD-II participates in pre-sales activities and assists the sales team in identifying and qualifying pursuits. The SD-II leads and guides the pursuit/bid team to develop cohesive solution, pricing, proposal creation and presentations to the customer. The SD-II writes persuasive proposals and conducts orals utilizing strong communication skills with the ability to adapt tone and flow to various stakeholders. The SD-II possesses strong commercial management skills and has the ability to write SOWs, understand key risks and mitigation strategies and lead negotiations in conjunction with CompuCom legal.

1. General:

• Participates in pre-sales activities and assists the sales team in planning and driving new business by identifying and qualifying opportunities through customer meetings, capabilities presentations and evaluation of customer requirements for a fit with Compucom capabilities participates in Deal
• Qualification activities to assess winnability of pursuit, identifies gaps in customer requirements and CompuCom capabilities and makes recommendations for solution approach, whether standard or custom.
• Leads creation of review materials as stipulated by the pursuit process 20%
• Provides mentoring and training to others within the Solution Services
• Organization - Leads customer discovery workshops to understand business issues/objectives, projects and problem statements of customers/prospects
• Stays current on technology changes in the market, competitive analysis and
• understanding differentiators between CompuCom and its competitors 20%

2. Solution Development:

• Identifies subject matter experts and Delivery Architects required to develop solution and cost for assigned opportunities
• Deconstructs RFx documents to segment requirements, data points and
• underlying business challenges in support of solution development and win theme planning.
• Leads pursuit and solution process, including responses to RFx, competitive renewals and expansion or change orders for single or multi-tower offerings
• Guides the pursuit team to develop a cohesive solution, price, proposal creation and presentation for the customer 20%
• Manages the overall solution and ensures integration of solution components to deliver a compelling end to end solution for the customer
• Works with sales, delivery and senior leadership to establish price strategies
• Works with the Pursuit Center to develop the proposal plan and response requirements
• Leads the creation of oral presentation materials and leads oral presentations. 20%

5. Commercial Management:

• Develops Statements or Work (SOWs) and assess and mitigates risks through
• the solution design and contract language
• Develops commercial strategy at the beginning of the pursuit and ensures
• team compliance to strategy
• Leads commercial risk management process consulting with commercial
• management team and legal as applicable
• Secures all appropriate final opportunity/contract approvals from required parties

Preferred candidate profile

Level of Formal Education: Bachelors

Area of Study: IT or other related fields

Years of Experience: 5+ years

Type of Experience:

• Proven track record leading large IT Managed Services pursuits
• Managing, operating and/or transforming IT organizations
• Strong technical and pre-sales knowledge in multiple areas of IT infrastructure services
• Working with enterprise IT environments, outsourced managed services solutions (i.e. severs/storage, networks, data center, security, end user computing, mobility, etc.)
• Providing consultative services in a sales or professional services environment utilizing Business Management and/or IT Service Management skills

Special Certifications:

(CPA, Etc.) • Background in ITIL, Service Management, IT Management.

Language Skills: • Written and Oral English

Technical Competencies:

• Strong knowledge of IT outsourcing services •
• Business development activities and outsourced sales cycle

Competencies:

Decision quality

Planning

Dealing with ambiguity

Managing and measuring work

Conflict management

Motivating others

Developing direct

Priority setting

Managerial courage

Building effective teams

Organizational agility

Information Systems: (People Soft, etc.)/ ITIL / MS Office

Perks and benefits