Lead Deal Architect
Employer · Getronics
Systems analyst
IT sales representativeFull-timeBudapest
As Lead Deal Architect you will shape and win Getronics' most significant managed service and outsourcing deals, typically £5m to £40m Total Contract Value (TCV). You will own the solution from the first customer conversation through to contract signature and handover to delivery, lead the solution team on each bid, and help set the standard for how the Deal Architecture team designs, costs and presents solutions. This is a senior, customer-facing role for an architect who is as comfortable challenging a cost model or a contract schedule as they are leading a customer workshop or presenting a business case to a board.
Tasks
- Analyse and break down customer RFIs and RFPs, translating business requirements into a solution that you design, cost and take through internal approval before customer presentation.
- Lead the solution on each bid as a core member of the bid team, working in close partnership with the Business Development lead, Bid Manager, Pricing Consultant and Technical Specialists.
- Direct and challenge the technical contributors on each proposal to ensure the content builds a winning, deliverable solution.
- Own the overall solution story, ensuring customer requirements are met or exceeded and that Getronics' differentiators are clear.
- Lead internal solution workshops with Pricing, Bid Management, Service Delivery and Subject Matter Experts (SMEs) to ensure the best solution architecture is adopted.
- Author solution documents and contribute to bid responses.
- Design the transition and transformation approach for each solution alongside the Project Manager and ensure a clean handover to delivery.
- Drive the cost and risk models for each deal, owning the financial model where required.
- Shape the commercial construct of the solution, including service levels, service credits and pricing approach.
- Create and edit contract service schedules and support contract negotiations, including TUPE considerations.
- Work with Business Development to propose proactive customer engagements outside formal buying processes.
- Work collaboratively with customers to understand their buying criteria and business strategy, translating them into architectures and designs.
- Lead customer workshops to build solutions collaboratively with the client, and present solutions and business cases to senior and board-level stakeholders.
- Guide and mentor other architects and bid contributors as well as sharing good practice across the Deal Architecture team.
- Bring innovation that differentiates Getronics from its competitors, including transformation-led propositions.
- Support the development of new portfolio offerings and propositions with the Global Portfolio team.
Requirements
- 8 years as a Service, Deal and/or Solution Architect on multi-discipline managed services and outsourcing opportunities.
- A proven track record of leading the solution on deals of £5m to £40m TCV, including multinational deals.
- A broad and in-depth understanding of at least three of the following areas: Service Desk, Digital Workspace (End User Computing, Unified Communications and Microsoft 365), Multi-cloud (private and public cloud platforms and virtualisation), Network Services, Security Services, IT Managed Services (ITIL processes and framework).
- The ability to take a set of business requirements, typically from an RFI or RFP, and turn them into a costed solution that passes internal governance and is presented to the customer.
- Financial fluency, including P&L, TCO, ROI, cost analysis, financial statements and building financial models.
- Commercial and contractual knowledge, including creating and editing contract service schedules, service levels and service credits, and TUPE awareness.
- Experience of designing transition and transformation plans.
- Experience of presenting detailed business cases at board level.
- Experience of guiding or mentoring other architects or bid contributors.
- Good market knowledge across business sectors, including competitor offerings.