Solution Leader is responsible for leading a team of Solution Architect (SA’s) for a defined set of GEO/Market’s. Solution Leader is responsible for working with SA’s and deal teams to generate high levels of client satisfaction by developing solutions for client proposals and driving executable client value propositions through the Consult-to-Operate/Operate-to-Consult model. Solution Leader will be expected to interact consultatively with clients at CXO level and with the client’s appointed Third Party Advisor, where applicable, to shape and present the most appropriate solution.
As part of proposal development, the Solution Leader will provide thought leadership in the business development, deal shaping, and solution stages of a deal as well as in consulting assignments working closely with the deal/consulting teams and SA’s to progress and win deals. A key component of the role is to develop best in class sales and solution processes that incorporate the breadth of our products, capabilities and assets to drive client business outcomes.
Key Accountabilities
• Work with clients and own deal/project win strategy and solution design, and some commercial aspects for the portfolio of deals in their region, as well specific deals where they are the executive owner
• Be responsible for the acquisition, development and retention of the solution team. They coach, inspire, motivate, promote and reward their teams
• Share ownership via a project, with the Industry and Sector profit and loss account – a Partner is “profit responsible” to the IBM leadership and the company shareholders
• Act as a creator and guardian of the IBM brand reputation in consulting and service delivery, as well as making a contribution to thought leadership, subject matter expertise and practice building
Essential Skills, Knowledge and Experience
• Drive signings, revenue and profit (usually margin) achievement at the deal / project level
• Sell Services / Solutions:
• Lead people: recruit, develop and shape the careers and skills of our people
• Deliver Projects: delivery of a quality project which meets client’s needs and the IBM commercial target and business models
• Manage talent: shape and build the reward and promotion opportunities of our people
• Create value: create and harvest the intellectual property that results from each and every commercial engagement with the client
• Demonstrate IBM competencies
Requirements:
- Domain expertise in either one or more domains including Finance and Accounting, Supply Chain and Procurement, Banking Operations and Customer Service.
- Knowledge of leading technologies for Automation, Analytics, Performance enhancement tools, collaboration tools, workflows, digitization assets and domain platforms
- BPO Solution, Sales or Presales Experience of at-least 5+ Years with leading organizations
- Experience of Operations Management, Transition Management and/or Transformation projects is preferred
- Travel Required - Yes as per project requirement
