Pre Sales Solution and Architecture Executive at Bytes Managed Solutions

Job description

OVERALL PURPOSE OF JOB:

Define solution architecture, strategy, principles and standards that is aligned to the business requirements of Bytes Managed Solutions. The Pre-Sales supports sales productivity and deal flow by securing the technical close in complex solutions. Collaborates with sales, service and technical support services to ensure proposed deals include technical solutions that accurately address customer needs, and are appropriately supported by key customer technical decision-makers

MAIN RESPONSIBILITIES:

• KEEP UP TO DATE WITH THE LATEST DEVELOPMENTS IN THE SECTOR / INDUSTRY AND CREATE NEW SOLUTIONS AS BUILDING BLOCKS TO GROW THE BUSINESS:
• Ensure an in-depth understanding of the latest developments to be able to craft best practice, best fit solutions that are sellable and viable;
• Identify areas of product / service / solution activity pursued by competitors, which Bytes MS currently engages in, and identify existing services capabilities which have not been solutionised;
• Scan the product and services landscape to identify new solutions and opportunities to address customer problems and collaborate with the Sales Capture teams to position the value with customers.
• Work closely with the Account Leads and Service Account Managers (SAMs) to conduct ongoing analysis of customer needs and requirements, and align solution crafting against those;
• Secures input from all necessary solution stakeholders within the customer firm. Adapts solutions, as necessary, to ensure appropriate support.
• Understand customers’ current and where available future solution requirements;
• Assist in all levels of technical account planning and occasionally accompany sales account managers on visits to customers. Assists in the development of formal sales proposal and presents and differentiates product offerings at a technical level from the competition.
• Coordinates closely with internal sales, sales support, and service resources to align solution design with customers’ business requirements.
• Be a subject matter expert on current and new solutions, and ensure an in-depth understanding of the market dynamics;
• Assist in the design and development of new integrated solutions as building blocks for growing the business;
• Ensure that the solutions are aligned with the Bytes MS strategy and target margins approved by leadership;
• Identify, create and assist in the practical implementation of market driven solutions to grow and expand the business;
• Establish ongoing productive and professional relationships with key personnel in the Business Development and Operations functions, and
• Expand knowledge to include greater BTG group / Altron / TMT.
• SUCCESSFULLY PROGRESS SOLUTIONS IN LINE WITH BEST PRACTICES AND CUSTOMER ROADMAP AND REQUIREMENTS:
• Continuously and proactively acquire knowledge of deep technical solution architecture and integration knowledge around the NCR, non-NCR, Professional Services and Managed Services domains;
• Where required, review RFP/RFI/RFQ/tender documents from a technical, operational and commercial perspective and determine new solution requirements;
• Secures from customer technical staff commitments needed to ensure a deal’s “technical close.”
• Assist in development of standardised architecture documentation and artefacts for Bytes MS solutions. Support Bid and Marketing teams to prepare required material as and when required.
• Meets assigned targets for profitable sales growth in assigned product lines, market areas, channel, or teams supported.
• Provides coaching and professional development to team-member sales associates in order to enhance their product knowledge, technical acumen, and technical sales skills.
• Understand the business roadmap and requirements for the
• Identify new areas of service and create descriptive text to explain solution;
• Ensure that a customer focus is maintained throughout the process of solution crafting to create alignment to their product roadmap, whilst at the same time ensuring that the solution is implementable, feasible and compliant to the relevant regulations / standards;
• Collaborate closely with the relevant Account Leads, Account and Bid Orchestration Lead, Commercial and Contracting Lead and supporting team members to deliver bids / proposals / quotes for the customer;
• Liaise with the Pricing and Decision Support function on the most appropriate solution Pricing Schedules to be applied during bid / proposal / quote development;
• Liaise with the Account Leads and Service Account Managers (SAM) roles on the best sales strategy to follow related to each assigned solution;
• Knowledge of writing a professional and well-crafted descriptive solution text incorporating a technical and sales approach;
• Ensure that the solution is properly documented in line with customer, and Bytes MS standards and methodologies;
• Optimise time management to control cost of sales; and
• Provide high-level and detailed technical and solution sales support for selected major account opportunities
• PROVIDE INPUT TOWARDS THE CREATION OF SOLUTION SETS AND GOVERNANCE MECHANISMS:
• Collaborate with the Value Architecture Lead on the creation of solution sets by providing the detail on existing and newly developed solutions to be used as building blocks;
• Engage with Sales Enablement teams around thought leadership, innovation, prototyping and testing of solutions.
• Contribute actively towards creating standard solution sets with existing solutions as building blocks, and ensure an in-depth understanding thereof across the Business Development function;
• Ensure a clear understanding and interpretation of the Bytes Managed Solutions Solution Set; and
• Constantly look for innovative ways to improve on solution sets, as well as delivery processes and procedures both internally and externally
• ENSURE SOLUTION READINESS FOR IMPLEMENTATION:
• Continuously confirm customer requirements and customer context throughout the solution crafting process;
• Attend reviews when specifically requested for alignment with agreed / altered plan / process;
• Provide inputs to contribute to the successful conclusion of the bid / proposal process;
• Attend the final Bid / Proposal / Quote Approval Review;
• Ensure that the technical response document is available for review;
• Finalise solution textual and presentation, ensuring coherence and correctness;
• Closely collaborate with the transition team to ensure that all implementation requirements are considered in order to optimise implementation turnaround time;
• Conduct solution presentations for customers, partners and prospects.
• Achieve assigned productivity and profitability quotas.
• Maintains deal through-put in early deal-sales process steps.
• Achieves product growth targets for the assigned geography, channel, sales team, or account base.
• Maintains high customer satisfaction ratings that meet company standards
• Completes required training and development objectives within the assigned time frame

QUALIFICATIONS/KNOWLEDGE and EXPERIENCE REQUIREMENTS:

• Relevant Bachelor degree in IT/ equivalent/ B.S. degree in Computer Science, Software Engineering, MIS or equivalent preferred.
• Masters or MBA will be an advantage
• At least 5 years Solution Development, Delivery experience and Presales / Sales within the ICT Service environment
• At least 3 years of experience in designing managed service solutions in a commercial environment
• Exposure to major RFPs/Tenders
• In depth knowledge of ICT Services and Solutions
• In depth knowledge of target segments / industries
• Understanding of business analysis and architecture design methods
• In-depth knowledge of Bytes MS specific Solution legislative and compliance requirements
• Sound knowledge of business and financial principles and procedures
• Sound knowledge and experience of ITIL principles and ISO 9000 principles
• In-depth knowledge of contracts

BEHAVIOURAL/ATTITUDE:

• Logical and descriptive
• Clear, concise, articulate and strategic
• Internal and External Brand orientation
• Solution oriented
• High energy innovator
• Problem analysis and problem solving
• Cross-functional integration and collaboration
• Perseverance/Tenacity
• Accountability
• Ability to work under pressure
• Ability to influence and inspire others towards a common goal
• Attention to detail and ensuring high quality work outputs
• Dedication to customer