Senior Competitive Solution Architect (CSA)

Senior Competitive Solutioning Architect (CSA)

The CSA is a role on the pre-sales Large Deal Team. This teams objective is to both create large deals in the pipeline, and win large, competitive deals.

This role contains both tactical and strategic responsibilities.

Tactically, the CSA conducts a solution & price benchmark, optimizes the solution, and creates the clients business case content.

Strategically, the CSA employs a strategic pricing approach, applies and creates new best practices, and deploys continuous improvement initiatives both within the Competitive Solutioning practice and enterprise-wide at organization.

The CSA will collaborate with Finance, Solution architects, Sales, Legal, & HR to build a solution that is deliverable, profitable and within the winning price range.

This individual is responsible for establishing highly repeatable best practices and building their personal credibility with organizational leaders.

Key Responsibilities include:

• Perform a Competitive Solution analysis on large Total Contract Value (TCV) opportunities. This includes crafting an effort estimate, staffing plan, and price using market benchmark data.
• Develop Business Cases based on limited & incomplete client information that is achievable and in line with market benchmarks.
• Collaborate with clients to build Business Cases customized to their business.
• Collaborate with Program Managers, Solution Architects and other Client-centric Leaders on deal shaping activities.
• Ensure deals are solutioned and priced to be deliverable, profitable, and winnable.
• Obtain client feedback on price and solution to inform best practices.
• Improve the Competitive Solutioning capabilities, tools, & processes.

Required Qualifications:

• 15 years+ experience in pre-sales within the IT Services industry, focused on
• Pursuit leadership
• Technical Solutioning
• Competitive Benchmarking
• Finance; Pricing & Analysis
• 10+ years doing deal shaping of large, complex, multi-tower deals
• Track record of winning those deals.
• Knowledge of the IT Services Provider competitive landscape
• Deep knowledge of 1-2 IT Service Providers solutioning practices, pricing methodology, and Go To Market Approach.
• Ability to communicate with clients at the Executive level.
• Exceptional at data analysis
• Strong creative problem-solving skills.
• Self-motivated and entrepreneurial.
• Ability to learn new skills quickly.
• Experience building and enhancing Microsoft Excel-based tools.
• BS and/or MS in computer science or equivalent experience.