Job Description:

The Senior Pre-Sales Architect is the `Storyteller` and will be responsible for the end to end solution including the industry and business approach, implementation methods, use of technology, business and IT processes and will influence the commercial and financial models.

He/she will contribute to deal shaping activities by developing and presenting customized solutions to client, validate solution fit and establishing how solutions effectively contribute to meeting client business case and objectives. He/she will contribute to qualification of opportunities by establishing if DXC solutions give a competitive advantage so that client is likely to buy it, assess solution risks, define mitigation plans and confirm DXC’s ability to deliver.

Responsible for solution development, competitive costing, commercial proposition integration and business case alignment of DXC solutions supporting client business, applications and/or information technology environments. Solution scope includes ongoing delivery of services, services startup and transition, resourcing plans, technology and process transformation as well as ongoing refresh, meeting client's specifications, strategic direction, technology context, and business needs. Confidently articulates all aspects of solutions and persuasively communicates value to the client. Influences client evaluation criteria and decision making. Works individually, in teams or as leader, to determine customer requirements in complex and often ambiguous outsourced environments. Interacts effectively with team, pursuit leaders, internal governance and business leadership to advance sales efforts.

The Solution Architect will also help define the use of the Compound Offerings and will utilize or help create the `Business patterns`. He/she will work as part of a multi-functional team with the Client, Partners and DXC Sales and Delivery to design solutions that meet the needs of our clients’ Digital strategies and align with DXC business objectives.

• Support Sales professionals in interactions with established relationships (key decision makers and influencers) to position DXC as sole provider or improve positioning when competitive

• Evaluate offering capabilities and SME preparedness or timeframe of activation to realize the proposed solution

• Validate the customer business needs against the proposed solution

• Support Sales and Account Executives to finalize opportunity validation and substantiate a go/no-go decision to pursue further

• Ensure competitive position is fed back to offering management, support definition of win themes

• Understand client business goals and outcomes and aligns company solutions to client’s end to end architectural framework

• Understand complex business problems and commercial frameworks and how to apply a logical, systematic approach to arrive at an appropriate solution

• Understand commercial and disruptive technology trends in the client’s market and understand how these interact to constrain and inform a target solution

• Understands technical and business objectives of client

• Create a value proposition that is client business centric, requirements driven and delivery/portfolio aligned

• Quickly learn new business models and drivers and articulate how DXC can help clients to meet their goals

• Present to CxOs, discuss business process with business managers, and work on solution strategy and architecture. Develops organized, clear responses from the client's viewpoint, articulating the business benefits and responding directly to the client's question. Provides relevant solution detail to explain why the solution was chosen based on the understanding of the client and its requirements, how it will be delivered, and how DXC has delivered benefits to other clients using similar services.

• Produces presentations and demonstrations/proof of concepts that focus and tells the story on the “how” and “why”. Ties specifics of how the solution meets /exceeds the client business needs and the “so what?” Includes possible client risks and mitigation plan. Incorporates DXC win themes/key messages as well as highlighting differentiation.

• Understand and make full use of DXC and partner solution demonstrations and capabilities for producing solutions

• First class influencing skills, able to quickly become a thought leader and trusted advisor

• Outstanding communication including written, diagrammatic and oral and able to reduce complex ideas to simple terms and express these to both a non-technical and technical audience

• Have a proven pedigree of leading large IT projects whether those are consulting, pre and post-sales transformational IT services or IT design and build projects in IT departments

• Keep up with the latest trends, be a disruptive thinker and have experience of driving cultural change in organizations

• Influences clients, senior pursuit leaders, sales and sales support organizations, pursuit and enterprise alliance partners

• Seen as a coach and mentor to team members.

• Creates a trust-based high performing team.

• Drives the priorities and activities of team members.

• Creates and raises standards for peers, subject matter experts, other contributors

• ‘Virtual first’ with travel up to 50%

• First level and advanced university degree plus

• Typically, 8+ years experience working in a presales or solution selling organization with international experience

• Fluent English language writing and speaking

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