Solution Sales Manager

at  Capgemini

LET’S TALK ABOUT YOUR CAPABILITY AND EXPERIENCE:

• Self-starter, able to progress the development of a solution, and its corresponding proposal and pricing, using the skills you’ve developed in your career to date.
• You have a solid, broad technical background across the spectrum of IT.
• Traditional data centre-focussed infrastructure and applications experience and understanding.
• Platform and consumption-based IT and services, with a focus on Microsoft technologies (Azure, O365, D365, M365)
• A background in the scoping and design of managed service deals or more complex IT projects.
• Pragmatic, real-world experience of what works well and what doesn’t. Practical experience is great, it is quite OK to have to have worked your way up from the help desk.
• Solid commercial acumen and experience so that not only can you design a great solution but also price it. An understanding of both FTE-based and unit-based commercial models is required.
• A way with words, both verbally and in written form. We often need to convey quite complicated concepts in a way that does not distance our customers from our solution.
• A solid understanding of Microsoft Word, Visio and PowerPoint, including adherence to a style guide, will be advantageous.
• Significant experience of responding to Requests for Price (RFP), Request for Information (RFI) and similar.
• Draw upon your experience of what works, be able to read the explicit requirements and infer the informal requirements as you craft a solution to meet, and hopefully exceed, the customer’s expectation.
• Experience of creating and delivering customer presentations where you have conveyed the realised benefits, the service delivered and value proposition of your organisation’s solution.

AS A SOLUTION MANAGER WITHIN OUR CIS SOLUTIONS TEAM, YOU WILL PERFORM A KEY SOLUTION DEVELOPMENT AND TECHNICAL CONSULTING ROLE THAT IS PIVOTAL IN SUPPORTING CAPGEMINI’S ACQUISITION OF NEW BUSINESS. THE WORK YOU WILL UNDERTAKE WILL FOCUS ON HELPING CAPGEMINI SECURE NEW BUSINESS, VIA RFP OR SIMILAR, AND ORGANIC GROWTH VIA SCOPING OF PROJECT SERVICES WITHIN OUR CUSTOMER BASE. YOU COULD CURRENTLY BE BASED IN MELBOURNE, SYDNEY OR PERTH AND PERFORM THIS ROLE FROM ANY OF THESE LOCATIONS.

• Work with our customer success team to develop and win multi-year managed service deals.
• Help new, and existing, customers to understand the potential that enterprise or platform modernisation can bring and delivering scoped, cost proposals to help them achieve that potential.
• Meet with customers to understand their requirements, design solutions, develop proposals and respond to RFPs.
• Enable our transition and delivery teams to ensure that any proposed solution is well understood and that our vision and solution is implemented as intended.
• Work with the team to develop and commercialise new products and services.
• Provide guidance, advice and insight to our technical and solution architects within our managed service and project delivery teams.
• Foster close working relationships with our key technology partners.