Objectives of Role:
The Solution Design role (SD) plays a critical role in driving revenue growth for the industry vertical.
Brings the industry domain relevance in all pursuits and business conversations with the client organizations
Has deep industry knowledge to identify opportunities, white spaces existing in the industry.
Interprets and translates business requirements into solutions that can be taken to the market
Acts as a brand ambassador for the vertical and helps establishing brand in the outsourcing industry.
Operates as a single point of contact for the customer facing groups within company and liaises with multiple teams within the organization
Has strong project management skills
Revenue Growth: Drive revenue growth through reactive and proactive pursuits
o Qualifying deals, outlining win themes, architecting right solution, articulating domain flavour in RFX responses and formulating deal commercial construct
o Lead the inception, design and execution of business development strategies to win business in existing client situations as well as acquiring new business opportunities
o Identify potential non-linear growth opportunities (Alliance with ISVs, Acquisitions etc.) & investment areas
Solution Design : Demonstrate thorough understanding of the industry and client's business and diagnose the challenges, risks and requirements to further translate them into optimal solution
o Understand and translate client requirements into a solution offering, solution plan, proposal and cost estimate leveraging standard processes
o Develop industry based solutions & collaborate with domains (Finance & Accounting, Sourcing & Procurement, Human Resources services etc. ) to create industry specific service offerings
Process Consulting: Undertake consultative assignments working with clients stakeholders at their location advising them on business pain points and problems
o Perform Discovery Assignments for clients through leveraging tools and frameworks for identifying areas for outsourcing and process transformation using a consultative approach
Commercial Constructs : Understands various commercial models and their implications; devise commercial constructs to best suit nature of work and client requirements
o Clearly define the model and inputs required to create commercial construct based on the identified needs of the client; quantifying and articulating innovative feasible business solutions to cater to their needs - Preparing the commercial model estimates working with Enterprise Services, Service Delivery, Technology, Transition and Pricing to deliver the defined scope of services.
Market Visibility : Work with industry analysts in promoting our solutions and credentials
o Identify and work with recognized Analysts and Advisory firms to create brand awareness and enhance visibility and presence
o Demonstrating thought leadership by orchestrating business pain points into white papers, point of views
o Represent unit in key industry events and speaker series
o Managing and Anchoring of client requests (RFP/RFI) and liaising with internal stakeholders and providing Industry expertise and Point of View
o Collaborating as a key member of the solution team supporting sales teams to represent the solution offering to the client and other internal teams
o Strategizing client visits/workshops- Identifying right stakeholders, drive convergence between multiple teams, preparing collaterals
o Building case studies along with delivery teams capturing business problems and delivered solution impact on clients business metrics and KPIs
o Understanding client contracts and co-ordinating with legal, sales, delivery, technology and pricing teams during contract conceptions and renewals