Architect Solutions - Services at Altron Bytes Systems Integration

Job Description

Architect Solutions – Services, is to build out support services for the Infrastructure GTM and to work closely with Service Delivery and ITO in pricing the services and creation of the services collateral.

KEY RESPONSIBILITIES:

The position requires a technologically competent individual with proven ability to solution services and has the industry background and experience to collaboratively work with the Altron Service Delivery and IT Outsource teams to create pricing models, services product development and service collateral for the Infrastructure Go To Market (GTM).

The role will be a mix of internal and external customer-focused services sales. The role requires close collaboration with the account managers, presales, and service BU’s to recommend and develop appropriate customer solution offerings.

The successful candidate will be expected solution services across the ADB Infrastructure product lines to drive new business.

• To work effectively with the key stakeholders across the Infrastructure practice and sales teams within ADB to effectively solution competitive service offerings
• To engage with CxO level stakeholders at prospective clients in advisory capacity to deliver high impact services solution workshops
• Analyse customer business problems, elicit functional and non-functional requirements, and formulate actionable strategies to solve customer challenges by leveraging existing offerings or through the creation of new offerings
• Producing compelling value propositions and customer solutions, throughout the sales lifecycle, owning the Infrastructure service elements of formal RFI/RFP and client conversations / presentations as required
• Be fully mobile and support sales teams in client presentations and meetings, supporting the proposed technical solutions
• Working with the sales teams, contributing to sales and margin target achievements on assigned pipeline opportunities
• The ability to lead workshops and brainstorming sessions designed to identify and plan high value service solutions
• Ensuring ADB quality and efficiency practices are adhered to
• Maintain technology and market awareness to ensure the production of relevant customer propositions and offerings
• Achieve and maintain industry certifications as required by ADB

Main Tasks:

• Create pricing models, Service catalogues, services collateral in conjunction with service delivery and IT outsource teams
• Provide assistance and guidance during pre-sales process by identifying customers service and business requirements
• Work with ADB infrastructure teams to drive customer experience adoption.
• Engage customers face-to-face (own transport essential) or via collaborative tools and technology such as WebEx
• Consult with technical service teams regarding capabilities
• Support account managers and partners on proposed activities.
• Accurately qualify opportunities
• Proactively generate leads through customer engagements
• Define solution options and articulate the benefits of a solution
• Develop presentation material and present proposed solutions to customer
• Effectively listing all applicable exclusions and assumptions

COMMUNICATIONS & WORKING RELATIONSHIPS:

Internal:

• All business stakeholders
• All GTMs and Group
• Sales

Reasons for Interaction:

• Inter Opco solutioning
• Service Delivery solutioning

External:

• Customers
• Suppliers

Reasons for Interaction:

• Solutioning meetings
• Presentations

QUALIFICATIONS, EXPERIENCE, & SKILLS:

Educational Qualifications:

• An NQF 6 or 7 IT or commercial – related qualification is advantageous

Professional Qualifications

• Industry related certifications – Finance, ITIL and COBIT
• Competency with Microsoft Word, PowerPoint and Excel will be required for creating proposals, models and presentations

Years of Experience:

• 8 to 12 years Services Experience within the ICT industry

Other requirements:

• The role which includes traveling to customers, the candidate will be required to have an outgoing personality as well as technical acumen to compile solutions with fine attention to detail. The candidate has to be a team player as well as being able to work autonomously to create solutions.
• The role requires to work with closely vendors, suppliers and ADB PreSales and ADB technical to provide speedy turnaround of solutions and proposals.

The ideal candidate will be an experienced in Pre-Sales with a proven track record of winning business and guiding clients through the entire client acquisition process.

Ideal Competencies:

• Strong client facing and communication skills and capable to independently think, conduct customer workshops articulate and comprehend customer pain points in technology and commercial areas for providing solutions
• Excellent soft-skills particularly in client expectation management
• Ability to articulate to both technical/non-technical stakeholders for RFPs and customers
• A solid foundation in developing innovative GTM propositions, Customer Solutions, commercial proposition are key pre-requisites.
• Translating business visions, goals, objectives and high-level requirements into Support Service Architectures
• Developing service strategy and designs, within the context of dynamic, agile, rapidly evolving environments
• Developing support service models for large and complex deployments across multi-vendor ecosystems
• Capturing of full life support services costs across the infrastructure practice
• Working within ITIL environments with multiple support towers and service vendors
• Delivering service models in line with strategy as defined by the Enterprise Architecture Framework.
• An Information & Technology background with relevant experience in a technical and/or consulting environment
• An understanding of the complete service lifecycle including concept through to sourcing, design, build, test, deployment and disposal management
• Demonstrable experience in requirements definition and management, calling out options, considerations & priorities which require a business decision
• An interest and appreciation of technology trends and government IT strategy such as, Networking, Data Centre, Cloud, Internet of Things, Cyber Security, Big Data and Digital service design and delivery
• Experience of working with and collaborating across sales, technical and project work streams to drive results
• Experience of identifying, developing and transitioning knowledge to up-skill internal teams
• Good general consulting skills (structured thinking, effective report writing and presentations, and strong stakeholder engagement)
• Excellent oral and written communication skills with the ability to influence effectively across multiple media
• A high-level of self-initiation, organisation and enthusiasm.
• Personable team player, able to work under guidance and own initiative, adding expertise and value to project deliverables.
• Excellent stakeholder management with focus on nurturing and developing strong relationships.
• Excellent knowledge Service Architecture Methods & Tools
• Experience in the design of high-level structures to enable and guide the design and development of integrated services that meet current and future business needs
• Insightful analysis as required to ensure the development of and modifications to service components are appropriately considered. (e.g. relevant architectures, strategies, policies, standards and practices, ensuring that existing and planned service components remain compatible)
• Experience of continual service improvement strategies
• An appreciation of how Enterprise Architecture activities relate to programme/project management and business change
• Articulates necessary changes to service architecture components, processes, organisational structures, and operating models
• Understanding of the use of Enterprise Architecture frameworks such as ISO42010, TOGAF, Zachman and the ITIL and IT4IT service architecture frameworks is desirable

Behavioural Competencies:             

The incumbent is required to have demonstrated the following competencies:

• Creative, strategic problem solving
• Can play an advisory role to senior leaders
• Is able to operate at a senior level
• Is approachable, demonstrates leadership qualities with a desire to help junior team members grow in the function and organisation
• Active listener