The Solutions Lead is a key role in the Cloud Infrastructure Services (CIS) Pre-Sales organization involved in medium to large, multi-tower opportunities.

Key Responsibilities:

The solution director is responsible for Proposal management, Sales process management, Customer management, Solution presentation, Pricing strategy, Strategy definition, Product and team development, Support to sales pipeline, Vendor managementSolution directors are involved from Deal Qualification to Contract Signature, Sales to Delivery Handover and for a limited period in the execution to provide continuity.Responsible for development of the end-to-end solution (Transformation, Transition and Run) covering multiple service lines and/or technology domainsOwns internal stakeholder management and visibility of core solution related metrics to approversSupports Sales Lead in pre-qualification activities, including ROM costing and early solution shaping as appropriateAcquire and share knowledge on organization offerings and analytic skillDevelops solution response strategy, standard versus non-standard approach, aligned to the sales strategy. Clearly communicates to all bid team members.Ensures all client requirements are analyzed and distributed for solutioning, without gaps or duplicationDesigns the solution and ensures the relevant solution artefacts are completed in line with global processExcellent understanding of the competitor landscape, providing insight into the sales plan on how to beat competitionProvide expertise on commercially structuring deals to differentiate from the competitionWorks with Deal Analyst to set up ADMT (Estimates) and create pricing structure; communicates structure tagging strategyConvert Price to Win into Cost to Win by TowerReviews and inputs to the contract schedules, SoW and SLA among other documentsSupports Tower Lead with 3rd parties’ direct engagements when neededContributes to proposal writing and guides the bid team on alignment to sales strategy, themes, scoring mechanismEnsures Solution Approval in a timely manner in line with the Global Solution Approval Process and supports towers when required with their approvals providing an end-to-end view for their approversLeads the solution team in all client facing interactionsSupports Commercial Lead with negotiation of solution related schedules (SoW, SLA etc.)Manages solution team and ensures solution related deliverables are completedIdentifies and adds to the response and other capabilities that will bring value to the opportunity and/or show Capgemini capabilityEnsures the solution and commercials are sustainable for the future, with ability to grow and upsellIdentifies and documents potential areas for upsell that have been discussed with client and handover to Account Team

Key Skills:

Customer Engagement:

Requirement for client facing skills will vary with an entry-level Solution Lead being required past client-facing experience to a senior Solution Leads having executive client-facing experienceAble to articulate both transformational and managed services elements of dealsStrong presentational and communication skills; ability to lead / anchor client conversations; ability to pitch at right depth to different internal/external audiencesAbility to articulate value, benefits, storyline to clientStrong writing skill Sales Process:Understanding the end-to-end sales processNeed to guide their teams through lead generation, qualification, negotiation, and closing deals.Enterprise Sales:Experience in selling to large enterprises.Understanding complex sales cycles and decision-making processes.Business Development:Identifying growth opportunities.Developing strategies to expand the business.Account Management:Managing client relationships post-sale.Ensuring customer satisfaction and retention.Post-Sales:Handling implementation, support, and customer success after the sale.Solution-Oriented Analytical Skills:Ability to analyze business requirements and propose effective solutions.Strong Communication Skills:Excellent written and verbal communication.Ability to explain complex technical solutions to both technical and non-technical stakeholders.Initiative and Impact:Proactively initiating conversations and making a lasting impact.Proficiency in Excel and CRM Software:Well-versed with tools like Microsoft Excel and CRM systems.

Management:

Leadership of the solution team on deal; ability to coach, steer, challenge, guide – support in case of challenges or if tower lead is strugglingBusiness Acumen: Pre-Sales Solution Director needs to understand business requirements.ROI Analysis: Ability to demonstrate the value of cloud solutions in terms of cost savings, scalability, and efficiency.Business Case Development: Crafting compelling business cases for cloud adoption.Market Trends: Staying informed about industry trends and emerging technologies.Strong team leader to manage and coach team through tough deadlinesStakeholder management, engagement and socialisation; Senior solution leads have strong skills in handling organisational conflict across various parts of Capgemini (i.e. GBLs, BUs)

Technical/Portfolio:

Across all towers; typically, some depth within 1 or 2 towers (via previous role); ability to challenge understand responses across the technical landscape.Cloud Platforms: Familiarity with multiple cloud platforms such as AWS, Azure, and Google Cloud Platform (GCP). Understanding the nuances of each platform and their services is crucial.Cloud Computing Experience: Having at least 5 years of experience in cloud computing is beneficial. This experience should cover aspects like cloud architecture, deployment models (public, private, hybrid), and cloud security.Technical Expertise: Proficiency in various technical areas, including:Containers: Knowledge of containerization technologies like Docker and Kubernetes.Serverless Computing: Understanding serverless architectures and services (e.g., AWS Lambda, Azure Functions).Virtualization: Familiarity with virtualization technologies (e.g., VMware, Hyper-V).Networking: Understanding cloud networking concepts (VPCs, subnets, security groups).Storage Solutions: Knowledge of cloud storage services (e.g., Amazon S3, Azure Blob Storage).

Commercial:

Ability to link technical aspects of solution with commercial response,Ability to understand contracts schedules and ability to draft solution related contract schedules,Risk identification, treatment and management,Negotiation skills (including with subcontractors),

Financial:

Support Client business case creation,Support price shaping, benchmarking, pricing modelsCost analysis, drive competitivenessCost breakdown what-if analysis

About Capgemini

Capgemini is a global leader in partnering with companies to transform and manage their business by harnessing the power of technology. The Group is guided everyday by its purpose of unleashing human energy through technology for an inclusive and sustainable future. It is a responsible and diverse organization of nearly 350,000 team members in more than 50 countries. As we leverage cloud, data, AI, connectivity, software, digital engineering, and platforms to address the entire breadth of business needs, this passion drives a powerful commitment. To unlock the true value of technology for your business, our planet, and society for a more inclusive, sustainable future.

Get The Future You Want | www.capgemini.com

About Cloud Infrastructure Services (CIS):

CIS powers enterprises’ business and technology digital transformation by accelerating change, reinforcing cybersecurity, empowering employees, managing complexity, and fostering adaptability. Working across sectors in 50 countries, our 30,000 cloud professionals apply our world-class expertise with cloud leaders to offer bespoke, ongoing cloud, infrastructure, cybersecurity, digital workplace, and enterprise service management support.

Leveraging our close partnerships with leading cloud vendors and advanced intelligence from our global operations centers, our CIS teams are trusted by clients to securely navigate in today’s dynamic business environments, driving forward business value so they get the future they want. Our unique approach to infrastructure connects solutions, services, and suppliers to implement integrated solutions across the IT supply chain, public and private clouds, and legacy environments, helping clients optimize their digital transformation journeys.

Our five key service areas are:Cloud Services: Exploiting the cloud at speed and scaleEmployee Experience Services: Making the “future of work” work for our clientsCybersecurity Services: Securing Foundations to Create Open FuturesEnterprise Service Management: Taking charge of complexity to drive business valueInfrastructure Services: Managing and modernizing IT estates

Applicants for employment in the US must have valid work authorization that does not now and/or will not in the future require sponsorship of a visa for employment authorization in the US by Capgemini.

Please be aware that Capgemini may capture your image (video or screenshot) during the interview process. That image may be used for verification, including during the hiring and onboarding.

The Solutions Lead is a key role in the Cloud Infrastructure Services (CIS) Pre-Sales organization involved in medium to large, multi-tower opportunities.

Key Responsibilities:

The solution director is responsible for Proposal management, Sales process management, Customer management, Solution presentation, Pricing strategy, Strategy definition, Product and team development, Support to sales pipeline, Vendor managementSolution directors are involved from Deal Qualification to Contract Signature, Sales to Delivery Handover and for a limited period in the execution to provide continuity.Responsible for development of the end-to-end solution (Transformation, Transition and Run) covering multiple service lines and/or technology domainsOwns internal stakeholder management and visibility of core solution related metrics to approversSupports Sales Lead in pre-qualification activities, including ROM costing and early solution shaping as appropriateAcquire and share knowledge on organization offerings and analytic skillDevelops solution response strategy, standard versus non-standard approach, aligned to the sales strategy. Clearly communicates to all bid team members.Ensures all client requirements are analyzed and distributed for solutioning, without gaps or duplicationDesigns the solution and ensures the relevant solution artefacts are completed in line with global processExcellent understanding of the competitor landscape, providing insight into the sales plan on how to beat competitionProvide expertise on commercially structuring deals to differentiate from the competitionWorks with Deal Analyst to set up ADMT (Estimates) and create pricing structure; communicates structure tagging strategyConvert Price to Win into Cost to Win by TowerReviews and inputs to the contract schedules, SoW and SLA among other documentsSupports Tower Lead with 3rd parties’ direct engagements when neededContributes to proposal writing and guides the bid team on alignment to sales strategy, themes, scoring mechanismEnsures Solution Approval in a timely manner in line with the Global Solution Approval Process and supports towers when required with their approvals providing an end-to-end view for their approversLeads the solution team in all client facing interactionsSupports Commercial Lead with negotiation of solution related schedules (SoW, SLA etc.)Manages solution team and ensures solution related deliverables are completedIdentifies and adds to the response and other capabilities that will bring value to the opportunity and/or show Capgemini capabilityEnsures the solution and commercials are sustainable for the future, with ability to grow and upsellIdentifies and documents potential areas for upsell that have been discussed with client and handover to Account Team

Key Skills:

Customer Engagement:

Requirement for client facing skills will vary with an entry-level Solution Lead being required past client-facing experience to a senior Solution Leads having executive client-facing experienceAble to articulate both transformational and managed services elements of dealsStrong presentational and communication skills; ability to lead / anchor client conversations; ability to pitch at right depth to different internal/external audiencesAbility to articulate value, benefits, storyline to clientStrong writing skill Sales Process:Understanding the end-to-end sales processNeed to guide their teams through lead generation, qualification, negotiation, and closing deals.Enterprise Sales:Experience in selling to large enterprises.Understanding complex sales cycles and decision-making processes.Business Development:Identifying growth opportunities.Developing strategies to expand the business.Account Management:Managing client relationships post-sale.Ensuring customer satisfaction and retention.Post-Sales:Handling implementation, support, and customer success after the sale.Solution-Oriented Analytical Skills:Ability to analyze business requirements and propose effective solutions.Strong Communication Skills:Excellent written and verbal communication.Ability to explain complex technical solutions to both technical and non-technical stakeholders.Initiative and Impact:Proactively initiating conversations and making a lasting impact.Proficiency in Excel and CRM Software:Well-versed with tools like Microsoft Excel and CRM systems.

Management:

Leadership of the solution team on deal; ability to coach, steer, challenge, guide – support in case of challenges or if tower lead is strugglingBusiness Acumen: Pre-Sales Solution Director needs to understand business requirements.ROI Analysis: Ability to demonstrate the value of cloud solutions in terms of cost savings, scalability, and efficiency.Business Case Development: Crafting compelling business cases for cloud adoption.Market Trends: Staying informed about industry trends and emerging technologies.Strong team leader to manage and coach team through tough deadlinesStakeholder management, engagement and socialisation; Senior solution leads have strong skills in handling organisational conflict across various parts of Capgemini (i.e. GBLs, BUs)

Technical/Portfolio:

Across all towers; typically, some depth within 1 or 2 towers (via previous role); ability to challenge understand responses across the technical landscape.Cloud Platforms: Familiarity with multiple cloud platforms such as AWS, Azure, and Google Cloud Platform (GCP). Understanding the nuances of each platform and their services is crucial.Cloud Computing Experience: Having at least 5 years of experience in cloud computing is beneficial. This experience should cover aspects like cloud architecture, deployment models (public, private, hybrid), and cloud security.Technical Expertise: Proficiency in various technical areas, including:Containers: Knowledge of containerization technologies like Docker and Kubernetes.Serverless Computing: Understanding serverless architectures and services (e.g., AWS Lambda, Azure Functions).Virtualization: Familiarity with virtualization technologies (e.g., VMware, Hyper-V).Networking: Understanding cloud networking concepts (VPCs, subnets, security groups).Storage Solutions: Knowledge of cloud storage services (e.g., Amazon S3, Azure Blob Storage).

Commercial:

Ability to link technical aspects of solution with commercial response,Ability to understand contracts schedules and ability to draft solution related contract schedules,Risk identification, treatment and management,Negotiation skills (including with subcontractors),

Financial:

Support Client business case creation,Support price shaping, benchmarking, pricing modelsCost analysis, drive competitivenessCost breakdown what-if analysis

About Capgemini

Capgemini is a global leader in partnering with companies to transform and manage their business by harnessing the power of technology. The Group is guided everyday by its purpose of unleashing human energy through technology for an inclusive and sustainable future. It is a responsible and diverse organization of nearly 350,000 team members in more than 50 countries. As we leverage cloud, data, AI, connectivity, software, digital engineering, and platforms to address the entire breadth of business needs, this passion drives a powerful commitment. To unlock the true value of technology for your business, our planet, and society for a more inclusive, sustainable future.

Get The Future You Want | www.capgemini.com

About Cloud Infrastructure Services (CIS):

CIS powers enterprises’ business and technology digital transformation by accelerating change, reinforcing cybersecurity, empowering employees, managing complexity, and fostering adaptability. Working across sectors in 50 countries, our 30,000 cloud professionals apply our world-class expertise with cloud leaders to offer bespoke, ongoing cloud, infrastructure, cybersecurity, digital workplace, and enterprise service management support.

Leveraging our close partnerships with leading cloud vendors and advanced intelligence from our global operations centers, our CIS teams are trusted by clients to securely navigate in today’s dynamic business environments, driving forward business value so they get the future they want. Our unique approach to infrastructure connects solutions, services, and suppliers to implement integrated solutions across the IT supply chain, public and private clouds, and legacy environments, helping clients optimize their digital transformation journeys.

Our five key service areas are:Cloud Services: Exploiting the cloud at speed and scaleEmployee Experience Services: Making the “future of work” work for our clientsCybersecurity Services: Securing Foundations to Create Open FuturesEnterprise Service Management: Taking charge of complexity to drive business valueInfrastructure Services: Managing and modernizing IT estates

Applicants for employment in the US must have valid work authorization that does not now and/or will not in the future require sponsorship of a visa for employment authorization in the US by Capgemini.

Please be aware that Capgemini may capture your image (video or screenshot) during the interview process. That image may be used for verification, including during the hiring and onboarding.