Role Description

Responsibilities include:
1. Translate client objectives and requirements in RFPs into winning solution concept for specific deals, based on service offerings and capabilities
2. Develop optimum outsourcing solution including Governance structure, delivery model, staffing, service location, service hours, service levels, enabling tools to client, transformation approach, commercials etc.
3. Maintain win plus down selection rate of 60% on pursuits worked on or owned
4. Ability to harness the best of the organizations portfolio of offers to meet the stated and unstated requirements of the deal
5. Ability to understand the competitive landscape and tailor the solution to counter these to propose the most differentiating solution to the client
6. Participate in strategic initiatives to industrialize the solutions process and to enhance the competitiveness of AMS proposals
7. Provide domain knowledge to assist with building competency skills within the team
8. Maintain high utilization rate on AMS pursuits throughout the year. (> 85%)
9. Instances of formal/ informal contribution to the team through knowledge/ information sharing.

Ideal Candiate

• Bachelors/ Masters in engineering and/ or MBA from premier institutes
• Minimum 12 years industry experience, strong in solution architecture for strategic deals and experience across multiple technologies (TCV: US$ 20Mn+)
• Extensively worked on outsourcing presales (application & multi-tower) with end-to-end ownership to build/ lead - win themes, core estimation & transformation solution, proposal defense and BAFO/ contract negotiations support
• Ability to create innovative technology solutions and roadmaps on multiple key areas vendor consolidation, cost optimization, delivery models transformations or packaged solutions. Ideal candidate should be able to work with experts across these areas to build technology transformation proposals and roadmaps for clients
• Ability to drive cross functional team and lead value propositions to the clients and to present them to senior client stakeholders
• Prior experience with MNCs or tier one IPPs
• Having ITILv3 or PMP/ PRINCEII certifications will be added advantage
• SAP experience would be advantage

Primary Skills (must have):
• Extensive presales role on RFP and RFI responses, preferably in Application management outsourcing with high conversion rate for new logos.
• Good awareness of key principles of large transformation engagements
• Technology width and understanding of industry trends. (SAP, Custom Apps, Digital, GenAI)
• Excellent interpersonal skills to be able to lead discussions with multiple internal and external stakeholders
• Exposed to complete lifecycle of - Solutioning, Transition, Steady state & Optimization
• Good understanding of AMS Estimation, various pricing methods and commercial aspects
• Good understanding of competitive bidding scenario, competitors and bench markers
• Experience with DevOps, SAFE Agile will be added advantage.
• Strong team orientation & leadership qualities
• Excellent verbal and writing skills a must
• Demonstrated thought leadership in external forums or have done so.
• Extensively travelled and willing to travel at short notice