Presales Solution Manager @ Atos

Location: Bangalore (Whitefield) or Chennai (Siruseri) or Pune (Talawade) or Mumbai (Airoli (West).

Type of Hire:Full-Time

Min: 14+ yrs

The Solution Manageris an influential and customer-facing role, whose primary focus is to build credibility with the customer, both for the proposed solution and Atos. They will be engaged in high value solutions providing vision, direction and management to the bid solution teams resulting in solutions that are compelling, profitable and deliverable. This involves building up an understanding of the customer stake-holders requirements, defining and improving the pre-sales processes and evaluating business value; whilst ensuring compliance with the company and, for existing customers, the account technical standards.

The Solution Manager ensures the end-to-end solution responds to the business requirements of the customers in the most cost-effective and innovative manner. Their goal is to deliver a competitive proposal based on a solution including an architecture and services that supports the most efficient and secure IT environment meeting the customer's business needs.

The Solution Manager is responsible for the holistic customer solution proposal and its deliverability in the dimensions of business, technology, services, resources, timeline and costs.

Main responsibilities:

Customer focus

• Works closely with customers to ensure a clear understanding of their business priorities and needs
• Analyzes and interpret customer business needs and frame their requirements in terms of Atos portfolio solutions
• Presents Information in a compelling (value-add) and concise manner at Senior levels
• Supports contract negotiations and has the ability to challenge the client
• Customer stakeholder mapping and management
• Presents and negotiates the solution with customers (from operational to CxO level)

Solution focus

• defines and manages solution team to deliver an integrated end to end solution which fits with the customer needs and requirements
• Specifies all assumptions & ensures appropriate clarification with the customer
• Leads the collection of customer specific data (e g due diligence) to validate solution accuracy
• Creates solution cost model to commercial management standards
• Explains and presents the big picture , including aspects of workforce re-utilization after people take over
• Support T&T Global Program Management in achieving success in customer implementations for solutions

Bid operations

• Understands and applies Atos bidding and all relevant approval processes, and controls involvement of delivery units during bid phase
• Sells the solution internally and challenges delivery cost & innovation
• Devises suitable strategies for risk mitigation, documents in risk register
• Successfully executes a controlled bid closure and its handover to the operational authority sponsor

Minimum relevant experience:

• 10+ years experience in Solution Management or Solution Architect roles in presales, solution design and or equivalent roles
• Proven management skills and experience in similar organizations, understanding of Atos ecosystem and experience preferred
• Strong presentation skills and Customer interaction and negotiation experience (from operational to CxO level)
• Experience in complex solution sales and architectural environments in the area of ITSM, Infrastructure, Data, NW, Cloud and Digital solutions/offerings.
• Preferred to have experience in Managing and leading Customer opportunities larger than 20 million Euros as the end to end Solution Manager