The Solution Director II (Senior Solution Director) manages strategies and solutions new business opportunities as well as competitive renewals by developing compelling win, solution and price strategies to meet client requirements for outsourced managed services. The SD-II possesses strong business and technical skills and is accomplished in transforming customer requirements into compelling solutions that differentiate CompuCom from its competitors.

The SD-II participates in pre-sales activities and assists the sales team in identifying and qualifying pursuits. The SD-II leads and guides the pursuit/bid team to develop cohesive solution, pricing, proposal creation and presentations to the customer. The SD-II writes persuasive proposals and conducts orals utilizing strong communication skills with the ability to adapt tone and flow to various stakeholders.

The SD-II possesses strong commercial management skills and has the ability to write SOWs, understand key risks and mitigation strategies and lead negotiations in conjunction with CompuCom Legal

Responsibility

General:

Participates in pre-sales activities and assists the sales team in planning and driving new business by identifying and qualifying opportunities through customer meetings, capabilities presentations and evaluation of customer requirements for a fit with CompuCom capabilities
Participates in Deal Qualification activities to assess winnability of pursuit, identifies gaps in customer requirements and CompuCom capabilities and makes recommendations for solution approach, whether standard or custom
Leads creation of review materials as stipulated by the pursuit process
Provides mentoring and training to others within the Solution Services organization
Leads customer discovery workshops to understand business issues/objectives, projects and problem statements of customers/prospects
Stays current on technology changes in the market, competitive analysis and understanding differentiators between CompuCom and its competitors

Solution Development:

Identifies subject matter experts and Delivery Architects required to develop solution and cost for assigned opportunities
Deconstructs RFx documents to segment requirements, data points and underlying business challenges in support of solution development and win theme planning
Leads pursuit and solution process, including responses to RFx, competitive renewals and expansion or change orders for single or multi-tower offerings
Guides the pursuit team to develop a cohesive solution, price, proposal creation and presentation for the customer
Manages the overall solution and ensures integration of solution components to deliver a compelling end to end solution for the customer
Works with sales, delivery and senior leadership to establish price strategies
Works with the Pursuit Center to develop the proposal plan and response requirements
Leads the creation of oral presentation materials and leads oral presentations

Commercial Management:

Develops Statements or Work (SOWs) and assess and mitigates risks through the solution design and contract language
Develops commercial strategy at the beginning of the pursuit and ensures team compliance to strategy
Leads commercial risk management process consulting with commercial management team and legal as applicable
Secures all appropriate final opportunity/contract approvals from required parties

Qualifications

Education-Bachelor’s degree or equivalent experience
Minimum 5 year experience in related field
Proven track record leading large IT Managed Services pursuits
Managing, operating and/or transforming IT organizations
Strong technical and pre-sales knowledge in multiple areas of IT infrastructure services
Working with enterprise IT environments, outsourced managed services solutions (i.e. severs/storage, networks, data center, security, end user computing, mobility, etc.)
Providing consultative services in a sales or professional services environment utilizing Business Management and/or IT Service Management skills
ITIL certification
Strong English language skills required
Strong knowledge of IT outsourcing services, business development activities and outsourced sales cycle
Microsoft Office suite, Google suite, Salesforce.com

Equal Employment Opportunity

CompuCom is committed to providing equal employment opportunities in all employment practices. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship status, marital status, age, disability, protected veteran status, sexual orientation or any other characteristic protected by law.

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Solution Director II