Business Solution Architect
DXC Technology Company
India - Karnataka - Bangalore
22d ago

Job Description : Opportunity analysis

Opportunity analysis

  • Gathers and assesses customer needs, both business and technical; gathers information appropriately with customer IT staff & management to develop an accurate understanding of business needs and related issues
  • Identifies related needs (lead generation, opportunity expansion)
  • Identifies site-specific IT parameters and constraints that impact the solution
  • Identifies probable competition and evaluates relative company strengths
  • Solution Planning and Design

  • Architects an appropriate technical solution to meet the customer's requirements
  • Investigates and optimizes a solution's fit to the requirements of an opportunity
  • Balances and incorporates the inputs of specialists in the solution design
  • Assesses likely competitive threats
  • Adapts solution design to new requirements
  • Establishes the validity of a solution and its components
  • Identifies the growth path and scalability options of a solution and includes these in design activities and account planning
  • Client / customer relationship

  • Builds strong professional relationship with key IT and business executives
  • Applies consultative selling techniques to advance opportunities
  • Builds customer loyalty through being a trusted advisor
  • Partners effectively with others in the account to ensure problem resolution and customer satisfaction
  • Effectively communicates and articulates the details of their component roles in a proposed customer solution
  • Account team collaboration

  • Actively supports the account team with solution advice, proposals, presentations, and other customer communications
  • Transfers knowledge to account team
  • Understands the roles and effectively engages other teams and resources within the company and partners
  • Applies technical skills to identifying overlooked opportunities within the account
  • Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design
  • Scope and Impact

  • Contributions have strong impact with assigned territory or accounts, and some impact on Regional company business
  • Analyzes and contributes to the presales direction for the Region or some areas of a BU
  • Breadth of influence goes across multiple organizations within the Region or business and is sought, valued and used
  • Education and Experience Required :

  • Technical University degree or Bachelor's degree preferred
  • 5-8 years experience in technical selling and / or consultative selling
  • Technical and / or solution experience in IT industry
  • Experience in vertical industry preferred
  • 2-5 years experience in project / program management
  • Knowledge and Skills Required :

    Technical / Solution acumen

  • Demonstrates a solid knowledge of company's breadth of solutions
  • Understands data business center components and how IT is used to address business needs
  • Demonstrates current understanding of technical innovations & trends and their impact on solving customer business problems
  • Demonstrated ability to work as a contributing team member for large complex projects
  • Has a high level understanding of the company product roadmaps for multiple BU's
  • Has demonstrated hands-on level skills with some of the technology
  • Business acumen

  • Understands and applies basic financial and accounting concepts as well as capital investment concepts and applies them appropriately in positioning proposed solutions
  • Applies understanding of the customer's value chain and business requirements when designing and proposing solutions
  • Communicates the value of the solution in terms of financial return and impact on customer business goals
  • Industry acumen

  • Solid level of industry acumen; keeps current with trends and able to converse with client on issues and challenges
  • Solution selling

  • Demonstrates solid questioning techniques and related communications skills with customer IT and LOB managers
  • Demonstrates understanding of the competition as well as good positioning & strategy
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