Competitive Solutioning Architect (CSA)

Job Title : Competitive Solutioning Architect (CSA)

Location : Bangalore

Job Summary :

The CSA is a role on the pre-sales Large Deals Team. This team’s objective is to both create large deals in the pipeline and win large competitive deals in an RFP process.

This role contains tactical and strategic responsibilities.

Tactically, the CSA conducts a solution & price benchmark, optimizes the solution, and creates client business cases.

Strategically, the CSA employs a strategic pricing approach, applies and creates new best practices, and deploys continuous improvement initiatives both within the Competitive Solutioning practice and enterprise-wide at Mphasis.

The CSA will collaborate with Finance, Solution architects, Sales, Legal, & HR to build a solution that is deliverable, profitable and within the winning price range.

This individual is responsible for establishing highly repeatable best practices and building their personal credibility with organizational leaders.

Responsibilities :

Perform a Competitive Solution analysis, also known as a Price-to-Win (PTW) on large Total Contract Value (TCV) opportunities. This includes crafting an effort estimate, staffing plan, and price using market benchmark data.

Develop Business Cases based on limited & incomplete client information that is achievable and in line with market benchmarks.

Collaborate with clients to build Business Cases customized to their business.

Collaborate with Program Managers, Solution Architects and other Client-centric Leaders on deal shaping activities.

Ensure deals are solutioned and priced to be deliverable, profitable, and winnable.

Obtain client feedback on price and solution to inform best practices.

Improve the Competitive Solutioning capabilities, tools, & processes.

Required Qualifications :

15 years+ experience in pre-sales within the IT Services industry, focused on

Technical Solutioning

Competitive Benchmarking

Finance; Pricing & Analysis

10+ years doing deal shaping of large, complex, multi-tower deals.

Track record of winning those deals.

Knowledge of the IT Services Provider competitive landscape.

Deep knowledge of 1-2 IT Service Provider’s solutioning practices, pricing methodology, and Go-to Market Approach.

Ability to communicate with clients at the Executive level.

Exceptional at data analysis.

Strong creative problem-solving skills.

Self-motivated and entrepreneurial.

Ability to learn new skills quickly.

Experience building and enhancing Microsoft Excel-based tools.

BS and / or MS in computer science or equivalent experience.

About Mphasis :

Mphasis applies next-generation technology to help enterprises transform businesses globally. Customer centricity is foundational to Mphasis and is reflected in the Mphasis’ Front2Back™ Transformation approach. Front2Back™ uses the exponential power of cloud and cognitive to provide hyper-personalized (C=X2C2TM=1) digital experience to clients and their end customers. Mphasis’ Service Transformation approach helps ‘shrink the core’ through the application of digital technologies across legacy environments within an enterprise, enabling businesses to stay ahead in a changing world. Mphasis’ core reference architectures and tools, speed and innovation with domain expertise and specialization are key to building strong relationships with marquee clients.

Equal Opportunity Employer :

Mphasis is an equal opportunity / affirmative action employer. We provide equal employment opportunities to applicants and existing associates and evaluate qualified candidates without regard to race, gender, national origin, ancestry, age, color, religious creed, marital status, genetic information, sexual orientation, gender identity, gender expression, sex (including pregnancy, breast feeding and related medical conditions), mental or physical disability, medical conditions military and veteran status or any other status or condition protected by applicable federal, state, or local laws, governmental regulations and executive orders. View the EEO in the law poster here, view the EEO in the law supplement here. To view the pay transparency nondiscrimination provision please click here and to view the E-Verify posting click here.

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