Head of Presales

Life on the team

At Computacenter India, we pride ourselves on fostering a culture that emphasizesc diversity, inclusivity, and collaboration. We are committed to building supportive and rewarding relationships, celebrating success, and treating everyone with respect. Our focus is on putting customers first, keeping our promises, and considering long-term sustainability in all our decisions.

We are currently seeking a Lead Deal Architect / Solution Manager with a focus on designing and developing tailored IT Managed Service Solutions to meet the unique needs of our clients. In this role, you will delve into understanding client requirements and create tailored solutions that effectively address their specific business challenges. Collaborating closely with clients and internal teams, you will be responsible for ensuring proposed solutions align with industry best practices whilst being mindful of cost implications and technological advancements.

Your responsibilities will also include collaborating with our sales and pre-sales teams to create engaging proposals and presentations that highlight the value of our solutions. Additionally, you will play a key role in shaping solution win themes, determining pricing strategies, and supporting negotiation efforts with clients.

What you’ll do

Team Leadership

• Guiding the pre-sales team and collaborating effectively with subject matter experts as necessary to manage the Service Design process (incl. Due Diligence) to ensure internal and external milestones of a sales campaign are met.

• Facilitating the service and commercial negotiations (with respect to the IT managed service design) with support from the sales and pre-sales teams.

• Setting an example for Service Architects & Designers in terms of work ethics, engagement, and integrity.

• Support and mentor more junior team members.

• Participate in the evaluation of opportunities and customer requirements against Computacenter’s capabilities and strengths.

• Participate in customer-specific campaigns, coordination of marketing support, ensuring Computacenter brand compliance.

• Solution strategy, architecture & design. Support Sales to develop and implement an effective sales strategy.

• Creation of solution strategies to align with / support the sales strategy.

• Collaborate and coordinate with the overall pre-sales / pursuit / service design team.

• Accountable for adherence to the established processes (incl. all appropriate documentation / artifacts and approval gateways) within the services solution design team.

• Analysis and effective management of requirements and mapping against core Computacenter capabilities.

• Development of IT managed service solutions aligned to standards where possible, and effectively managing variation from standard.

• Accountable for overall deal cost and proactive management of risk and opportunity in a deal.

• Support Sales Specialist in the assessment & validation of overall cost consolidation with respect to market / price benchmarks and target pricing.

• Collaborate and coordinate the creation of a bid response that articulates agreed win themes, Computacenter value, and the return on investment to support the client’s internal business case.

• Effective internal and external relationship management. Navigation of IT managed service opportunities through deal assurance.

• Support the Sales Specialist with navigation through internal governance.

Contract Negotiation

• Support the Sales Specialist and Group Legal with all commercial aspects and legal aspects of the contract.

• Facilitate contract negotiation from a service perspective.

Delivery Initiation

• Support Transition & Transformation during service delivery initiation and handover to Service Team after contract signature.

Proposition Development

• Represent the customer perspective in the qualification and creation of new differentiating propositions.

• Promote nominated Propositions into the sales force, working in tandem with the Service Design experts on that proposition to ensure awareness of market trends, customers' buying behavior, and competitor threats.

What you’ll need

• Relevant experience in IT services, including 3 years in a pre-sales or solution management role in the managed service & outsourcing industry.

• Knowledge of pre-sales / Solution Design Processes and ownership for decision-making for complex, international IT managed services engagements.

• Experience of sales processes including ITT / RFP qualification, ITT / RFP responses, proposal development, presentations, contract negotiation, and closure.

• Deep knowledge of IT and industry standards (for example, ITIL, IT4IT, LEAN).

• Ability to build relationships and communicate effectively at senior / board levels.

• Skill in influencing the sales team and customer through sound and well-structured thought processes supported where necessary with articulate and concise written work.

• Skill in articulating value propositions against customer issues in support of the sales process.

• Understanding of contracts and service contract structures for clients and external partners.

• High level of competence and experience with technical writing.

• Proficiency in writing IT managed service contract artefacts, including Schedules, Appendices, and document Contract Change Notifications.