AddressVP / AVP - Solutioning - HRO Vertical - ITeS/BPO/KPO
Job Summary:
The Solution Architect (SA) plays a critical client-facing role that interprets and translates client requirements into a solution that can be configured from a standard set of offerings. The SA operates as a single point of contact or as part of a team (on large deals with multiple SAs) accountable to the SA SPOC from Stage 1 to deal closure and the transition
Accountabilities:
Single Point of Contact Accountabilities :
- Managing all , senior client buyer and functional owner relationships for the designated solution
- Driving the necessary sign-off of the solution with proper input from client business objectives, industry, risk assessment, budget and preferences (see service group rules/process and escalation approach for specifics)
- Managing the Sales team, Subject Matter Experts required during the sales process and the communication/ collaboration with Outsourcing Service Delivery
- Directing and coordinating with Legal & Commercial and Corporate Transaction Services (CTS) in areas specific to the solution to ensure use of standards
- Collaborating with the Operating Groups to provide input to Terms and Conditions and in some cases accountable for specific Outsourcing contractual terms and conditions
- Identifying leadership contacts for service transition and operations and ensuring appropriate solution plan transition for closed deals
- Interfacing with the delivery organization/s to ensure effective transition, shape services, collaborate on clear solution assumptions, determine appropriate service delivery locations and related cost to deliver
- Orchestrating the action points coming out of the opportunity Quality Assurance process
Solution Planning and Deal Shaping for Qualified Deals:
- Understand and translate buyer requirements into a standard solution offering deal approach, solution plan, proposal and cost estimate leveraging standard process methods, deliverables and the right collection of offerings
- Collaborating as a key member of the sales team to represent the solution offering to the client buyer and other internal groups
- Aligning final solution architecture (including statement of work, schedules and other contractual documents) with final terms and conditions
Commercial and Financial Responsibilities:
- Preparing the BD spend estimate, schedule, work plan, resource/sourcing plan
- Understand and clearly define the input required to create cost estimates; Preparing the cost model estimates working with Service Delivery, Solution Management (if applicable) to deliver the defined scope of services
People Management Responsibilities:
- Mentor and support team members and junior solution architects
Other Expectations:
- Good understanding of offering strategy, the standard solution components, the likely adaptations of the solution, as well as knowledge of recent deals/solutions and changes that were made to the standards
- Human Resource domain acumen, expert in HRO BPO services
- Understanding of HRO outsourcing in all areas - Hire to Retire process (recruitment, workforce, payroll, payments, employee, performance management processes)
- Ability to clearly articulate and - sell- the solution- being able to explain the solution in simple terms- being able to - draw- the solution on a white board in a few minutes in such a way that the audience understands how it works and what the key variables are that will impact the solution cost
Business & Commercial Acumen:
- Commercial acumen - understands the Human resource process and whether we can deliver a deal profitably
- Excellent with numbers and analysis
- Delivery Expertise- Understanding of what we can deliver so can solution it appropriately
- Detail Oriented- the buck stops with this role- so needs to be able to go deep or stay at high level depending upon the audience and the need
Relationship Management:
- Focused on buyer-value expectations
- Good listening skills & ability to interpret requirements and buyer values in such a way that we take the shortest route possible to the answer
- Able to communicate shared understanding of changes that the client will also need to make other required changes on their end
- Able to help client feel like solution is one-to-one but leverages our standard offering
- Being willing to bringing in the right experts- industry, offering, etc- .to ensure we most effectively address the client's needs and expectations
- Moderate to extensive travel depending on client opportunity requirements
Qualifications & Experience :
- PG / MBA with 12 to 16 yrs of experience & atleast 7+Yrs in HRO
- Expert/Good understanding of HRO domain in any industry or across industries
- Experience in due diligence, solution identification, feasibility assessment, client visits
- Experience in cost estimation and pricing for outsourcing and offshoring of processes
- Preferred experience in delivery, transition and/or solution design in an outsourced environment
