Cyber Security Solutions Tower Lead

Capgemini

Full-time - Mid Level

10,001+ employees

Professional, Scientific, and Technical Services

About the position

The Cyber Security Solutions Tower Lead is a pivotal role within the Cloud Infrastructure Services (CIS) Pre-Sales organization, primarily focused on medium to large, multi-tower opportunities. This position is involved from the initial stages of deal qualification through to contract signature, ensuring a seamless transition from sales to delivery handover. The Solutions Lead is responsible for the comprehensive development of end-to-end solutions that encompass transformation, transition, and ongoing operations across multiple service lines and technology domains. This role requires a deep understanding of internal stakeholder management and the ability to provide visibility into core solution-related metrics to approvers. In addition to managing the solution development process, the Solutions Lead supports the Sales Lead in pre-qualification activities, which include rough order of magnitude (ROM) costing and early solution shaping. The role demands the development of a solution and response strategy that aligns with the overall sales strategy, ensuring clear communication among all bid team members. The Solutions Lead must analyze client requirements thoroughly, ensuring that all aspects are addressed without gaps or duplication. This includes designing the solution and ensuring that all relevant solution artifacts are completed in accordance with global processes. A critical aspect of this role is the ability to understand the competitive landscape, providing insights that inform the sales plan and strategies to outperform competitors. The Solutions Lead will also provide expertise in commercially structuring deals to differentiate from the competition, working closely with Deal Analysts to establish pricing structures and communicate strategies effectively. The position involves reviewing and contributing to contract schedules, Statements of Work (SoW), and Service Level Agreements (SLA), ensuring that all documentation aligns with the proposed solutions. The Solutions Lead will also engage with third parties as necessary, contribute to proposal writing, and guide the bid team to ensure alignment with the sales strategy and scoring mechanisms. Timely solution approval in accordance with the Global Solution Approval Process is essential, as is supporting towers with their approvals by providing a comprehensive view for approvers. The role requires leading the solution team in all client-facing interactions and supporting the Commercial Lead in negotiating solution-related schedules. Additionally, the Solutions Lead is responsible for managing the solution team and ensuring that all deliverables are met, identifying opportunities for upselling and documenting these for handover to the Account Team.

Responsibilities

• Involved from Deal Qualification to Contract Signature, Sales to Delivery Handover.
• Responsible for development of the end-to-end solution covering multiple service lines and/or technology domains.
• Owns internal stakeholder management and visibility of core solution related metrics to approvers.
• Supports Sales Lead in pre-qualification activities, including ROM costing and early solution shaping.
• Develops solution & response strategy, aligned to the sales strategy, and communicates to all bid team members.
• Ensures all client requirements are analyzed and distributed for solutioning, without gaps or duplication.
• Designs the solution and ensures relevant solution artefacts are completed in line with global process.
• Provides insight into the competitor landscape to inform the sales plan.
• Offers expertise on commercially structuring deals to differentiate from the competition.
• Works with Deal Analyst to set up ADMT and create pricing structure; communicates structure & tagging strategy.
• Converts Price to Win into Cost to Win by Tower.
• Reviews and inputs to the contract schedules, SoW and SLA among other documents.
• Supports Tower Lead with 3rd parties' direct engagements when needed.
• Contributes to proposal writing and guides the bid team on alignment to sales strategy, themes, scoring mechanism.
• Ensures Solution Approval in a timely manner in line with the Global Solution Approval Process.
• Leads the solution team in all client facing interactions.
• Supports Commercial Lead with negotiation of solution related schedules.
• Manages solution team and ensures solution related deliverables are completed.
• Identifies and adds to the response and other capabilities that will bring value to the opportunity.
• Ensures the solution and commercials are sustainable for the future, with ability to grow and upsell.
• Identifies and documents potential areas for upsell that have been discussed with client.

Requirements

• Experience in client-facing roles, with varying levels of experience required based on seniority.
• Strong presentational and communication skills, with the ability to lead client conversations.
• Ability to articulate value, benefits, and storyline to clients.
• Strong writing skills for proposal and documentation purposes.
• Leadership skills to manage and coach the solution team through deadlines and challenges.
• Stakeholder management skills, particularly in handling organizational conflict.
• Ability to link technical aspects of solutions with commercial responses.
• Understanding of contracts and schedules, with the ability to draft solution-related contract schedules.
• Risk identification, treatment, and management skills.
• Negotiation skills, including with subcontractors.
• Experience in supporting client business case creation and price shaping.

Nice-to-haves

• Experience in cybersecurity services and solutions.
• Familiarity with cloud infrastructure and digital transformation initiatives.
• Knowledge of financial modeling and cost analysis techniques.

Benefits

• Comprehensive health insurance coverage.
• 401k retirement savings plan with matching contributions.
• Paid time off and holidays.
• Opportunities for professional development and continued education.
• Flexible work arrangements and remote work options.