Solutions Director - Pre-Sales

Capgemini - Irving, TX

Full-time - Senior

Remote - Irving, TX

10,001+ employees

Professional, Scientific, and Technical Services

About the position

The Solutions Director is a pivotal role within the Cloud Infrastructure Services (CIS) Pre-Sales organization at Capgemini, primarily focused on medium to large, multi-tower opportunities. This position is integral from the initial stages of deal qualification through to contract signature, ensuring a seamless transition from sales to delivery handover. The Solutions Director is responsible for the comprehensive development of end-to-end solutions that encompass transformation, transition, and operational phases across multiple service lines and technology domains. This role requires a deep understanding of client needs and the ability to manage internal customer relationships effectively, ensuring clarity on core solution-related metrics for approvers. In this role, the Solutions Director supports the Sales Lead in pre-qualification activities, which include rough order of magnitude (ROM) costing and early solution shaping. They are tasked with developing a solution and response strategy that aligns with the overall sales strategy, ensuring that all client requirements are thoroughly analyzed and communicated to the bid team without any gaps or duplications. The Solutions Director also designs the solution and ensures that all relevant solution artifacts are completed in accordance with global processes. A solid grasp of the competitive landscape is essential, as the Solutions Director provides insights into the sales plan to effectively differentiate Capgemini's offerings from competitors. They guide the commercial structuring of deals and work closely with Deal Analysts to establish pricing structures, ensuring that the pricing aligns with the overall strategy. The role also involves reviewing and contributing to contract schedules, Statements of Work (SoW), and Service Level Agreements (SLA), ensuring that all documentation is aligned with the proposed solutions. The Solutions Director leads the solution team in all client-facing interactions, supporting the Commercial Lead with the financial aspects of solution-related schedules. They are responsible for identifying potential areas for upselling and ensuring that the solutions provided are sustainable and capable of growth. This role requires strong leadership skills, the ability to mentor and guide team members, and a commitment to delivering high-quality solutions that meet client needs.

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 customer management and clarity of core solution related metrics to approvers.
• Supports Sales Lead in pre-qualification activities, including ROM costing and early solution shaping as appropriate.
• Develops solution & response strategy, standard versus non-standard approach, aligned to the sales strategy.
• Ensures all client requirements are analyzed and distributed for solutioning, without gaps or duplication.
• Designs the solution and ensures the relevant solution artefacts are completed in line with global process.
• Provides insight into the sales plan on how to beat competition.
• Guides 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 finances of solution related schedules (SoW, SLA etc.).
• Leads solution team and ensures solution related work are completed.
• Identifies and adds to the response and other capabilities that will bring value to the opportunity and/or show Capgemini capability.
• 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 and handover to Account Team.

Requirements

• Client-facing experience, with varying levels of engagement required based on the role.
• Strong presentational and social skills; ability to lead client conversations and pitch to different audiences.
• Ability to articulate value, benefits, and storyline to clients.
• Strong writing skills for proposal and documentation purposes.
• Leadership skills to coach, steer, and guide the solution team through challenges.
• Technical depth within 1 or 2 service towers, with the ability to understand and challenge technical responses.
• 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.
• Support for client business case creation and price shaping.

Nice-to-haves

• Experience in managing complex multi-tower solutions.
• Familiarity with cloud services and infrastructure management.
• Knowledge of cybersecurity services and enterprise service management.

Benefits

• Flexible work
• Healthcare including dental, vision, mental health, and well-being programs
• Financial well-being programs such as 401(k) and Employee Share Ownership Plan
• Paid time off and paid holidays
• Paid parental leave
• Adoption assistance, surrogacy, and cryopreservation
• Subsidized back-up child/elder care and tutoring
• Mentoring, coaching and learning programs
• Employee Resource Groups
• Disaster Relief