Xerox

Purpose:

• Responsible for client solution design.  Each role plays a part in ensuring that the overall solution that is designed and sold to the client (including the different technical or service components) meet the client requirements and are deliverable.
• This position plays a key role in the pursuit of new business, understanding the client’s requirements to craft winning and deliverable solutions that are commercially acceptable to the customer.  This position is also the key technical & service interface between bid pursuit, service transition and service delivery.
• The role holder is responsible for the design of all the technical & services aspects of the total client service solution.   
• Works in close collaboration with sales, bid management and service delivery, internal and external partners, the role holder will orchestrate and enable deal wins, contributing to smooth service transition and successful handover to the service delivery teams.
• Works with deal pursuit team members to develop a value proposition and business case for the service and helping articulate this in a compelling manner to the client.  This requires working within the relevant governance and processes.
• The role holder provides technical architecture expertise leading to the successful win, implementation and delivery of Xerox technology business contracts.

• Crafting winning solutions, services and technical designs (KPI:  Design offers a winning value proposition at right price)
• Crafting deliverable technical designs (KPI:  Design is deliverable & as standard as possible)
• Supporting service transition into live service delivery (KPI: Time to revenue & service availability)
• Support design post go-live, acting as a reference point to update/improve the technical design as necessary based on changing client requirements (KPI: technical design is fit for purpose throughout the contract life)
• Leading creation of IT solution for local and global MPS projects 
• Define and write, execute summary and presales strategies for complex deals 
• Write proposals for business overview and technical responses.
• Preparation and conducting workshops, presentations and technical demonstrations for clients and business partners
• Designs innovative technical solutions, within the context of the total service solution, and where required, can manage the work of different specialists including partners and third parties - contributing to the design and implementation.

Scope:

Specific:

• Leads technical architecture and service design work stream through deal closure and transition to handover to the service delivery teams.
• The role holder leads and is accountable for comprehensive, end-to-end technical design for services proposals typically varying in size and of medium to high complexity

General:

• Recognized as an expert in own function
• Interprets internal or external business issues and recommends solutions/best practices
• Primarily domestic scope/accountability; may include some international scope/accountability

Primary Responsibilities:

• Bid/Sales Support: Supports the presales phase of deal pursuit. Assists with the preparation and delivery of service contract proposals, bids and tenders.
• Solution Design Authority: Takes responsibility for all components input to technical & service design as well as to qualification and business approval meetings.
• Technical Authority: Takes responsibility for technical input to service design as well as to qualification and business approval meetings. Shapes and architects technical proposals  working with partner(s) where relevant.
• Cost and Risk: Defines the approach to the solution development, controlling scope and the work of the design in order to ensure an acceptable cost structure. Able to articulate the entire solution (technical & service) architecture to a client or partner on a technical and business level, clearly identifying benefits and risks.
• Business Development: Establishes customer requirements for the technical elements of a service building strong relationships with relevant stakeholders in Xerox, customer IT organizations and partners.
• Requirements and Design: Designs innovative solutions, within the context of the total service solution, and where required, can manage the work of different specialists including partners and third parties - contributing to the design and implementation.
• Due Diligence: May be responsible to lead the technical due diligence phase of bid pursuit and to validate and revise the proposed architecture as necessary.
• Integration: Co-ordinates and engages the supporting shared services (e.g. Global Delivery Centers) and service delivery teams - as well as partner input where relevant - to develop seamless end to end technical architecture for customers
• Continuous Improvement & Knowledge Sharing- Provides continuous feedback to stakeholders as input for improvements. Shares knowledge with colleagues to make a useful contribution to Xerox knowledge. Updates and improves standard technical architect methodologies based on learning and customer requirements/feedback. Promotes knowledge sharing with other stakeholders

Candidate Education and Preferred Skills:

• Minimum   Bachelor's Degree   in a relevant subject.
• Minimum 5 years’ experience in Print or related IT sector role
• Presales experience desirable  
• Technical background and proven ability to learn new skills and technology efficiently to a high ‘subject matter expert’ skill level
• Proven good all-round IT knowledge and background inc. but not limited to Networking, Security, User Computing, Cloud and Virtualisation, Creation and use of test environments 
• Excellent MS Office Skills 
• Proven troubleshooting skills and ability to think outside of the box when solutioning 
• Proven and demonstrable - analytical and methodical approach 
• Ability to work effectively alone or as part of a team
• Customer facing with excellent communication skills and proven ability to communicate at all business levels to C-level.
• Desirable – knowledge of any of the below technologies:
• Xerox Managed Print Software Solutions, Office Print and Production Print, Print management Solutions (e.g., Kofax Equitrac/Control Suite, YSoft SafeQ) and digitisation technology
• Knowledge English language on level B2 to communicate with employees, manage documents, and work with global structures.