Managed Services Solution Architect
Role purpose
There is a company-wide focus within Avanade to grow our Managed Services business globally. In support of this strategy, Avanade is seeking to recruit a new Solution Architect into our UKI Managed Services team. The role-holder will be responsible for solutioning complex Managed Service engagements.
Role objectives
To work with our client group teams and our global delivery organisation to define Managed Service solutions for our clients across the UK and Ireland.
To provide sales support to our regional business development teams, engaging directly with customers, and collaborating with technical subject matter experts, as required throughout the sales lifecycle.
To take the lead in developing and configuring Managed Service solutions across our five solution areas of Applications and Infrastructure, Business Applications, Data and AI, Modern Workplace and Security, including more complex and cross-solution area deals.
To coordinate with our global colleagues, including onshore, near-shore and off-shore delivery centres.
Key responsibilities
Leading the Solutioning Process will require the role-holder to work with our regional new business teams to:
Contribute to deal competitor analysis and development of win strategies
Interpret client defined or implied requirements against Avanade solution templates and delivery capabilities
Engage directly with client stakeholders and subject matter experts to validate service requirements, explore solution options and to identify service integration requirements
Define Managed Service solutions that meet agreed requirements
Work closely with our global delivery teams and technical subject matter experts to realise service and solution estimates in accordance with the Avanade Estimating Model (AEM) guidelines
Identify all service costs and populate cost models accurately to ensure an accurate estimation of delivery costs over the contract term
Create and document a solution plan engaging internal stakeholders as required
Identify and mitigate solution risks
Conduct our ‘Deal Review System’ to obtain internal sign-off (at regional, area and global levels) covering scope, approach, costs, and risk
Present the solution approach and methods to client stakeholder groups
Support the development of deal specific pricing and commercial strategies and commercial (client) dialogue
Draft the solution elements of contracts and participate in contract negotiation
Plan for and support service implementation, service transition and service introduction activities
Establish and maintain effective working relationships with Avanade solution areas, client groups, and business development personnel
Build and maintain strong working relationships with counterpart solution architects within our delivery centres and contribute to the development of the broader Avanade solution architect communityAdditionally, the role-holder will be required to be proactive in a range of sales support activities and to:
Support and drive sales origination activities in early phases of the sales process in conjunction with our business development teams
Engage with clients to elaborate service needs and pre-qualify sales opportunities
Work with our regional sales and marketing teams to develop client facing presentations and materials
Specify and develop sales proposals, taking ownership of solution elements
Contribute to the development of our Managed Services service propositions and offerings
Preferred Skills
This role requires general experience and a demonstration of a breadth of knowledge, skills and experience including:
Relationship Management: ability to establish, maintain and manage strong working relationships with colleagues, partners, suppliers, and senior client personnel
Communication: demonstrate a structured and considered approach to written and oral communication and presentation
Negotiation: ability to articulate a reasoned argument on potentially complex issues
People Management: experience of working with (virtual) teams and mentoring individuals against their assignment goals, demonstrable capability to motivate individuals and drive high performance teams
Technical knowledge and experience: Experience and knowledge of Service Introduction, Service Delivery and Service Management (in a Managed Services or Outsourcing context), including:
Competency in Solution Planning methods
Competency in Infrastructure and Application Managed Service delivery techniques
Competency in key aspects of Service Management and Delivery Management
Competency in key aspects of Service Integration
Experience of global Delivery Models (onshore, near-shore and offshore delivery)
Experience of implementing Service Solutions against ITIL v4 standards or equivalent
Experience of managing service partners and subcontractors
Experience of service, financial, quality, risk, and knowledge management methods
Accountability and metrics
Key Performance Indicators will relate to:
Sales revenue (sales supported)
Win rates
Cost of sale (management)
Personal utilisation (assignment days, billable days)
Customer feedback & satisfaction
Chargeability - If appropriate, to be set by area leadership
Desired certifications
The role holder will be expected to progress through Avanade’s certification programme as Application Outsourcing and Infrastructure Outsourcing Solution Architect.
The following additional certifications are desirable:
Microsoft Certifications
ITIL Service Management
Certification in Project Management (PMI)
core competencies
Customer Focus
Embracing Change
Teamwork and Collaboration
Realizing Results the Avanade Way
Technical Passion
Interpersonal Awareness
Take a look here, to learn more on our Managed Services | Avanade
