Solution Principal
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Job Description
Solution Principal architecting enterprise IT outsourcing, hosting, and cloud transformation solutions for Ensono clients. Leading pursuits, commercial models, contracts, and solution handovers.
Responsibilities:
- Serve as the lead Deal Architect assembling multi-tower ITO and Hosting solutions, potentially including multiple transformation phases
- Support Sales, Consulting and Client Success organizations in servicing clients
- Work with client business and technical teams and internal Ensono teams to create winning solutions
- Foster executive-level relationships with emphasis on client satisfaction
- Lead multidisciplinary teams throughout discovery, solution development and implementation
- Contribute to contracting and ensure solution and service parameters are appropriately captured
- Lead solution hand-over to internal delivery and operations teams
- Own the overall solution and co-own pursuit strategy and execution with client executives
- Co-own sales strategy and pursuit execution
- Collaborate across Sales, Solution Architecture, Specialists, Consulting and Delivery to create pursuit, solution, sales and delivery strategies
- Lead discovery, assessment and solution development workshops
- Develop and document transformation and re-platforming solutions meeting client technical and business requirements
- Create business proposals and win-win solutions
- Drive stability and innovation in clients’ current and future states
- Present solutions and business cases to internal and external audiences
- Act as a trusted advisor through consultation and recommendations
- Develop pricing, business case and multi-year pro-forma models with Finance and Pricing
- Build commercial constructs and pricing for IT outsourcing and managed services deals
- Partner with Product Management on product enhancements and technology roadmap changes
- Deliver client proposals and contract materials with Finance, Product, Operations, Legal and other stakeholders
- Draft and negotiate SOWs, contracts and subcontract agreements
- Participate in deal reviews and advise senior management on technical, commercial and competitive aspects
- Provide post-close consulting, knowledge transfer and deal documentation for transition, delivery, operations and billing
- Participate in industry conferences and consulting reviews
Requirements:
- 20+ years of experience with at least 10+ years with a service provider and/or cloud MSP
- Graduate degree (MBA) or Bachelor’s degree in Computer Science, Engineering, Business, Finance, or other technical discipline with applicable experience
- Experience in a Lead pre-sales Solution Principal or Engineer role at a service provider with managed services, infrastructure, data center and transformation solutions
- Successfully concluded at least 15+ IT Outsourcing, Cloud, Managed Services, or transformation deals of $50M TCV or greater
- Complete understanding of the sales process and deal dynamics for complex technical solution selling including ITO deals
- Strong understanding of Financial, Negotiation and Contractual issues and regulations in IT outsourcing deals
- Strong analytical and reasoning skills related to technical, contractual and financial issues
- Broad technical knowledge in data center, hosting, and hybrid cloud technologies
- Well versed in the hosting technology landscape including compute, storage, backup, network, security, End User Services, BC/DR, DevOps and IT governance
- Experience with public cloud platforms (AWS, Azure, GCP) and hybrid solutions preferred
- Deep understanding of IT services outsourcing solutions including End User Service and Service Desk
- Excellent written and oral communication skills and proficient in MS Excel, PowerPoint, Word etc.
- Advanced presentation skills highlighting value and differentiation points for ITO solutions
- Ability to share knowledge among organizations and facilitate teamwork
- Bonus: Advanced presentation, communication, and influencing skills at a C-level
- Bonus: Team Lead, Independent, Self-directed, Results oriented
- Bonus: Strong empathy, self-awareness and interpersonal skills
- Bonus: Business and customer-oriented player able to coordinate a diverse team
- Bonus: Able to challenge status quo non-confrontationally
- Bonus: Ability to manage high project demand, short deadlines and pressure
Benefits:
- Unlimited Paid Days Off
- Three health plan options
- 401k with company match
- Eligibility for dental, vision, short and long-term disability, life and AD&D coverage, and flexible spending accounts
- Family Forming Benefit including fertility coverage and adoption/surrogacy reimbursement
- Paid childbearing and paternal leave
- Education Reimbursement, Student Loan Assistance or 529 College Funding
- Sabbatical leave
- Wellness program
- Flexible work schedule
- Role-based sales-incentive plan, depending on eligibility
- Equity grant under the Associate Equity Appreciation Program, depending on eligibility
- Option to work from home or in Ensono offices when not required on a client site
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