Role: Enterprise Infrastructure Solution Lead
Key Responsibilities
Customer facing:
Respond to Customer - proactive proposals, RFI, RFP, RFS, RFT by;
Designing technical solutions based on the functional and non-functional specifications
Driving the commercial construct
Creating capability presentation with case studies and experiences
Driving Customer presentations / workshops
Interacting with Technology and Service Delivery partners for joint solutions
Interact with Customer business and technical teams to understand the requirements
For Customer presentation, articulate and manage the TCS value proposition, with the support from TCS global practices
Take ownership for workshops with Customer technical team to identify and analyse the existing IT infrastructure and processes for gap analysis
Internal facing:
Contributing to the growth of CBO IT Infrastructure Services business in ANZ geography
Qualify the opportunity from geography perspective before involving larger offshore team
Support the offshore Solution / CoE team by providing the information obtained through Customer discussions. Translate business requirements to technical requirements to enable IT infrastructure technical teams for developing solution
Review estimations, timelines and solution documents prepared by solution team
Attend trainings or workshops conducted by Centre of Excellence (CoEs) to understand the new service offerings
Ensure smooth Solution handover to Delivery team after winning the opportunity
Interaction with account team and technology team for arranging Customer visits and references
Interact with account lead for new opportunity in the existing account and lead the same
Interact with Partners to understand their offerings and how it can be integrated in the Solution
Contribute in the sales strategy for IT Infrastructure business
Key Performance Indicators
Comprehensiveness of solution and addressing the customer needs
Contribute to Team's Order Book Targets, Pursuit to Win Ratio
Customer face to face touch points (Capability / Clarification / Defence / Workshops / Contract / SoW)
Keep updated with latest technologies (Number of certifications per quarter)
Market Alignment: Participation in Partner Seminars/Conferences, Technology update session, Discover Workshops for bids
