Job Description

. RFP Scoping and Analysis of the Requirements: Clearly define the scope boudaries, analyse tickets data, make thoughtful observations and inferences that leads to solution elements and creation of value propositions . Solution Design (Application Management, Outsourcing, Implementation, development, project services deals): a) Lead and anchor solution design while collaborating with Technical Architects to illustrate the technical architecture, solution and estimates b) Challenge and optimize the solution estimates, milestones, timeliness, costs and price elements, c) Identify value proposition, solution differentiators . Technical solution (AMS): Responsible for the AMS solution, estimates (independently), staffing plan, cost model, pricing and other commercial constructs as per client pricing template . Solution, commercial and value proposition integration: Integrate solution, estimates, costs, price, value proposition and solution approach, story line across service lines and practices . Identify risks , plan for risk mitigation, . Construct business case: depict the base case based on current spend, proposed price and the business case, deviations . Governance reviews: Take ownership to review the solution, estimates, costs and price with delivery leaders, practice leaders and senior executives as per the governance approver matrix. . Technical content: Take complete ownership of the technical response in the proposal. . Evaluate business case and competitiveness: using market perspective / industry benchmarks (with pricing team metrics), historical outcome (from our repository) . Alternate models: proactively propose alternate engagement, commercial models (preferably outcome-based models) in T&M and rate-card based deals . Hand hold proposal submission: support proposal manager and sales executive to complete all deliverables pertaining to client submission . Solution defense: Take full ownership to identify the right team and agenda for the oral presentation. Collaborate with Sales / client executive on this and draft the right agenda, presenters and the key themes to be presented to the client .Present the solution to client (where necessary) . Follow-up to the proposal, provide necessary responses to client questions, feedback, price reduction requests etc. .Due-diligence: Collaborate with delivery and other stake holders and participate in due diligence process. Validate assumptions made during solution design. Incorporate changes to solution, assumptions, estimates, costs and price based on due diligence findings and validation of assumptions . BAFO: Collaborate with pricer / deal construction specialist and delivery stakeholders, sales/client executive and construct the BAFO . SOW: Upon down select, create the first draft of SOW and hand it over to delivery for final versions. Ensure accuracy of the SOW with the proposed solution elements . Collaborate with legal and other stake holders to complete the contract process . Handover the complete deal solution, assumptions, metrics, staffing, cost models and other artifacts to delivery team upon winning the deal. .Attend debriefing with client to capture reasons for win / loss. Conduct win-loss analysis as required. .Seek feedback and plough back the learnings

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