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Sr. Solution Architect - Solutions Engineering (Pre-Sales) - 15015

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Date: 29-Mar-2021

Location: Bangalore, India

Company: Tata Communications

Job Family Descriptor

Broad outline of the Role

Purpose - Broad objective of the role

Be an enterpreneur and build a team of consultants, that will create large deals for TCL. 
Provide leadership on crafting and executing large deals, build thought leadership with in the orgaization and be a recognized thought leader on enabling digital transformation with in the industry, with a strong infrastructure exposure
Create partnerships for TCL with niche high value consulting firms to drive non linear growth
Work with C-suite executives, problem-solve on their key digital issues and provide actionable recommendations leveraging technology know-how and business sense.  Create large deals by engaging with CXO and Enterprise Architects across existing and potential customers across the globe, ascertain intersection points with customer's digital strategy.  Create customer roadmap for the infrastructure to enable the digital journey.  Create high level architectural solution, and convince customer on it.  Create business case for customer and collaborate with Regional leads and SMEs to build detailed solution.  Works extensively with the Large and Complex deals team

with the objective of:
- Establish Consulting as a practice within TCL
- Create PULL for TCL products, rather than the traditional point solution approach
- improve the positioning across all enterprise products except MES

within the limits of:
- product strategy
- overall organization business strategy and objectives

Operating Network - Key External

Customers, Industry forum, consulting partners

Operating Network - Key Internal

Product, Sales, BD, SD, NPI, Strategy/GTM, Large complex deals team

Size and Scope of Role - Financial

Will be measured on building pipeline for large deals (size fo deal depends on region) for India: $50M ( ~5 large deals 3 yrs), Europe: $20M, Asia: $5M, US: $20M (3 yr TCV)

Size and Scope of Role - No. of direct reports

2 to start with, to grow based on success

Size and Scope of Role - Total team size


Size and Scope of Role - Other size parameters


Minimum qualification & experience

M.Tech (IT) with 15 years of experience 

Other knowledge/skills

Real commercial skillset and presence – big picture thought process rather than short-terms cost savings approach
Candidates probably coming from top consultancy firms, ideal sector experience would include banking & insurance, transport (and similar sectors that are heavily regulated)

Key Responsibilities

Strategic planning    
Analyze trends in IT architecture solutions area, competitor activities, customer business models; Provide inputs to identify target customer list, along with regional sales execution teams; Tweak the global engagement model and strategy as per individual client nuances and complexities

Client engagement and solutions ideation    
• Create thought leadership and engagement with C suite executives by taking the customer’s business strategy, and recommending the IT architecture (cloud, security, network, collaboration, mobility) to support that strategy
• Collaborate with members of the TCL team to ensure our solutions are positioned to support that strategy, and articulate the economics to support our proposition. 
• Work collaboratively with the Marketing to develop creative outreach strategies to attract clients.
• Lead architecture engagements and major transformation execution through execution phases and where applicable drive internal, client and third party vendor mixed team
• Engage clients with varying degrees of maturity at the CxO level to lead innovation and the development of strategy.  Influences client evaluation criteria and decision making
• Support clients (C-Level & Heads Of) in the establishment of digital architecture functions and architecture operating/governance models
• and identify opportunities for transformation
• Works individually, in teams or as leader, to understand, define and capture the client’s architecture in complex and often ambiguous environments.
• Define how TCL’s propositions can be implemented within the client architecture, and draft relevant service architectures & schedules 

Product development and transformation    
Lead architecture engagements and major transformation execution; Prepare project plan and detail out the milestones, deliverables, timelines, owners, etc.; Bifurcate work between internal team and vendors and set rules of engagement; Oversee and monitor quality of output and adherence to cost and timelines for each phase of execution; Monitor vendor performance and escalate, as necessary; Provide status updates to internal stakeholders on product development; Coordinate with product development, sales, marketing, teams to prepare and execute product launch plan

Customer Support    
Partner actively with the client during implementation of digital architecture by educating them on TCL's product proposition and embedding the same within the architecture; Draft relevant service architecture and schedules and reach agreement with the client on the same; Provide troubleshooting support to clients; Conduct regular review meetings to understand functioning of the solution / product; Understand any intended changes to the digital architecture and make required adjustments to the solution provided; Provide early warning to internal organization about potential clients, if required, to protect company interest; 

Team Development    
Drive the creation of a partner ecosystem so that TCL always has a set of highly qualified partner consultatns to engage, in niche areas like Cloud transformation, digital security, Software defined networks. Regularly review team structure and assess talent requirements; participate in the recruitment and selection process; conduct goal setting and performance review for the team; drive team development, engagement and reward initiatives; coach and mentor team members as required and ensure resolution of any people issues; conduct knowledge transfer and experience sharing workshops and sessions 

Technical Competencies

Knowledge / Skills

Communication Skills

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