Solution Architect - BPO

Objectives of Role

- The Solution Architect (SA) plays a critical client-facing role that interprets and translates client requirements into a solution that can be configured from a standard set of offerings. The SA operates as a single point of contact or as part of a team (on large deals with multiple SAs) accountable to the SA SPOC from Stage 1 to deal closure and the transition to the OADM

Main Accountabilities - 

Operational Responsibilities - 

Single Point of Contact Accountabilities

- Managing all OG, senior client buyer and functional owner relationships for the designated solution

- Driving the necessary sign-off of the solution with proper input from the OGs on client business objectives, industry, risk assessment, budget and preferences (see service group rules/process and escalation approach for specifics)

- Managing the sales team, Subject Matter Experts required during the sales process and the communication/ collaboration with Outsourcing Service Delivery

- Directing and coordinating with Legal & Commercial and Corporate Transaction Services (CTS) in areas specific to the solution to ensure use of standards

- Collaborating with the Operating Groups to provide input to Terms and Conditions and in some cases accountable for specific Outsourcing contractual terms and conditions

- Identifying leadership contacts for service transition and operations (e.g. OADM, mobilization lead) and ensuring appropriate solution plan transition for closed deals

- Interfacing with the delivery organization/s (through OADM when assigned) to ensure effective transition, shape services, collaborate on clear solution assumptions, determine appropriate service delivery locations and related cost to deliver

- Orchestrating the action points coming out of the opportunity Quality Assurance process

Solution Planning and Deal Shaping for Qualified Deals

- Understand and translate buyer requirements into a standard solution offering deal approach, solution plan, proposal and cost estimate leveraging standard process methods, deliverables and the right collection of offerings

- Collaborating as a key member of the sales team to represent the solution offering to the client buyer and other internal Accenture groups

- Aligning final solution architecture (including statement of work, schedules and other contractual documents) with final terms and conditions

Commercial and Financial Responsibilities

- Preparing the BD spend estimate, schedule, work plan, resource/sourcing plan

- Understand and clearly define the input required to create cost estimates; Preparing the cost model estimates working with Service Delivery, Solution Management (if applicable) and CTS to deliver the defined scope of services

People Management Responsibilities

- Mentor and support team members and junior solution architects

Other Expectations

Functional Expertise

- Have in-depth knowledge across verticals and horizontals with specific expertise in areas Strategies, Offerings, and Solutions

- Good understanding of offering strategy, the standard solution components, the likely adaptations of the solution, as well as knowledge of recent deals/solutions and changes that were made to the standards

- Local market knowledge- what will work in a geography

- Ability to clearly articulate and - sell- the solution- being able to explain the solution in simple terms- being able to - draw- the solution on a white board in a few minutes in such a way that the audience understands how it works and what the key variables are that will impact the solution cost

Business & Commercial Acumen

- Commercial acumen - understands the financials and whether we can deliver a deal profitably

- Understanding of CTAs-

- Being comfortable with numbers

- Able to work quickly and forecast accurately what is likely to come out of the CTA process - need to know if we will have a deal or not

- Delivery Expertise- Understanding of what we can deliver so can solution it appropriately

- Detail Oriented- the buck stops with this role- so needs to be able to go deep or stay at high level depending upon the audience and the need

Relationship Management

- Focused on buyer-value expectations

- Good listening skills & ability to interpret requirements and buyer values in such a way that we take the shortest route possible to the answer

- Able to communicate shared understanding of changes that the client will also need to make other required changes on their end

- Able to help client feel like solution is one-to-one but leverages our standard offering

- Being willing to bringing in the right experts- industry, offering, etc- .to ensure we most effectively address the client's needs and expectations

- Able to manage the CSG relationship- internal stakeholder management: makes things happen seamlessly- a top quality architect makes sign-offs/reviews a natural act so that the deal is effectively reviewed as it is built vs. leaving these sign offs to the last minute resulting in everyone feeling pressured