VP/AVP – Solutioning – HRO Vertical – ITeS/BPO/KPO (12-16 yrs)

VP / AVP – Solutioning – HRO Vertical – ITeS/BPO/KPO

Job Summary:

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

Accountabilities:

Single Point of Contact Accountabilities :

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

– Driving the necessary sign-off of the solution with proper input from 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 and ensuring appropriate solution plan transition for closed deals

– Interfacing with the delivery organization/s 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 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) to deliver the defined scope of services

People Management Responsibilities:

– Mentor and support team members and junior solution architects

Other Expectations:

– 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

– Human Resource domain acumen, expert in HRO BPO services

– Understanding of HRO outsourcing in all areas – Hire to Retire process (recruitment, workforce, payroll, payments, employee, performance management processes)

– 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 Human resource process and whether we can deliver a deal profitably

– Excellent with numbers and analysis

– 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

– Moderate to extensive travel depending on client opportunity requirements

Qualifications & Experience :

– PG / MBA with 12 to 16 yrs of experience & atleast 7+Yrs in HRO

– Expert/Good understanding of HRO domain in any industry or across industries

– Experience in due diligence, solution identification, feasibility assessment, client visits

– Experience in cost estimation and pricing for outsourcing and offshoring of processes

– Preferred experience in delivery, transition and/or solution design in an outsourced environment