Solution Manager / Solution Consultant / Pre-Sales Consultant

Solution Manager / Solution Consultant / Pre-Sales Consultant

The Solution Manager / Solution Consultant is an influential and customer-facing role, whose primary focus is to build credibility with the customer, both for the proposed solution and Toppan Gravity. They will be engaged in high value solutions providing vision, direction and management to the bid & solution teams resulting in solutions that are compelling, profitable and deliverable. This involves building up an understanding of the customer stakeholders' requirements, defining and improving the pre-sales processes and evaluating business value; whilst ensuring compliance with the company and, for existing customers, the account technical standards.

The Solution Manager / Solution Consultant ensures the end-to-end solution responds to the business requirements of the customers in the most cost-effective and innovative manner. Their goal is to deliver a competitive proposal based on a solution including an architecture and services that supports the most efficient and secure ICT environment, meeting the customer's business needs.

The Solution Manager / Solution Consultant is responsible for the holistic customer solution proposal and its deliverability in the dimensions of business, technology, services, resources, timeline and costs.

Pre-Sales KPIs:

Competitiveness of Solutions

Win rate

Quality, cost and timely deliverable of solution

Customer Satisfaction (internal & external)

Main responsibilities:

Customer focus:

Works closely with customers to ensure a clear understanding of their business priorities and needs

Analyzes and interprets customer business needs and frames their requirements in terms of Toppan Group AND Toppan Gravity's portfolio solutions

Presents information in a compelling (value-add) and concise manner at Senior levels

Supports contract negotiations and has the ability to challenge the client

Customer stakeholder mapping and management

Presents and negotiates the solution with customer (from operational to CxO level) and sales

Solution focus:

Defines and manages solution team to deliver an integrated end to end solution which fits with the customer needs and requirements

Specifies all assumptions & ensures appropriate clarification with the customer

Leads the collection of customer specific data (e.g. due diligence) to validate solution accuracy

Creates solution cost model to commercial management standards

Explains and presents the "big picture", including aspects of workforce re-utilization after people take over

Supports Delivery & Project Teams in achieving success in customer implementations for solutions

Bid management:

Understands and applies Toppan Gravity's bidding and all relevant approval processes, and controls involvement of delivery units during bid phase

Sells the solution internally and challenges delivery cost & innovation

Devises suitable strategies for risk mitigation, documents in risk register

Successfully executes a controlled bid closure and its handover to the operational authority / sponsor

Qualification:

Bachelor's degree in Information Technology, Computer Science, Computer Engineering or Information System or other engineering field.

Relevant certifications such as ITIL, PMP, CBAP, or CISM will further be considered

Minimum relevant experience:

5 to 10 years experience in Solution Management or Solution Architect roles in presales, solution design and / or equivalent roles

Proven management skills and experience in similar organizations, understanding of Toppan Group AND Toppan Gravity's ecosystem and experience preferred

Strong presentation skills and Customer interaction and negotiation experience (from operational to CxO level)

Experience in complex solution sales and architectural environments in the area of ITSM, Infrastructure, Data, Cloud, Smartcard, Biometrics and Identity solutions/offerings.

Preferred to have experience in Managing and leading Customer opportunities larger than 10-20 million Euros as the end-to-end Solution Manager

Location: Remote, Hong Kong, Dubai, South Africa

Language Requirements:

Fluent in English both written and presentation

Spanish and French speaking is a plus

Interested candidates can submit their cover letter and CVs via email to hr-hk@toppangravity.com or hr-ae@toppangravity.com. Please mention Job Application Position in the subject line.

Considering the high volume of applications we receive, only shortlisted candidates for interview will be contacted.

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